High Velocity Sales Tour - Dave Elkington

1,026 views

Published on

Dave Elkington - CEO & Founder of http://www.insidesales.com

Linkedin Profile: http://www.linkedin.com/in/davidelkington
Twitter: https://twitter.com/DaveElkington



InsideSales.com is a cloud-based sales automation, lead management, and predictive analytics software for inside sales professionals.

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,026
On SlideShare
0
From Embeds
0
Number of Embeds
11
Actions
Shares
0
Downloads
12
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • SaaS Provider of the Year – AAISPTop 100 Private Companies – AlwaysOn
  • A
  • High Velocity Sales Tour - Dave Elkington

    1. 1. Dave Elkington CEO / Founder High Velocity Road Tour 2013
    2. 2. • History Founded in 2004 $40m+ in venture investment 250+ employees 100%+ annual revenue growth • Industry Leadership SaaS provider of the year Top 100 private companies Leading research published in HBR Key patents in web communications & analytics
    3. 3. ™ ™ ™
    4. 4. Summer 2011 Inside Sales Market
    5. 5. 0 2 4 6 8 10 12 14 2011 2012 2013 2020 Millions Outside Sales Inside Sales 1.3% 3.9% BLS.gov & 2013 Market Size Study
    6. 6. 2.00 2.25 2.50 2.75 3.00 3.25 3.50 3.75 2008 2009 2010 2011 2012 Millions Outside Sales Inside Sales Original 2009 Market Size Study 0.5% 7.5%
    7. 7. 19.8% 19.1% 18.8% 18.9% 20.4% 20.5% 21.0% 21.1% 59.8% 60.4% 60.2% 60.0% 0% 10% 20% 30% 40% 50% 60% 70% 2011 2012 2013 2014 Outside Inside Retail
    8. 8. 0 100 200 300 400 Thousands Inside Sales Employees Outside Sales Employees Inside Sales same as Outside Sales Inside Sales larger than Outside Sales
    9. 9. 49.3% 48.2% 47.3% 50.7% 51.8% 52.7% 45% 47% 49% 51% 53% 55% 2011 2012 2013 Outside Sales Reps Inside Sales Reps
    10. 10. 0.0 0.5 1.0 1.5 2.0 2.5 3.0 3.5 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 Non-RetailInsideSales Reps(Millions) 42,400 New Inside Sales Reps Per Year
    11. 11. “We … proved that [inside sales] could win a high close rate at one-third the cost and in one-third the amount of time as the traditional selling model.” Mark Benioff
    12. 12. • 1/3-1/2 Cost & Time • Customer Empowerment • Employee Preference
    13. 13. • Age: 33 • Gender: Male • Ethnicity: Caucasian • Interests: Design, art • Personality: Expressive • Family: One child • Height: 5’ 8” • Weight: 155 lbs
    14. 14. • Who? • What? • When? • Where? • Why? • How?
    15. 15. • 8 Dials • 6 Web visits • 3 Voicemails • 3 Emails • 3 Social Media • 1 Text or Fax • 24 Total
    16. 16. Questions?

    ×