Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Personalised Marketing
Understand your customers
Mario Haneca - @Hanecam
Insights in the buying process
Which touchpoints are not digital (yet)
How can we learn from every buyer interaction
Drive...
Why selling smarter?
Sales reps are not adapted for the educated buyer
Only 19% of meetings are valuable to executive buye...
Why selling smarter?
Only 58,1% of the reps today attain their target
‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15
58.1%
63.0%
58.2%
...
Alignment
19% Faster Revenue Growth
15% Higher Profitability
What are top performing companies doing different?
Sales
Mark...
Top performers focus on the Why Change & the value wedge
AWARENESS
YOUR
COMPETITOR
YOUR
COMPANY
60%
Status quo
Why us?
Why...
Sales Force Enablement - Defined by CSO Insights
A strategic, cross-functional discipline
designed to increase sales and p...
DATA
DRIVEN
BUYER
JOURNEY
ALIGNED
TECHNOLOGY
ENABLED
BUYER JOURNEY ALIGNED
SHIFTING FROM SALES CENTRIC TO BUYER CENTRIC
CONTACTED QUALIFIED DEMO PROPOSAL CLOSED
AWARE EDUCATION SELECTS
INTEGRATES
U...
ONBOARDING
AWARENESS
EDUCATION
SELECTION
EXPANSION
USE
BUYER JOURNEY ALIGNED
TECHNOLOGY ENABLED
Technology … to the rescue
Industry 1 Industry 2 Industry 3 Industry 4
Sub vertical 1 Sub vertical 2
Persona 1
Persona 2
P...
DATA DRIVEN INSIGHTS
LEVERAGING INSIGHTS FOR RELEVANT CONVERSATIONS
PROGRESS IN BUYING PROCESS
websitecampaignremotefield
Non-human touchpoints...
Imagine a world where a clueless content spaghetti
No feedback
Is tranformed into snackable JIT buyer aligned content slices
Analytics
And extended toward prospect post-meeting insights
Analytics Insights
DATA
DRIVEN
BUYER
JOURNEY
ALIGNED
TECHNOLOGY
ENABLED
RIGHT
CONTENT
RIGHT
PERSON
RIGHT
FORMAT
RIGHT
MOMENT
SELLSMARTER
CLOS...
$10.5M
Funding
750+
Customers
Founded
2011
$10M ARR
END 4Q2015
3 SPOTS
Ghent – London
San Francisco
Our Story
120+
Employe...
Thank you!
@Hanecam
Tuesday November 24th 2015
Personalised Marketing: Understand your customers - Mario Haneca
Upcoming SlideShare
Loading in …5
×

of

Personalised Marketing: Understand your customers - Mario Haneca Slide 1 Personalised Marketing: Understand your customers - Mario Haneca Slide 2 Personalised Marketing: Understand your customers - Mario Haneca Slide 3 Personalised Marketing: Understand your customers - Mario Haneca Slide 4 Personalised Marketing: Understand your customers - Mario Haneca Slide 5 Personalised Marketing: Understand your customers - Mario Haneca Slide 6 Personalised Marketing: Understand your customers - Mario Haneca Slide 7 Personalised Marketing: Understand your customers - Mario Haneca Slide 8 Personalised Marketing: Understand your customers - Mario Haneca Slide 9 Personalised Marketing: Understand your customers - Mario Haneca Slide 10 Personalised Marketing: Understand your customers - Mario Haneca Slide 11 Personalised Marketing: Understand your customers - Mario Haneca Slide 12 Personalised Marketing: Understand your customers - Mario Haneca Slide 13 Personalised Marketing: Understand your customers - Mario Haneca Slide 14 Personalised Marketing: Understand your customers - Mario Haneca Slide 15 Personalised Marketing: Understand your customers - Mario Haneca Slide 16 Personalised Marketing: Understand your customers - Mario Haneca Slide 17 Personalised Marketing: Understand your customers - Mario Haneca Slide 18 Personalised Marketing: Understand your customers - Mario Haneca Slide 19 Personalised Marketing: Understand your customers - Mario Haneca Slide 20 Personalised Marketing: Understand your customers - Mario Haneca Slide 21 Personalised Marketing: Understand your customers - Mario Haneca Slide 22
Upcoming SlideShare
Improve your sales strategy with sales playbooks
Next
Download to read offline and view in fullscreen.

