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Insidesales.com Overview

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  • Our company was founded in 2004Up until the end of last year we were a bootstrapped company but recently took on some Venture Investment to aggressively target the Enterprise space and build out our Sales Acceleration platformWe’ve seen tremendous growth over the past several yearsWe are a research and data driven company with over 80 million NA customer profiles and more than 2 billion sales and marketing touches to those profiles.So we track things like “how do you respond to lead when it comes in – do you email first or do call first?”“When is someone in NY more likely to answer the phone vs. someone in TX?”“If you’re calling to someone in IT how do you respond to that person vs. maybe a sales manager?”And so with all of that research we typically team up with leading universities like Harvard and Kellog to present some of the findings we find in our data platform.Why does InsideSales.com exist?We exist to drive Inspired Sales Performance to increase Sales Velocity and Top-line Revenue GrowthImprove Productivity and Effectiveness of your sales organizationIdentify Best Practices of your sales people that if implemented can drive systematic improvements to overall sales performanceWe accomplish this in two ways:Cutting edge science Sales Acceleration PlatformFirst the science – people always say sales is an art and while there may sales professionals out there that
  • Today there are three components to our Sales Acceleration Platform:CommunicationsPredictive AnalyticsRecently introduced Gamification
  • We provide these tools without a need to change infrastructure.Go over a calltalk about how it looks like an inbound callRestate goal not to change an infrastructure Not a SoftPhoneQuestions What is your voice/call routing infrastructure based on? SIP, Our Code with asterisk Sip Stack Can you interface with a clients internal call-admisionn and control? Use standard phone
  • If the record doesn’t answer the phone they have the ability to leave a pre-recorded voicemail. So the rep can pre-record a library of their own perfectly recorded messages and they can choose the appropriate voicemail depending on where they are in the sales process.…All with a single mouse click.It also allows you to move on to the next call while the current voicemail is being left – driving more productivityOn average outbound call attempts reach voicemail 60% of the timeAssuming a rep makes 200 calls per day – that’s 120 voicemails @ 1 minute per voicemail you’re talking 2 hours of time wasted leaving voicemailsThis action creates a Voicemail activity log.The value here is you can now do A/B testing to determine what voicemails lead to the best call back rates or when to leave a vm in your call sequence to generate the best lead conversion.
  • 6 elements of PowerDialer Screen (EVERY FEATURE LINKED TO BENEFIT – TELL WHY IT IS COOL)- Tic sheet – lets reps see their activities and metrics for the day, actually driving performance and competition- CRM Object : you can call on leads, accounts, opportunities, and cases – events and tasks. Not just lead gen team but sales and support and admins. Productivity - For any job function- Record statistics - see exactly what has happened while on the phone – real time visibility – save time in research - one place to see what is going on. Only company with phone stats in the Saleforce reporting - Call controls – buttons – go for sizzle, record, hold, voice message, - benefit, this is the power tools of the system, incredibly convenient and powerful- Action list – send an email, set callbacks, schedule and manager calendar – streamline more actions and productivity tools with a single point for your workspace. Local Presence- Call result – where you record the result of the call. We separate out the linear process from the transactional process. If you have managed the lead process you have seen the train wreck of mixing the call result and your lead status. You can track every call result, (Busy, Connects, No Answers, etc.) and let you manage the progression in the sales process in your lead status. Example? Benefit is we store these natively in Salesforce! You won’t see that on any other platform.Recent calls – Let’s you quickly go back to recent activity. A key feature our enterprise customers requested. Don’t waste time searching to go back.
  • ResponsePopA must-have for any company migratingmore budget to digital marketing initiatives. Inbound web lead information is immediately captured. The system then extracts the phone number from the database and places it into the high priority inbound call list/ACD to be routed to the next availableagent. Prospect information is instantly screen-popped to the agent desktop as the call is accepted by the agent. 
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    • 1. Inspired Sales Performance Steven Hendrix Regional Sales Director shendrix@insidesales.com
    • 2. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Pioneers of Inside Sales – Founded in 2004 – $40m+ in venture investment – 250+ employees – 100%+ annual revenue growth – Salesforce.com AppExchange Partner since 2006 Research Based, Data Driven Company – 80 Million Profiles, 2 Billion Contact Attempts, 30 Research Studies, 6 Patents Inspired Sales Performance – Cutting Edge Science – Sales Acceleration Platform About Us
    • 3. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Customer Success “What did you guys do? Everyone is answering our calls today!” Steve Dodsworth, Sales Development Manager Sample Customers: “We have increased our call volume and connect rates by more than 200%. Our lead gen group is driving more meetings than ever before!” Chad Burmeister, Director Inside Sales
    • 4. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Sales Acceleration Platform Communications – Click-to-Call – Pre-recorded voicemail – Call recording & monitoring – Immediate Response – Inbound call routing Analytics – Detailed call activity & performance data – Integrated within Salesforce.com – Identify & optimize successful call strategies – Improve sales & marketing alignment Sales Effectiveness – Automatically capture call activities in Salesforce.com – Improve contact rates by 50%+ – Automatically prioritizes highest probability leads – Increase performance by 20% with gamification
    • 5. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved One-Click Dialing
    • 6. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved How an InsideSales.com Call Works Client PBX PSTN IS.com Telephony Cloud IS.com Application Cloud The Internet 5. IS.com places call to Client 4. Agent answers phone Agent 3. IS.com places call to Agent 2. IS.com receives request 1. Agent uses Click-to-Call
    • 7. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Automate Dialing
    • 8. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Streamline Actions
    • 9. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Disposition All Calls
    • 10. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Automated Voicemail
    • 11. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Immediate Response Web Form Submitted Posts to Salesforce
    • 12. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Immediate Response Triggers inbound call to rep < 5 min
    • 13. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved 6/10 Immediate Response Within 5 min 100 X higher change of contacting 21 X higher change of qualifying Market to Marketing Show marketing how you are leveraging their work Not just for Web leads Trigger on email opens, lead score attainment, lead age WHY??
    • 14. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Local Presence
    • 15. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved 7/10 Reduce Inbound Wait Times Most Readyroute calls to reps who are most ready to answer Group Ring route calls to all reps at once – first to pick up gets the call Failover Immediately ignore failover timeout when no agents are available IS.com Agent Client Agent Agent
    • 16. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved PowerStandings
    • 17. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Leaderboards
    • 18. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Reporting in Salesforce Reports include: • Completed Activities • Lead Progression per Dial • Optimal Time of Day/Day of Week • Dials to Appointment • Contact Rates by Campaign • Many more…
    • 19. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Benefits Drive More Leads Through the Sales Funnel – Increase call volumes 50-100% – Bridge the divide between sales & marketing – Leverage marketing automation – Feed opportunity pipeline in CRM Improve Results of Inside Sales Teams – Increase contact rates 50%+ – More contacts & qualified opportunities – Productivity gain: do more in less time – Predictive 2.0 calling: call the right people at the right time Institutionalize Best Practices – Understand list and call performance – Identify best practices to systematically improve sales performance – Improve Salesforce.com adoption – Ramp new hires faster
    • 20. Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved Next Steps PLAN Business Case – Identify Executive Sponsor – Define use cases – Identify success criteria – Identify target user group EXECUTE Pilot – Implementation, configuration, training – Testing with target user group – Verify results MEASURE ROI – Increase contact rates – Increase call effectiveness – Availability of detailed and specific call metrics – Other