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
traditi...
• 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 ...
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...
0
100
200
300
400
Thousands
Inside Sales Employees Outside Sales Employees
Inside Sales
same as
Outside
Sales
Inside 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,...
Trish Bertuzzi
President & Chief Strategist
The Bridge Group
54% increase in demand for lead gen reps
20% more rookies in ...
MarketingProfs
July23,2013
Company Website
Email
Tradeshows
Inside Sales
LinkedIn
Facebook
Direct Mail
Print Advertising
Sponsorships / Associations
...
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%
Lis...
• 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
E...
Companies
Avg
Response
Time by
Phone
Percent
Responded
by Phone
or Email
Avg
Response
Attempts
Avg
1.51
ResponseAuditTM
Ev...
ResponseAuditTM
• Only 27% of leads get contacted … ever!
• Only 52.5% of leads get attempted … ever!
• Sales reps give up after 1.51 atte...
Photo: sleightsofmind.com
5+ response attempts  24%
0 attempts  42%
---------------------------------------------------
• 34% think 5+ attempts  ...
Questions?
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
The Inside Sales Revolution - Ken Krogue
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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

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

    1. 1. Ken Krogue President / Founder High Velocity Road Tour 2013
    2. 2. www.InsideSales.com/Insider www.KenKrogue.com Top ranked blog globally on „Inside Sales‟ Ken Krogue President and Founder
    3. 3. #salessummit
    4. 4. Ironman is a registered trademark of Marvel Studios & Paramount Pictures Man+Machine
    5. 5. Man+Machine Ironman is a registered trademark of Marvel Studios & Paramount Pictures
    6. 6. SalesTeamModels
    7. 7. Last 3 years Inside Sales Market
    8. 8. 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 “ ”
    9. 9. • More Efficient • Buyer Preference • Employee Lifestyle
    10. 10. 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
    11. 11. 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%
    12. 12. 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
    13. 13. 0 100 200 300 400 Thousands Inside Sales Employees Outside Sales Employees Inside Sales same as Outside Sales Inside Sales larger than Outside Sales
    14. 14. 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
    15. 15. 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
    16. 16. MarketingProfs July23,2013
    17. 17. 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
    18. 18. Conversion Rates 100.0% 46.9% 24.9% 15.9% 3.9% New . Attempting Contact Contacted / Appt Set Qualified Closed
    19. 19. 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
    20. 20. • 8 Dials • 6 Web visits • 3 Voicemails • 3 Emails • 3 Social Media • 1 Text Reminder • 24 Total
    21. 21. Companies Avg Response Time by Phone Percent Responded by Phone or Email Avg Response Attempts Avg 39:22 ResponseAuditTM Event
    22. 22. Companies Avg Response Time by Phone Percent Responded by Phone or Email Avg Response Attempts Avg 1.51 ResponseAuditTM Event
    23. 23. ResponseAuditTM
    24. 24. • 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
    25. 25. Photo: sleightsofmind.com
    26. 26. 5+ response attempts  24% 0 attempts  42% --------------------------------------------------- • 34% think 5+ attempts  10% do • 11% think 1 attempt  24% do
    27. 27. Questions?
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