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#SalesSummit | @DaveElkington
Sales Acceleration Technology
Sales Acceleration Summit 2014 Keynote
Dave Elkington, CEO and...
#SalesSummit | @DaveElkington
#SalesSummit
@DaveElkington
Twitter Q&A
#SalesSummit | @DaveElkington
2nd Sales Acceleration Virtual Summit
#SalesSummit | @DaveElkington
83 Speakers
#SalesSummit | @DaveElkington
90+ books & publications
#SalesSummit | @DaveElkington
Breaking World Records
10,899 registrants at the largest webinar in history
16,873 registran...
#SalesSummit | @DaveElkington
Sponsors
Platinum
Gold
Silver
#SalesSummit | @DaveElkington
Registrant Stats
• 11,000+ companies registered
• 20,000+ Registrants
• 83% leadership
– 5,4...
#SalesSummit | @DaveElkington
Registrant Company Stats
40% of US workforce (67M employees) represented by the companies in...
#SalesSummit | @DaveElkington
Registrant Companies
#SalesSummit | @DaveElkington
Non US Registrants
Presenters
#SalesSummit | @DaveElkington
Why are we here?
#SalesSummit | @DaveElkington
Sales Disruption
#SalesSummit | @DaveElkington
History of Sales
Pre 1900’s 1900’s 1970’s 1990’s 2000’s 2014
Traveling
Salesman
Invention
of...
#SalesSummit | @DaveElkington
Crossing the Inside Sales Chasm
TheChasm
Innovators Early
Adopters
Early
Majority
Late
Major...
#SalesSummit | @DaveElkington
Inside Sales Grassroots Movement
Founded in 2008
7,500 Members
≈100% CAGR
#SalesSummit | @DaveElkington
US Total Growth of Inside Sales
1.5
1.7
1.9
2.1
2.3
2.5
2.7
2010 2011 2012 2013 2014 2015
No...
#SalesSummit | @DaveElkington
0
2
4
6
8
10
12
14
2010 2011 2012 2013 2014 2015
Outside Sales Inside Sales
Sales Rep Growth...
#SalesSummit | @DaveElkington
Inside Sales vs. Outside Sales
⅓ Cost – ⅓ Time
Customer Empowerment
Employee Preference
Auto...
#SalesSummit | @DaveElkington
Technology Accelerates Inside Sales
#SalesSummit | @DaveElkington
Marketing Automation
CRM
Sales Acceleration Industry
Sales Acceleration
#SalesSummit | @DaveElkington
Sales Acceleration Market
Data Visualization
Employee Success
Sales Automation
Data Manageme...
#SalesSummit | @DaveElkington
Sales Acceleration Market
*InsideSales.com 2014 Sales Acceleration Study;
**Gartner Forecast...
#SalesSummit | @DaveElkington
Total US Sales
Acceleration
Technology
Budget
$2.33 $2.23
$0.0
$0.5
$1.0
$1.5
$2.0
$2.5
Insi...
#SalesSummit | @DaveElkington
Total Cost per
Sales Rep $73.39
$123.87
$0
$20
$40
$60
$80
$100
$120
$140
Inside Sales Outsi...
#SalesSummit | @DaveElkington
Sales Technology Spending
More than 1/3 think they
should be spending more
on technology
Sou...
#SalesSummit | @DaveElkington
Why spend more on sales
acceleration technology?
Bigger Deals
Faster Sales Cycle
Higher Clos...
#SalesSummit | @DaveElkington
Bigger deals
Sales acceleration technology
drives larger deal size
$0
$1,000
$2,000
$3,000
$...
#SalesSummit | @DaveElkington
Faster Deals
Intelligence & Communication
technology drives shorter sales
cycles
$0
$100
$20...
#SalesSummit | @DaveElkington
Highest Close Rates
Communication, Intelligence, Voi
ce, and Data Visualization
technologies...
