Science of sales intelligence

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Inside view of Sales intelligence by InsideView.

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  • Fast forward 20+ years, and I see a lot of similarities. Yesterday’s traders are today’s sales people, who are doing human aggregation and analysis of business information from a large number of disparate sources. It’s the combination of user-generated business data through social media (blogs, twitter) and social networks, tens of thousands of business publications now online, and the open government and open disclosure movement that forces companies and govt entities to publish a lot of their business data]
  • This business data is not just information about executives and their employers, it is also customers and prospective buyers leaving Intention Trails all over the internet
  • [replace this with one of the panelistsMake the visuals more appealing.]The answer is clearly social media. Our customers have left an information trail that sales people need to use to educate themselves on the people and companies they want to do business with. The trail is a combination of news articles, blog posts, twitter streams, facebook profiles, youtube videos and press releases, and real-time LinkedIn changes. Our interests are out there for people to see. Our companies share their strategies, needs and challenges openly on the web like never before. Visual: social media is the answer. Type of info available about people in social media.
  • 2. You have an unprecedented opportunity to have more relevant and intimate customer conversations. Your best sales people have already figured this out, give them tools that make them more efficient. The other sales people are still spraying and praying. Give them tools, and a structure that helps them be more relevant. And for god’s sake stop incenting quantity over quality (“how many dials did you have today”) – how about how many qualified opportunities did you create this week, or how well do you know your prospects’ business – let me inspect.
  • Very quickly bloomberg terminals became a must-have for investment professionals. Knowing how to use a terminal became a job requirement, and traders moving to a new company demanded a bloomberg terminal as a requirement for joining the new firm. Financial professionals had a new intelligence mandate.
  • [sugarcrm screenshot]And by integrated I don’t mean a link that launches your users into some third-party database, or to facebook or twitter where they will spend the next 5 minutes searching for information, or playing mafia wars. I mean integrated in every lead, contact, account, opportunity that they look at. Right in the same screen, so they don’t waste time searching, or even worse
  • Science of sales intelligence

