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Lead Generation Methods 2013     & Market Size Study    Ken Krogue - Founder
InsideSales.com Background                        Founders                          Founded: 2002                         ...
Forbes Contributor & #1 Blog                                             Forbes: forbes.com/sites/kenkrogue               ...
Marquee Clients© InsideSales.com Inc. Copyright © InsideSales.com   Inc. All Rights Reserved
PowerSuite TM                                                          PowerDialer™                                       ...
Recent Research                                                          2013 Distance                   2013 LeadsCon    ...
Market Size Results© InsideSales.com Inc. Copyright © InsideSales.com   Inc. All Rights Reserved
Dr. Oldroyd Study (while at MIT)© InsideSales.com Inc. Copyright © InsideSales.com   Inc. All Rights Reserved   InInclue
Original 2009 Market Size StudyInside Sales Industry Growth                                                       .5%     ...
Total and Projected Sales Reps           18Millions                                                                       ...
Projected # of Inside Sales Reps           18                       13.5 millionMillions                                  ...
Number of Sales Reps           16Millions           14           12           10                                          ...
Inside Sales Rep Count Total2.81 MillionEstimated CurrentInside Sales Reps3.9%Growth rate for 2013(1.3% growth for Outside...
Reps by Selected Industry                        Inside Sales Employees         Outside Sales Employees             400   ...
Sales Team Composition60%                                                       Inside Sales represents55%                ...
Average Headcount Growth      50      45      40                                                  43              43      ...
Sales Employment by States, 2011© InsideSales.com Inc. Copyright © InsideSales.com   Inc. All Rights Reserved
Inside Sales Growth by Region    31%                                                                 37%                  ...
Growth of IS Industries 2012Internet Services / Web Development . . . . . . . . . . . . . .                    93%Software...
Changing of the guard                           Inside Sales vs. Outside SalesCopyright © InsideSales.com Inc. All Rights ...
Total Revenue: IS vs OS             $1,800 Thousands             $1,600             $1,400             $1,200             ...
Quota Attainment: IS vs OS85%84%83%82%81%80%                                                                    Inside79% ...
Sales Team Models© InsideSales.com Inc. Copyright © InsideSales.com   Inc. All Rights Reserved
Common Team Models55%                       Specialists and Semi-Specialists                        are the most commonly ...
Quota by Team Model80%                      Specialists and Semi-Specialists70%                     attain their quota mor...
Most Used Methods of Lead Generation1      Company Web site                                15   Telemarketing2      Email ...
Most Effective Business Awareness1      Company Web site                                15   Telemarketing2      Email    ...
Most Effective Lead Generation1      Company Website                                 15   Public Relations2      Email    ...
Method                          Most UsedWebsite                                                     1Email               ...
Method                          AwarenessWebsite                                                     1Email               ...
Method                          Lead GenWebsite                                                    1Email                 ...
Method                        Most Used      Awareness   Lead Gen   VarianceWebsite                                       ...
Business Awareness High Use                                        280                                         High       ...
Business Awareness Low Use                                        280                                         High        ...
Business Awareness Under-Used                                        280                                         High     ...
Business Awareness Over-Used                                        280                                         High      ...
Lead Generation High Use                                     240                                      High                ...
Lead Generation Low Use                                     240                                      High                 ...
Lead Generation Under-Used                                     240                                      High              ...
Lead Generation Over-Used                                     240                                      High               ...
Tools Used by Inside Sales Reps                    Calendaring                          List/Lead Providers               ...
Tools: Most UsedTools                                                     Using Calendaring Tools                         ...
Tools: Most Used                                                          Plan toTools                                    ...
Tools: Most Used                                                          Dont PlanTools                                  ...
Tools: Highest Quota Attainment                                                                   % ofTools               ...
Tools: Highest Quota Attainment                                                                            Dont           ...
Tools: By Industry 2012                                                          Average Spent on     Average Quota       ...
Inside Sales vs Outside Sales 2011                 Inside Sales                              Outside Sales                ...
