Inside Sales: Selling to the Inside Sales Industry - Dave Orrico
 

Inside Sales: Selling to the Inside Sales Industry - Dave Orrico

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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 ...

Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2

Dave Orrico - VP of Enterprise Sales at http://www.insidesales.com/
LinkedIn: http://www.linkedin.com/in/daveorrico

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

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Inside Sales: Selling to the Inside Sales Industry - Dave Orrico Inside Sales: Selling to the Inside Sales Industry - Dave Orrico Presentation Transcript

  • Dave Orrico - Selling to the Inside Sales Industry For Salesforce.com Sales Reps
  • Founded: 2004 Customers: 800 Patents: 4, Pending: 9 Employees: 240 Location: Provo, UT Annual Growth: 100%+ Venture Investors: – US Ventures – Hummer Winblad – Josh James Dave Elkington CEO Ken Krogue President Founders InsideSales.com Background
  • Click-to-Call™ PowerDialer™ Products PowerText™ PowerStandings™ InsideSales.com Sales Enablement Platform Neuralytics™ View slide
  • Marquee Clients View slide
  • Inside Sales is Professional Sales Done Remotely Definition of Inside Sales
  • 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 Retail vs. Non-Retail Sales Inside vs. Outside Sales
  • 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 Sales Department Composition Sales Department Composition
  • US Total Growth Of Inside Sales US Total Growth of Inside Sales 0 0.5 1 1.5 2 2.5 3 3.5 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 Non-RetailInsideSalesReps (Millions)
  • • 5% of Sales (In Process) • Salesforce platform “sticky-ness” • Introduce accounts, we’ll close the deal • We help Salesforce grow • In 6 months we have referred 43 clients resulting in 28 sales: a 65.1% close rate • One of our best reps, Michelle Tischner, has sent 8 leads and 6 have closed since the first of the year • 250 employees from 85 a year ago • Most popular dialer on the AppExchange for 5 years Why Partner with InsideSales.com?
  • PowerDialerTM
  • Dialer
  • Reporting
  • Immediate Response WITHIN 5 MINUTES 100 X higher chance of contacting 21 X higher chance of qualifying AFTER 5 MINUTES Contact rates drop significantly
  • Call Attempts AVG 1.5 CALLS Only 27% of leads ever get contacted
  • Time of Day
  • Day of Week
  • LocalPresenceTM 57.8% Increase In Contact Rates
  • Thank You +