2 Likes

Share

Download to read offline

Personalised Marketing: Understand your customers - Mario Haneca

Download to read offline

This presentation covered how sales enablement can be used to drive better personalised sales conversations using marketing technology.

Related Books

Free with a 30 day trial from Scribd

See all

Personalised Marketing: Understand your customers - Mario Haneca

  1. 1. Personalised Marketing Understand your customers Mario Haneca - @Hanecam
  2. 2. Insights in the buying process Which touchpoints are not digital (yet) How can we learn from every buyer interaction Drive more relevant and personalized conversations Sell smarter. Close faster. Key Takeaways
  3. 3. Why selling smarter? Sales reps are not adapted for the educated buyer Only 19% of meetings are valuable to executive buyers More than 60% of opportunities never close
  4. 4. Why selling smarter? Only 58,1% of the reps today attain their target ‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15 58.1% 63.0% 58.2% ‘19 TIME %salesrepsattainingtheirquota
  5. 5. Alignment 19% Faster Revenue Growth 15% Higher Profitability What are top performing companies doing different? Sales Marketing Product Image by business2community com Sales Enablement + 8,5% impact on revenue
  6. 6. Top performers focus on the Why Change & the value wedge AWARENESS YOUR COMPETITOR YOUR COMPANY 60% Status quo Why us? Why Change? 74% Buying Vision
  7. 7. Sales Force Enablement - Defined by CSO Insights A strategic, cross-functional discipline designed to increase sales and productivity by providing integrated content, training and coaching services for sales people and frontline sales managers along the entire customer’s journey, powered by technology
  8. 8. DATA DRIVEN BUYER JOURNEY ALIGNED TECHNOLOGY ENABLED
  9. 9. BUYER JOURNEY ALIGNED
  10. 10. SHIFTING FROM SALES CENTRIC TO BUYER CENTRIC CONTACTED QUALIFIED DEMO PROPOSAL CLOSED AWARE EDUCATION SELECTS INTEGRATES USES/EXPANDS Extension of the sales cycle
  11. 11. ONBOARDING AWARENESS EDUCATION SELECTION EXPANSION USE BUYER JOURNEY ALIGNED
  12. 12. TECHNOLOGY ENABLED
  13. 13. Technology … to the rescue Industry 1 Industry 2 Industry 3 Industry 4 Sub vertical 1 Sub vertical 2 Persona 1 Persona 2 Persona 3 8 x 3 x 5 x 6 x 4 = 3456 unique sales conversations Messages Messages Messages Insights Insights Insights Goals Goals Goals Questions Questions Questions Competition Competition Competition Objections Objections Objections Solution 1 Solution 2 Solution 3 Solution 4 6 Buying phases
  14. 14. DATA DRIVEN INSIGHTS
  15. 15. LEVERAGING INSIGHTS FOR RELEVANT CONVERSATIONS PROGRESS IN BUYING PROCESS websitecampaignremotefield Non-human touchpoints Human touchpoints CHANNEL BLIND SPOT DIGITAL BODY LANGUAGE LEAD SCORING RECOMMENDATIONS
  16. 16. Imagine a world where a clueless content spaghetti No feedback
  17. 17. Is tranformed into snackable JIT buyer aligned content slices Analytics
  18. 18. And extended toward prospect post-meeting insights Analytics Insights
  19. 19. DATA DRIVEN BUYER JOURNEY ALIGNED TECHNOLOGY ENABLED RIGHT CONTENT RIGHT PERSON RIGHT FORMAT RIGHT MOMENT SELLSMARTER CLOSEFASTER Personalised Marketing Understand your customers
  20. 20. $10.5M Funding 750+ Customers Founded 2011 $10M ARR END 4Q2015 3 SPOTS Ghent – London San Francisco Our Story 120+ Employees 100 K DAILY USERS 96% Retention Partners Awards
  21. 21. Thank you! @Hanecam Tuesday November 24th 2015
  • kr2smile

    Aug. 25, 2018
  • tomdebaere

    Nov. 26, 2015

This presentation covered how sales enablement can be used to drive better personalised sales conversations using marketing technology.

Views

Total views

2,430

On Slideshare

0

From embeds

0

Number of embeds

115

Actions

Downloads

18

Shares

0

Comments

0

Likes

2

×