Inside Sales vs Outside Sales 2013                Inside Sales                                     Outside Sales          ...
ResponseAuditTM                                                                    Avg                                    ...
ResponseAuditTM                                                                     Avg                                   ...
Average First Call Time by Study            48                                                                            ...
Average # of Attempts by Study                         4                             3.48    Number of Attempts           ...
Top Performers (First Call Under 5 Mins)   1                                     5             9   2                      ...
Come Meet us at our Booth #517                                                 Get 3 New Research Studies                 ...
Join InsideSales.com TomorrowSession: Wring             the Most Value Out of YourLeads and the Metrics Behind ItDate: Wed...
Connect with me!                                          eMail: kk@insidesales.com                                       ...
Questions?
Come Meet us at our Booth #517                                                 Get 3 New Research Studies                 ...
Join InsideSales.com TomorrowSession: Wring             the Most Value Out of YourLeads and the Metrics Behind ItDate: Wed...
Connect with me!                                          eMail: kk@insidesales.com                                       ...
Lead Generation Methods 2013 & Market Size Study: Ken Krogue - Founder
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Lead Generation Methods 2013 & Market Size Study: Ken Krogue - Founder

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A presentation from LeadsCon 2013: Lead Generation Methods 2013 & Market Size Study: Ken Krogue - Founder

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Lead Generation Methods 2013 & Market Size Study: Ken Krogue - Founder

  1. 1. Lead Generation Methods 2013 & Market Size Study Ken Krogue - Founder
  2. 2. InsideSales.com Background Founders Founded: 2002 Market Leader: #1 for B2B Inside Sales Professionals Patents: 3, Pending: 6 Location: Provo, UT Dave Elkington Ken Krogue Annual Growth: 110%+ CEO President Venture Investors: – US Ventures – Hummer Winblad – Josh James© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  3. 3. Forbes Contributor & #1 Blog Forbes: forbes.com/sites/kenkrogue Blog: kenkrogue.com #1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’ Ken Krogue President Please join the conversation! & Founder© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  4. 4. Marquee Clients© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  5. 5. PowerSuite TM PowerDialer™ PowerCall™ PowerText™ PowerSocial™ PowerStandings™ InsideSales.com Inside Sales Automation & Predictive Analytics Platform Neuralytics™© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  6. 6. Recent Research 2013 Distance 2013 LeadsCon Education ResponseAudit ResponseAudit 2013 Top Sales 2013 Inside Sales Challenges Survey Market Size Survey 2012 Dreamforce 2013 Lead Gen ResponseAudit Methodologies© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  7. 7. Market Size Results© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  8. 8. Dr. Oldroyd Study (while at MIT)© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved InInclue
  9. 9. Original 2009 Market Size StudyInside Sales Industry Growth .5% vs 7.5% 15xSource: 2009 infoUSA/MIT StudyCopyright © InsideSales.com Inc. All Rights Reserved