#SalesSummit | @DaveElkington
Strongest Corporate Success
Sales acceleration technology
drives top-line revenue growth
$0
...
#SalesSummit | @DaveElkington
Improve your Deal Size
The Predictable Revenue Guide To
Tripling Your Sales
Aaron Ross
10:00...
#SalesSummit | @DaveElkington
Improve your Sales Cycle
The Agile Selling Imperative
Jill Konrath
10:30 am
KEYNOTE
Accelera...
#SalesSummit | @DaveElkington
Improve your Close Rate
Sell from Anywhere with the
Salesforce1 Customer Platform
Jim Steele...
#SalesSummit | @DaveElkington
Improve your Corporate Success
How to Achieve 40% Sequential
Quarter-Over-Quarter Growth
Jos...
#SalesSummit | @DaveElkington
Sales Acceleration Summit
#SalesSummit | @DaveElkington
#SalesSummit | @DaveElkington
Sales Acceleration Technology
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Dave Elkington - Sales Acceleration Summit 2014 Keynote

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/dave-elkington

This session is for those looking to generate a large number of high-value leads that put sales people in front of the best prospects when there is often no competition.

In just 15 minutes you’ll learn the single most effective lead generation method I have ever seen, the sales 2.0 and social selling tools that can be used to make it happen, and the best thing sales people can say when they call the leads generated.

Participants receive a free copy of the award-winning sales book SHiFT!, the native PowerPoint slides from the presentation, and access to the recording of a social selling webinar that had over 3,500 registrants.

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No notes for slide
  • Get some cool screen shots
  • Broke record last yearBiggest record this year
  • Steve Young: Hall of Fame QuarterbackJeffrey Gitomer: Challenger Jim SteeleJosh JamesMatt DixonJill RowleyKen KrogueJohn Miller
  • If you’re not first you’re last
  • Broke record last yearBiggest record this year
  • Platinum:Domo Gold:LogMeInMarketo Silver:LinkedInSalesforce PardotAct-OnON24InsightSquaredApttusHoopla
  • -List of locations of where people recorded from = Italy, Canada, USA,Over 25 CountriesCountries registrants are from:CanadaMexicoBrazilSwedenDenmarkUnited KingdomIrelandNetherlandsBelgiumFrance PortugalSpainGermanySwitzerlandSloveniaCroatiaHungaryBulgariaMacedoniaTunisiaNigeriaSouth AfricaIndia​SingaporePhilippinesAustralia
  • Different
  • Caveman tradeTraveling Salesman1900: invention of phone70’s: dialer90’s: Internet (25 year anniversary)Internet & dialer converge2000’s: scattered technologies (explosion)2014: sales accelerationE
  • Inside Sales logo, new chasm graphic
  • Stats, how many members of aa-isp, growth rate of members (graph) , bob & larry pics, get specific year of aa-isp founding3008002000350050007500
  • Cagr (5%)Ben – more historical data (drop at 2015)
  • More CAGR
  • Get more dataWhere to put this slide? Insidesales is synonymous with sales acceleration
  • Inside Sales uses more technology, and technology improves sales
  • Turn funnel Sideways?
