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 Invest...
Click-to-Call™
PowerDialer™
Products
PowerText™
PowerStandings™
InsideSales.com
Sales Enablement Platform
Neuralytics™
Marquee Clients
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
...
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 Depa...
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...
• 5% of Sales (In Process)
• Salesforce platform “sticky-ness”
• Introduce accounts, we’ll close the deal
• We help Salesf...
PowerDialerTM
Dialer
Reporting
Immediate Response
WITHIN 5 MINUTES
100 X higher chance of contacting
21 X higher chance of qualifying
AFTER 5 MINUTES
Con...
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
+
Inside Sales: Selling to the Inside Sales Industry - Dave Orrico
Upcoming SlideShare
Loading in …5
×

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

1,431 views

Published on

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

Published in: Business, Education
  • Be the first to comment

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

  1. 1. Dave Orrico - Selling to the Inside Sales Industry For Salesforce.com Sales Reps
  2. 2. 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
  3. 3. Click-to-Call™ PowerDialer™ Products PowerText™ PowerStandings™ InsideSales.com Sales Enablement Platform Neuralytics™
  4. 4. Marquee Clients
  5. 5. Inside Sales is Professional Sales Done Remotely Definition of Inside Sales
  6. 6. 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
  7. 7. 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
  8. 8. 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)
  9. 9. • 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?
  10. 10. PowerDialerTM
  11. 11. Dialer
  12. 12. Reporting
  13. 13. Immediate Response WITHIN 5 MINUTES 100 X higher chance of contacting 21 X higher chance of qualifying AFTER 5 MINUTES Contact rates drop significantly
  14. 14. Call Attempts AVG 1.5 CALLS Only 27% of leads ever get contacted
  15. 15. Time of Day
  16. 16. Day of Week
  17. 17. LocalPresenceTM 57.8% Increase In Contact Rates
  18. 18. Thank You +

×