The document discusses using social media and automation technology to build a scalable revenue engine. It provides tips for using social platforms like LinkedIn to attract talent, connect with prospects, and generate leads. Showpad's demand generation team grew leads by focusing on processes, empowering their sales people through technology, and data-driven metrics to track progress towards goals. The key takeaways are that social media is critical for hiring and sales, automation helps scale the business, and results require investing in talented individuals.

1. SOCIAL (SELLING) AS
CORNERSTONE FOR A
PREDICTABLE
REVENUE ENGINE
Mario Haneca - @Hanecam

2. TOPICS
• About Showpad
• Embracing Social for Hiring
• Revenue generating process
• Demand automation technology
• People First
• Key Takeaways

3. PRESENTATION GOAL
• SHARE SOCIAL BEST PRACTICES
FROM SHOWPAD’S DEMANDGEN
TEAM
• INSIGHTS IN REVENUE MODEL (+160%
GROWTH)

5. HAVING BETTER CONVERSATIONS
ABOUT SHOWPAD

6. MEASURING ENGAGEMENT
ABOUT SHOWPAD

7. DIGITAL FIELD MARKETING
ABOUT SHOWPAD

8. MEASURING CONTENT IMPACT
ABOUT SHOWPAD

9. SAVING'TIME'AND'MAKE'MORE'MONEY'
blog.midillinicu.com'

10. BUILDING A SCALEABLE
REVENUE ENGINE
STARTS WITH FINDING THE RIGHT PEOPLE

11. Showpad Embraces Social
25'POSITIONS'>'''
862'CANDIDATES'OVER'THE'LAST'3'MONTH’S'
@hanecam'>'Social'media'played'a'
crucial'role'in'becoming'a'talent'
magnet'for'@showpad'#smdayBE'

12. ADD I’M HIRING TO PROFILE
SOCIAL TIP 1

13. ADD I’M HIRING TO PROFILE
SOCIAL TIP 1
@hanecam'>'@showpad''social'hiring'
Sp'–'add'«I’m'hiring'»'to'your'linkedin'
profile'#smdayBE'

14. PROCESS'
PEOPLE'
TECHNOLOGY'
KEY'INGREDIENTS'OF'A'SCALEABLE'
REVENUE'ENGINGE''

15. PROCESS'
PEOPLE'
TECHNOLOGY'

16. SPECIALIZE YOUR 4 CORE SALES ROLES
TIP
1.'
Outbound'
Reps'
2.'
Inbound'
Reps'
1&2':'Sales'
Development'
(Qualifiers)'
3.'Account'
ExecuSves'
(Closers)'
4.'Customer'Success/
Account'Managent'
(Farmers)'
Inbound'
leads'go'
only'to'
inbound'
team)'
Qualified'
Opportunites'

17. PROCESS
SAAS FUNNEL
Prepare'
Prospect'
Begin'Sales'
Cycle'
Define'Ideal'Customer'Profile'
Add'Target'Accounts'
Add'Contacts'
Send'Cold'Emails/Make''Mapping'calls'
Work'Responses'
Call'ConversaSons'
Demo’s/Appointment'
New'Opportunites'
Closed'Deals'

18. 10 TOUCHES MODEL
COLD CALLING 2.0
1>3x'
START'HIGH'
Ask'for'intro'
7d' 7d' 7d'
1>3x'
A' B' C' BREAK>UP' NURTURE'
30d'

19. PROCESS'
PEOPLE'
TECHNOLOGY'

20. Demand Automation Footprint

21. Building Target List
LINKEDIN

22. LET LinkedIN do the work for you

23. LinkedIn
Ask'your'
network'for'
intro’s'
Discover'
your'
prospect'
organisaSon'

24. VISIT AND RECONNECT AFTER REVISIT
TIP
Connect'with'
a'LT'
perspecSve'in'
a'non>
aggressive'
way'
@hanecam'>'@showpad''revisit'your'
LinkedIn'visitors'and'increase'your'
social'selling'score'#smdayBE'

25. Leading in Social Selling
LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH

26. Leading in Social Selling
LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH

28. Understand what happens at your prospects
and become relevant in their conversations

29. Get'insights'
from'your'
CRM'

30. ENRICH DATA QUALITY (FIRST)
TIP

33. DRIVING TOWARDS RESULT
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#LEADS'
EU'Demand'Rep'Scoreboard'
LEADS/DAY"
Month"to"date"result"
Target"
MTD"Target"

34. PROCESS'
PEOPLE'
TECHNOLOGY'

35. SHOWPAD DEMAND GENERATION TEAM – FEBRUARY 2015

36. TYPICAL RESULT IN SAAS Cies
• RAMPED UP – SALES DEVELOPMENT
REP generates between 15 and 20
marketing qualified leads per month

37. KEY TAKEAWAYS
1. Social Media crucial for attracting new hires
2. LinkedIn Sales Navigator is a must have for
every sales rep
3. Automation techology is instrumental in
scaling up your revenue engine
4. No results without teams of talented people
5. Contact Showpad for better conversations

38. '
'
Mario'Haneca'–'Showpad'
mario.haneca@showpad.com'
+32'478'97'12'62'
@hanecam'