  10. 10. Total and Projected Sales Reps 18Millions Outside Sales 16 Inside Sales 14 12 10 8 1.3% 6 4 vs 2 0 2,700,996 2,806,335 2,915,782 3,389,052 3.9% 2011Source: BLS.gov & 2013 Market Size Study 2012 2013 2020 3xCopyright © InsideSales.com Inc. All Rights Reserved
  11. 11. Projected # of Inside Sales Reps 18 13.5 millionMillions 15,437,000 16 sales reps 14 12 12,047,948 10 10,749,504 Outside Salesmen 8 Inside Salesmen 6 4 2 2,700,996 3,389,052 0 2011 2020 (BLS.gov projected)Source: BLS.gov & 2013 Market Size StudyCopyright © InsideSales.com Inc. All Rights Reserved
  12. 12. Number of Sales Reps 16Millions 14 12 10 More than 20% of sales 8 reps are pure inside sales 6 4 Outside Salesmen 2 Inside Salesmen 20.2% 20.6% 19.7% 0 2011 2012 2013Copyright © InsideSales.com Inc. All Rights Reserved
  13. 13. Inside Sales Rep Count Total2.81 MillionEstimated CurrentInside Sales Reps3.9%Growth rate for 2013(1.3% growth for Outside Sales)2.92 MillionProjected Repsby the end of 2013Copyright © InsideSales.com Inc. All Rights Reserved
  14. 14. Reps by Selected Industry Inside Sales Employees Outside Sales Employees 400 Inside Thousands 300 Sales same as Inside Sales larger 200 Outside than Outside Sales Sales 100 0Source: BLS.gov & 2013 Market Size StudyCopyright © InsideSales.com Inc. All Rights Reserved Source: BLS.gov
  15. 15. Sales Team Composition60% Inside Sales represents55% 49% of sales teams50% Outside Sales Inside Sales45% 49% 48% 45%40% 2011 2012 2013Copyright © InsideSales.com Inc. All Rights Reserved
  16. 16. Average Headcount Growth 50 45 40 43 43 41 35 36 30 31 25 28 Inside 20 Outside 15 26% Growth 10 5 0 2011 2012 2013Copyright © InsideSales.com Inc. All Rights Reserved
  17. 17. Sales Employment by States, 2011© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  18. 18. Inside Sales Growth by Region 31% 37% 52% 50% 30% 33% 21% 29%© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  19. 19. Growth of IS Industries 2012Internet Services / Web Development . . . . . . . . . . . . . . 93%Software Engineering / Programming . . . . . . . . . . . . . . 83%Advertising, Public Relations, and Related Services . . . 42%Transportation, Distribution, and Warehousing . . . . . . . 26%Consulting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20%Telecommunications . . . . . . . . . . . . . . . . . . . . . . . . . . . 19%Manufacturing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16%Media and Publishing . . . . . . . . . . . . . . . . . . . . . . . . . . 11%Other Services (Except Public Administration) . . . . . . . 6%Copyright © InsideSales.com Inc. All Rights Reserved
  20. 20. Changing of the guard Inside Sales vs. Outside SalesCopyright © InsideSales.com Inc. All Rights Reserved
  21. 21. Total Revenue: IS vs OS $1,800 Thousands $1,600 $1,400 $1,200 $1,000 Inside Sales $800 Outside Sales $600 $400 $200 $- 2010 2011 2012 2013 2014Source: 2013 Market Size StudyCopyright © InsideSales.com Inc. All Rights Reserved
  22. 22. Quota Attainment: IS vs OS85%84%83%82%81%80% Inside79% Outside78%77%76%75% 2010 2011 2012 2013 2014Source: 2013 Market Size StudyCopyright © InsideSales.com Inc. All Rights Reserved
  23. 23. Sales Team Models© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  24. 24. Common Team Models55% Specialists and Semi-Specialists are the most commonly used50%45%40% Semi-Generalist Semi-Generalist Semi-Generalist Semi-Specialist Semi-Specialist Semi-Specialist Generalist Generalist Generalist Specialist Specialist Specialist35%30% 2011 2012 2013Copyright © InsideSales.com Inc. All Rights Reserved