  • 5.6M Total Sales Reps | $12.8B Non-CRM Tech Budget$12.8B Current$33.6B Potential
  • 35% feel they should spend more, 59% feel that they spend just right, and 6% feel like they spend too Get graph
  • Stenciled graphics
  • Get graph
  • Jeff GitomerGrand cardone
  • KraigCleeman
  • Inside Sales Track
  • Billy Bean: MoneyBallStan SlapSurprise band
  • Transcript of "Dave Elkington - Sales Acceleration Summit 2014 Keynote"

    1. 1. #SalesSummit | @DaveElkington Sales Acceleration Technology Sales Acceleration Summit 2014 Keynote Dave Elkington, CEO and Founder
    2. 2. #SalesSummit | @DaveElkington #SalesSummit @DaveElkington Twitter Q&A
    3. 3. #SalesSummit | @DaveElkington 2nd Sales Acceleration Virtual Summit
    4. 4. #SalesSummit | @DaveElkington 83 Speakers
    5. 5. #SalesSummit | @DaveElkington 90+ books & publications
    6. 6. #SalesSummit | @DaveElkington Breaking World Records 10,899 registrants at the largest webinar in history 16,873 registrants at last year’s summit 20,000+ registrants at today’s summit 2011 2013 2014
    7. 7. #SalesSummit | @DaveElkington Sponsors Platinum Gold Silver
    8. 8. #SalesSummit | @DaveElkington Registrant Stats • 11,000+ companies registered • 20,000+ Registrants • 83% leadership – 5,400+ C-Level Executives – 2,500+ VPs – 4,000+ Directors – 4,600+ Managers – 3,400+ Staff 27% 13% 20% 23% 17% C-Levels VPs Director Managers Staff
    9. 9. #SalesSummit | @DaveElkington Registrant Company Stats 40% of US workforce (67M employees) represented by the companies in attendance 8,305 6,438 2,781 2,476 Registrant company revenue >$10 $10 $100 $1,000 8,202 7,479 2,053 911 1,355 Registrant company employees >100 100 1,000 5,000 10,000 Millions Employees
    10. 10. #SalesSummit | @DaveElkington Registrant Companies
    11. 11. #SalesSummit | @DaveElkington Non US Registrants Presenters
    12. 12. #SalesSummit | @DaveElkington Why are we here?
    13. 13. #SalesSummit | @DaveElkington Sales Disruption
    14. 14. #SalesSummit | @DaveElkington History of Sales Pre 1900’s 1900’s 1970’s 1990’s 2000’s 2014 Traveling Salesman Invention of Phone Dialer Invention of Internet Sales Acceleration Explosion of Sales Technologies Commodity Trade
    15. 15. #SalesSummit | @DaveElkington Crossing the Inside Sales Chasm TheChasm Innovators Early Adopters Early Majority Late Majority Laggards 2010
    16. 16. #SalesSummit | @DaveElkington Inside Sales Grassroots Movement Founded in 2008 7,500 Members ≈100% CAGR
    17. 17. #SalesSummit | @DaveElkington US Total Growth of Inside Sales 1.5 1.7 1.9 2.1 2.3 2.5 2.7 2010 2011 2012 2013 2014 2015 Non-RetailInsideSales Reps(Millions) 5% CAGR
    18. 18. #SalesSummit | @DaveElkington 0 2 4 6 8 10 12 14 2010 2011 2012 2013 2014 2015 Outside Sales Inside Sales Sales Rep Growth Projections Inside sales is growing 3x faster than outside sales 2% CAGR 5% CAGR Source: BLS.gov & 2013 Market Size Study
    19. 19. #SalesSummit | @DaveElkington Inside Sales vs. Outside Sales ⅓ Cost – ⅓ Time Customer Empowerment Employee Preference Autonomy Productivity
    20. 20. #SalesSummit | @DaveElkington Technology Accelerates Inside Sales
    21. 21. #SalesSummit | @DaveElkington Marketing Automation CRM Sales Acceleration Industry Sales Acceleration
    22. 22. #SalesSummit | @DaveElkington Sales Acceleration Market Data Visualization Employee Success Sales Automation Data Management Predictive Analytics
    23. 23. #SalesSummit | @DaveElkington Sales Acceleration Market *InsideSales.com 2014 Sales Acceleration Study; **Gartner Forecast, Enterprise Software Markets, Worldwide $12.8B Current Spend | $33.6B Potential Market 0% 10% 20% 30% 40% 50% 60% %ofIndividualSpendingvs TotalTechBudget
