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Closing the gap between revenue teams

Closing the gap between revenue teams

Transcript

  1. Closing the Gap Between Revenue Teams Louis Jonckheere, Co-Founder and

    President, Showpad
  2. Speaker Louis Jonckheere Co-Founder and President, Showpad

  3. The best customer experience wins

  4. Convenience

  5. Exceptional value

  6. 90% of B2B companies expect customer experience to be the

    next battleground Gartner, 2018
  7. Customer experience is the current battleground

  8. 77% of B2B buyers feel that making a purchase is

    too complicated and time consuming Gartner, 2019
  9. We aren’t organized to deliver unified buying experiences Sales Marketing

    CX Services
  10. CMS CRM Marketing Automation We don’t have the tools to

    deliver a unified buying experience
  11. 2 gaps that drive poor buying experiences

  12. #1 Customer knowledge variance

  13. • Each silo has its own truth • Little to

    no knowledge exchange Where is my customer knowledge? • CRM • Surveys • Meeting notes • Market research Spread across different systems Spread across different teams
  14. How accurate is my customer knowledge? 95% of what happens

    in sales conversations gets lost TOPO research, 2018/2019
  15. Customer knowledge variance has major ramifications Ineffective messaging & content

    Inability to articulate unique value Inability to show unique value Marketing Sales CX
  16. #2 Revenue Enablement gap

  17. The buyer expects a consistent experience across all channels Buyer

    Experience Sales Services Customer Success Marketing Buyer Channel
  18. Revenue Enablement is the strategic process of equipping revenue teams

    with the right knowledge, skills and tools to acquire and grow customers efficiently and effective. Revenue En•ab•le•ment / Re-ve-nju en-ey-buhl-muh nt /
  19. The 4 pillars of Revenue Enablement

  20. Making your customer facing teams knowledgeable Gain Knowledge

  21. Make your content findable Searching Browsing & Filtering

  22. Make any relevant knowledge snippets findable

  23. Guide sellers through plays Desired outcome Goal Subject matter expert

    who can help Others than me Battle cards, messaging training course, Example pitch, etc. Knowledge Case studies, ROI calculator, datasheets, etc. Tools Technology vertical, existing customer, enterprise. Objections, pain points. Target + characteristics Plays
  24. Deliver contextual (micro-)training Need-based training Microlearning

  25. Personalize engagement through the buyer journey Gain knowledge Engage with

    buyers
  26. What makes a customer conversation great Storytelling Inspiring & engaging

    Collaborative Mutual input, convenient & solution-oriented Valuable Personalized, relevant & timely
  27. Deliver your story in an engaging way

  28. Virtual storytelling still has its limits Selling becomes broadcasting Seller

    Buyer Expectations Reality Gets Disengaging presentations Lacks ability to connect Needs human interactions Delivers personalized experiences
  29. Becoming experts in virtual storytelling

  30. From email to personalized buyer portals

  31. Best-in-class B2B sales organizations that utilize buyer portals to deliver

    information achieve 28% higher revenue. Aberdeen consulting
  32. From email to personalized buyer portals Improved content findability Better

    personalization Aligns with customer journey
  33. Upgrade sales skills with modern coaching Gain knowledge Engage with

    buyers Be coached on skills
  34. Coaching changed drastically overnight

  35. None
  36. The impact of coaching on Quota Attainment Miller Heiman

  37. Guide reps from tests to practicing Pitch our product Role

    play Write customer email Present using marketing content
  38. Coach sellers on their practice assignments

  39. And share the best examples with your team

  40. Start recording your customer meetings “ of your customers have

    no problem with recording your sales conversations” Internal Showpad research, 2019
  41. Use conversation intelligence to gain a deeper understanding

  42. Deliver high-impact coaching with meeting recordings

  43. Coaching Gain knowledge Be coached on skills Engage with buyers

    Revenue Intelligence
  44. Harness the power of Revenue Intelligence Coaching Gain knowledge Be

    coached on skills Engage with buyers Revenue intelligence
  45. Harness the power of Revenue Intelligence Coaching Gain knowledge Be

    coached on skills Engage with buyers Revenue intelligence
  46. Harness the power of Revenue Intelligence Coaching Content intelligence Be

    coached on skills Engage with buyers Revenue intelligence
  47. Harness the power of Revenue Intelligence Coaching Content intelligence Be

    coached on skills Buyer intelligence Revenue intelligence
  48. Harness the power of Revenue Intelligence Coaching Content intelligence People

    intelligence Buyer intelligence Revenue intelligence
  49. Thank you!