Data Science: Your Secret Weapon to Closing More Deals

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Ever wish your sales reps and executives could predict the future? With predictive analytics, they can come pretty close. Predictive analytics is transforming the nature of politics, consumer credit, fraud detection and healthcare outcomes, but nowhere is the use of analytics potentially more valuable than in sales. Predictive analytics helps you make better informed decisions using existing and historical patterns and behaviors of people.

Learn how predictive analytics:
• Improves the accuracy of your sales forecasting
• Enables you to know how and when to communicate with prospects
• Identifies the best leads and predicts who to call and when to call them
• Pinpoints the opportunities that are most likely to close, fastest to close, or that offer the largest revenue
• Empowers you to consistently hire top sales performers

Published in: Sales, Technology, Education
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Data Science: Your Secret Weapon to Closing More Deals

  1. 1. Mick Hollison, CMO InsidesSales.com mhollison@insidesales.com
  2. 2. • Founded in 2004, HQ in Silicon Slopes, Utah • $100m in Series C financing • 3 years of 100%+ annual revenue growth • Salesforce AppExchange top 5 paid app • Over 1600 b2b customers • 400 employees and a dozen data scientists • 8 patents in sales communications & predictive analytics #DataScience
  3. 3. 0% 10% 20% 30% 40% 50% 60% %ofIndividualSpending vsTotalTechBudget
  4. 4. • Predictive analytics proven quantity for IT, B2C marketing and more • Next big opportunity for applying predictive analytics is B2B sales #DataScience
  5. 5. • Statistics • Modeling • Data mining • Machine learning – Supervised & unsupervised Analyzing current and historical facts to make predictions about the future
  6. 6. • Politics • Sports • Energy exploration • Consumer credit • Fraud detection • Healthcare outcomes • B2B sales & marketing #DataScience
  7. 7. Coming Soon!
  8. 8. NEURALVIEW
  9. 9. Traditional “Predictive” Dialers • Machine initiated • Dial multi-lines • Not for B2B Predictive 2.0 • Rep initiated • Dials best leads at best times • Good for B2B Predictive Analytics • Supervised machine learning
  10. 10. Intelligent Communications • Dialing, Voicemail, SMS, Email • Recording & Monitoring • Native reporting Benefits • Up to 8x call volume • Up to 38% increased contact ratios • Up to 30% revenue increase in as little as 90 days
  11. 11. Advanced Inbound • expansive call paths, including rerouting and recording based on volume or time of day NeuralScore™ • Scores leads based on likelihood to close NeuralSort™ • Enables reps to work most contactable leads first PowerStandings™ basic • Motivates reps with real-time rankings & customizable achievements, badges & challenges #1 communications solution on Salesforce AppExchange
  12. 12. 72% 39% 67% 83% 28% 31% 8% 10% 12%0% 20% 40% 60% 80% 100% Likely to Respond Preferred Contact Method
  13. 13. • Runs server-side on all major email platforms • zero-touch on end point devices • Tracks every interaction • Patented PowerTrackingTM tracks email opens, web links, and file downloads • Supports multi-recipients & forwards • Works on any device • Delivers centralized reporting • Provides enterprise-grade security • Auto-sync with salesforce.com • Scalable to 100s of millions of email interactions
  14. 14. #DataScience
  15. 15. • Predictive analytics for email content delivery • Recommendation engine for preferred language • Self-learning algorithms measure effectiveness of email language Coming Soon!
  16. 16. 0% 20% 40% 60% 80% 100%
  17. 17. Empathy Ability to put yourself in your client’s position Resilience The ability to manage adversity during the sales process Ambition An intense desire to be successful in sales Openness A passion for expanding one’s understanding
  18. 18. • Points • Leaderboards • Badges • Throwdowns • Notifications
  19. 19. Visually stunning. Infinitely engaging. Real-time. Bring your sales data to the forefront by making it visual, meaningful, and actionable. IDX from InsideSales.com generates real-time data visualizations of your sales activity and processes, available on any device, any time. Coming late 2014
  20. 20. • Big data is feeding new, predictive systems that dramatically improve marketing effectiveness and accelerate sales • InsideSales.com is at the forefront of this movement with the industry’s first sales acceleration platform
  21. 21. Mick Hollison CMO, InsideSales.com mhollison@insidesales.com @mickhollison #DataScience

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