    24. 24. #SalesSummit | @DaveElkington Total US Sales Acceleration Technology Budget $2.33 $2.23 $0.0 $0.5 $1.0 $1.5 $2.0 $2.5 Inside Sales Outside Sales Thousands 2013 Sales Acceleration Technology Budget / Sales Rep 4% Higher
    25. 25. #SalesSummit | @DaveElkington Total Cost per Sales Rep $73.39 $123.87 $0 $20 $40 $60 $80 $100 $120 $140 Inside Sales Outside Sales Thousands Salaries + Technology Budget per Sales Rep 62% Higher
    26. 26. #SalesSummit | @DaveElkington Sales Technology Spending More than 1/3 think they should be spending more on technology Source: 2014 Sales Acceleration Market Size Study 36% 58% 6% 0% 10% 20% 30% 40% 50% 60% 70% Too Little Just Right Too Much
    27. 27. #SalesSummit | @DaveElkington Why spend more on sales acceleration technology? Bigger Deals Faster Sales Cycle Higher Close Rate Stronger Corporate Success
    28. 28. #SalesSummit | @DaveElkington Bigger deals Sales acceleration technology drives larger deal size $0 $1,000 $2,000 $3,000 $4,000 $5,000 Top Companies Average PerRepAvg. Technology Spend Greater than $100k in annual revenue
    29. 29. #SalesSummit | @DaveElkington Faster Deals Intelligence & Communication technology drives shorter sales cycles $0 $100 $200 $300 $400 $500 $600 Top Companies Average PerRepAvg. Intel and Comms Spend Less than 60-day sales cycle
    30. 30. #SalesSummit | @DaveElkington Highest Close Rates Communication, Intelligence, Voi ce, and Data Visualization technologies drive higher close rates $0 $200 $400 $600 $800 $1,000 $1,200 Top Companies Average PerRepAvg. Comms, Intel, Voice, Data Viz Spend Close ratio greater than 20%
    31. 31. #SalesSummit | @DaveElkington Strongest Corporate Success Sales acceleration technology drives top-line revenue growth $0 $1,000 $2,000 $3,000 $4,000 $5,000 Top Companies Average PerRepAvg. Technology Spend Close ratio greater than 20%
    32. 32. #SalesSummit | @DaveElkington Improve your Deal Size The Predictable Revenue Guide To Tripling Your Sales Aaron Ross 10:00 am INSIDESALES So, the Key to Increased Sales is … a Marketing Tool? Janelle Johnson 10:00 am MARKETING
    33. 33. #SalesSummit | @DaveElkington Improve your Sales Cycle The Agile Selling Imperative Jill Konrath 10:30 am KEYNOTE Accelerating Sales Pipeline to Close Deals Faster with DTM Dustin Grosse 9:45 am SALES Better Forecasting-Shorter Buying Cycles Larry D’Angelo 2:30 pm KEYNOTE Product Announcement: Adivino – See Your Email in a Whole New Way Jared Haleck 10:00 am HOST
    34. 34. #SalesSummit | @DaveElkington Improve your Close Rate Sell from Anywhere with the Salesforce1 Customer Platform Jim Steele 12:00 pm KEYNOTE 5 Secrets to Sales Operations Success Maria Pergolino 10:00 am SALES Will You Marry Me? Jeffrey Gitomer 10:15 am KEYNOTE Sales Values That Raise the Bar and Raise Your Income Grant Cardone 10:15 am KEYNOTE
    35. 35. #SalesSummit | @DaveElkington Improve your Corporate Success How to Achieve 40% Sequential Quarter-Over-Quarter Growth Josh James 12:15 pm KEYNOTE Driving Growth by Taking Control of the Customer Conversation Matt Dixon 9:00 am KEYNOTE Eradicating Global Sales Poverty: 7 Steps to Restoring Greatness Kraig Kleeman 1:30 pm KEYNOTE
    36. 36. #SalesSummit | @DaveElkington Sales Acceleration Summit
    37. 37. #SalesSummit | @DaveElkington
    38. 38. #SalesSummit | @DaveElkington Sales Acceleration Technology
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