    1. 1. Presented by
    2. 2. “Chance favors the prepared mind.” Louis Pasteur
    3. 3. “Todays crazy-busy prospects tolerateno fools. They wont waste one iota of their precious time with salespeople who lack knowledge of their business. So is preparation important? Only if you want to be successful.”Jill KonrathAuthor of SNAP Selling and Sellingto Big Companies
    4. 4. “The productivity leverage from good call planning and execution can be tremendous. Even more important,using the time customers time more efffectively creates great value. Thecustomers time is precious, great call planning and execution uses their time very well.” David Brock President at Partners In EXCELLENCE
    5. 5. Joanne Black “Salespeople who prepare are salespeople who win. Preparation means gathering sales intelligence about your prospect. More importantly, it means preparing to answer the question: “Why should I work with you.”? Talk metrics and the ROI clients get from your solution. That’s what they care about and that’s why you’ll win the deal.” Joanne Black Referral Sales Training and Keynote Speaker for No More Cold Calling
    6. 6. Sales Intelligence Summary28.4% average year-over-year increase in total company revenue Average of companies who deploy Sales Intelligence4% average year-over-year increase in total company revenue Average of companies who do NOT deploy Sales Intelligence Aberdeem Report
    7. 7. Is all that data helping Sales Today
    8. 8. The ProblemYOUR SALES TEAM IS WASTING TIMERESEARCHING – TIME IS OF THE ESSENCE!
    9. 9. 5.4 phone attempts3.7 email attempts2.7 voicemail attemptsBefore even connecting to a potential client! Credit: Streamlining the Top of the Funnel
    10. 10. Customers are leaving clues online.Find the clues
    11. 11. The SolutionSALES INTELLIGENCE CUTS DOWN THAT TIMERESEARCHING SO SALES REPS CAN SPENDMORE TIME SELLING
    12. 12. “Using InsideView, we have reduced the time for ournew sales reps to be fully productive by 50%. We haveaccelerated our customer acquisition rates and increasedour incremental customer lifetime value by $500K”.”Tina Babbi, Vice President Sales and Service Operations“InsideView significantly accelerates accountresearch with one-stop-shop access to prospectdata and enables more relevant customerengagement with alerts on compelling businessevents.”Michelle Coolican, Business Development Manager“InsideView has helped us greatly improve our saleseffectiveness. In doing so, we have been able to halveour research time, triple our call-to-opportunityration, and generate more than 20% moreopportunities.”Mark Stock, Sr. Director of Sales
    13. 13. Personal Information is everywhere
    14. 14. Sales Intelligence gives youPeople, not Contacts
    15. 15. Screenshot of InsideView
    16. 16. Who your prospect is… What is their direct contact information…Screenshot of InsideView
    17. 17. Screenshot of InsideView
    18. 18. Screenshot of InsideView
    19. 19. Screenshot of InsideView
    20. 20. Screenshot of InsideView
    21. 21. The ProblemYOU’RE THROWING EVERYTHING AGAINSTTHE WALL TO SEE WHAT STICKS
    22. 22. 92% of prospects don’tmake a meeting when cold-called or emailed by a sales rep Study by Kenan-Flager School of Business at the University of North Carolina
    23. 23. What kind ofinformation are sales reps looking for before a call??
    24. 24. 74% Executives/people information
    25. 25. 74% Executives/people information69% Targeted company details, financial, competitors
    26. 26. 74% Executives/people information69% Targeted company details, financial, competitors57% Contextually relevant news
    27. 27. 74% Executives/people information69% Targeted company details, financial, competitors57% Contextually relevant news53% Analyst data on industries, trends or technologies
    28. 28. 74% Executives/people information 69% Targeted company details, financial, competitors57% Contextually relevant news53% Analyst data on industries, trends or technologies44% User-generated content Aberdeem Report
    29. 29. How do you find allof this information?
    30. 30. The SolutionSALES INTELLIGENCE PREPARES YOUR SALESTEAM BY FINDING ALL OF THE ESSENTIAL CONTENTNEEDED TO MAKE AN EFFECTIVE SALES CALL
    31. 31. Empower Your Sales Team With The Right Tools
    32. 32. Sales Intelligence filters all of that DATA
    33. 33. Social Media & NewsPhone: (415) 728-9300
    34. 34. Social Media & News Phone: (415) 728-9300 Company ManagementRevenue: $10 million
    35. 35. Social Media & News Phone: (415) 728-9300 Company Management Revenue: $10 million Number of EmployeesAddress:
    36. 36. Screenshot from InsideView
    37. 37. Company Intelligence – Who, What and Where is the Company? Screenshot from InsideView
    38. 38. The ProblemYOU’RE NOT PREPARED – YOU HAVETOO MUCH DATA
    39. 39. “Data has a very short lifecycle.When looking at address informationonly, we find that the USPS processes43 million permanent change-of-address orders each year.” [source]
    40. 40. DataMyth.com
    41. 41. As a Sales Manager, thisshould keep you up all night
    42. 42. Are you just Grinding Data?
    43. 43. Or using Intelligence?
    44. 44. The Solution Now Bloomberg is aCompanies who use Sales intelligence find moreaccurate and up-to-date information
    45. 45. Data Quality and Age Sales Intelligence Integrated Industry Average Data by Company Class Laggard 45% Highly accurate 40% data with some17% minor gaps 45% 42% OK data but nothing 40% to brag about 10% Reps handle most intelligence collection or 18% no organized 43% data/contacts Aberdeen Report
    46. 46. Data Quality and Age Sales Intelligence Integrated Industry Average Data by Company Class Laggard 45% Highly accurate 40% data with some17% minor gaps 45% 42% OK data but nothing 40% to brag about 10% Reps handle most intelligence collection or 18% no organized 43% data/contacts Aberdeen Report
    47. 47. Data Quality and Age Sales Intelligence Integrated Industry Average Data by Company Class Laggard 45% Highly accurate 40% data with some17% minor gaps 45% 42% OK data but nothing 40% to brag about Compared to the 83% of companies who did not integrateReps handle most sales intelligence 10% and saw OK tocollection or intelligence no 18% organized data no organized 43% data/contacts Aberdeen Report
    48. 48. Organized, Relevant & Integrated
    49. 49. Daily Summary Alert Acquisitions Smart Connections – IdentifyXactly, Inc – Xactly to Acquire Centive entry pointsXactly Corporation today announced it has My Employer Target Companyacquired the Lowell, MA-based company Gerald S. Casilli Also Works at Xactly Corporation Board Member -InsideView (Board Member)Centive to become the software industry’slargest …. Team Previous Employer Target Company Cory Ayres Xactly Corporation Former, Salesforce.com Now Works at Director, Corp SalesSmart Agents – Connection via Greg VolmDelivered viaEmail Smart Records – Close the loop
    50. 50. Check out one of these two videos about Insideview 2 minute video 2 minute demoabout InsideView about the product andSales Intelligence
    51. 51. Want to know more about SalesIntelligence?
    52. 52. Try out InsideView FREECheck out our website! – www.insideview.com

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