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The Inside Sales Revolution - Ken Krogue
 

The Inside Sales Revolution - Ken Krogue

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Presentation given at the High Velocity Sales Tour. For more information, please visit: http://www.insidesales.com ...

Presentation given at the High Velocity Sales Tour. For more information, please visit: http://www.insidesales.com

Ken Krogue - President & Founder at InsideSales.com
http://www.linkedin.com/in/kenkrogue

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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  • An effectiveness index was calculated which was 2 * (% that ranked it highly effective) + (% that ranked it somewhat effective) – (% that ranked it not very effective) – (2 * % that ranked it ineffective). Results were then ranked according to this metric. The y-axis shows the percentile between 0 and 1 of that rank. Adoption rate (the x-axis) simply shows the percentage of respondents who said they use that tactic.

The Inside Sales Revolution - Ken Krogue The Inside Sales Revolution - Ken Krogue Presentation Transcript

  • Ken Krogue President / Founder High Velocity Road Tour 2013
  • www.InsideSales.com/Insider www.KenKrogue.com Top ranked blog globally on „Inside Sales‟ Ken Krogue President and Founder
  • #salessummit
  • Ironman is a registered trademark of Marvel Studios & Paramount Pictures Man+Machine
  • Man+Machine Ironman is a registered trademark of Marvel Studios & Paramount Pictures
  • SalesTeamModels
  • Last 3 years Inside Sales Market
  • We … proved that [inside sales] could win a high close rate at one-third the cost and in one-third the time as the traditional selling model. Mark Benioff – Behind the Cloud “ ”
  • • More Efficient • Buyer Preference • Employee Lifestyle
  • 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
  • 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%
  • 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
  • 0 100 200 300 400 Thousands Inside Sales Employees Outside Sales Employees Inside Sales same as Outside Sales Inside Sales larger than Outside Sales
  • 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
  • Trish Bertuzzi President & Chief Strategist The Bridge Group 54% increase in demand for lead gen reps 20% more rookies in 2013 Biggest issues: 1- Leads 2- Hiring 3- Reaching busy decision makers
  • MarketingProfs July23,2013
  • Company Website Email Tradeshows Inside Sales LinkedIn Facebook Direct Mail Print Advertising Sponsorships / Associations Search Marketing Webinars Twitter Blogs Public Relations Telemarketing Online Display Ads Online Video Executive Events Google+ Rich Media Radio TV Advertising Outdoor Media Pinterest Other Web 2.0 Tools Virtual, On-Demand Events 0.0 0.5 1.0 0% 50% 100% Effectiveness Usage Underused Little Used Overused Established Value EffectiveLeadModels
  • Conversion Rates 100.0% 46.9% 24.9% 15.9% 3.9% New . Attempting Contact Contacted / Appt Set Qualified Closed
  • Conversion Rates by Source New . Attempting Contact Contacted / Appt Set Qualified Closed 100.0% 76.4% 10.2% 2.3% 0.2% Lists 100.0% 50.3% 40.7% 38.1% 7.3% Referrals 100.0% 51.5% 23.1% 18.7% 1.8% Search / Web 100.0% 38.4% 10.8% 3.3% 0.6% Tradeshow 100.0% 40.6% 34.0% 16.8% 0.4% Paid Leads 100.0% 22.7% 21.9% 16.1% 0.5% Inbound Leads New . Attempting Contact Contacted / Appt Set Qualified Closed
  • • 8 Dials • 6 Web visits • 3 Voicemails • 3 Emails • 3 Social Media • 1 Text Reminder • 24 Total
  • Companies Avg Response Time by Phone Percent Responded by Phone or Email Avg Response Attempts Avg 39:22 ResponseAuditTM Event
  • Companies Avg Response Time by Phone Percent Responded by Phone or Email Avg Response Attempts Avg 1.51 ResponseAuditTM Event
  • ResponseAuditTM
  • • Only 27% of leads get contacted … ever! • Only 52.5% of leads get attempted … ever! • Sales reps give up after 1.51 attempts … What is possible? • 92% of leads contacted for 2.5 years • 3.4X more results from the same spend
  • Photo: sleightsofmind.com
  • 5+ response attempts  24% 0 attempts  42% --------------------------------------------------- • 34% think 5+ attempts  10% do • 11% think 1 attempt  24% do
  • Questions?