  25. 25. Quota by Team Model80% Specialists and Semi-Specialists70% attain their quota more often60%50%40% Semi-Generalist Semi-Generalist Semi-Generalist30% Semi-Specialist Semi-Specialist Semi-Specialist20% Generalist Generalist Generalist Specialist Specialist Specialist10% 0% 2011 2012 2013Copyright © InsideSales.com Inc. All Rights Reserved
  26. 26. Most Used Methods of Lead Generation1 Company Web site 15 Telemarketing2 Email 16 Seminars3 Tradeshows, Conferences 17 Online Display Ads4 LinkedIn 18 Online Video5 Inside Sales 19 Google+6 Facebook 20 Rich media7 Sponsorships 21 Radio8 Search Marketing 22 TV Advertising9 Webinars, Webcasts 23 Virtual, On-Demand Events10 Print Advertising 24 Other Web 2.0 Tools11 Twitter 25 Pinterest12 Direct Mail 26 Outdoor Media13 Blogs 27 Other14 Public RelationsCopyright © InsideSales.com Inc. All Rights Reserved
  27. 27. Most Effective Business Awareness1 Company Web site 15 Telemarketing2 Email 16 Twitter3 Tradeshows, Conferences 17 Online Video4 Inside Sales 18 Online Display Ads5 Linkedin 19 Google+6 Webinars, Webcasts 20 Rich media7 Sponsorships 21 Radio8 Search Marketing 22 TV Advertising9 Facebook 23 Virtual, On-Demand Events10 Blogs 24 Other Web 2.0 Tools11 Direct Mail 25 Pinterest12 Seminars 26 Outdoor Media13 Print Advertising 27 Other14 Public RelationsCopyright © InsideSales.com Inc. All Rights Reserved
  28. 28. Most Effective Lead Generation1 Company Website 15 Public Relations2 Email 16 Twitter3 Tradeshows, Conferences 17 Online Display Ads4 Inside Sales 18 Online Video5 Webinars, Webcasts 19 Google+6 Linkedin 20 Rich media7 Search Marketing 21 Radio8 Sponsorships 22 TV Advertising9 Direct Mail 23 Virtual, On-Demand Events10 Seminars 24 Other Web 2.0 Tools11 Telemarketing 25 Other12 Blogs 26 Pinterest13 Facebook 27 Outdoor Media14 Print AdvertisingCopyright © InsideSales.com Inc. All Rights Reserved
  29. 29. Method Most UsedWebsite 1Email 2Tradeshow 3LinkedIn 4Inside Sales 5Facebook 6Sponsorships 7Search Marketing 8Webinars 9Print 10Twitter 11Direct Mail 12Blogs 13PR 14Telemarketing 15Seminars 16 Copyright © InsideSales.com Inc. All Rights ReservedOnline Display Ads 17
  30. 30. Method AwarenessWebsite 1Email 2Tradeshow 3Inside Sales 4LinkedIn 5Webinars 6Sponsorships 7Search Marketing 8Facebook 9Blogs 10Direct Mail 11Seminars 12Print 13PR 14Telemarketing 15Twitter 16Online Video 17 Copyright © InsideSales.com Inc. All Rights ReservedOnline Display Ads 18
  31. 31. Method Lead GenWebsite 1Email 2Tradeshow 3Inside Sales 4Webinars 5LinkedIn 6Search Marketing 7Sponsorships 8Direct Mail 9Seminars 10Telemarketing 11Blogs 12Facebook 13Print 14PR 15Twitter 16 Copyright © InsideSales.com Inc. All Rights ReservedOnline Display Ads 17
  32. 32. Method Most Used Awareness Lead Gen VarianceWebsite 1 1 1 0Email 2 2 2 0Tradeshow 3 3 3 0LinkedIn 4 5 6 -2Inside Sales 5 4 4 +1Facebook 6 9 13 -7Sponsorships 7 7 8 -1Search Marketing 8 8 7 +1Webinars 9 6 5 +4Print 10 13 14 -4Twitter 11 16 16 -5Direct Mail 12 11 9 +3Blogs 13 10 12 +1PR 14 14 15 -1Telemarketing 15 15 11 +4Seminars 16 12 10 +6 Copyright © InsideSales.com Inc. All Rights ReservedOnline Display Ads 17 18 17 0
  33. 33. Business Awareness High Use 280 High Website Email Tradeshow Business Awareness Inside Sales 140 Low 0 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  34. 34. Business Awareness Low Use 280 High Business Awareness 140 Other Outdoor Media Pinterest Other Web 2.0 Low On-Demand Events 0 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  35. 35. Business Awareness Under-Used 280 High Webinars Search Marketing Business Awareness Sponsorships 140 Seminars Low Public Relations Telemarketing 0 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  36. 36. Business Awareness Over-Used 280 High Business Awareness Linkedin 140 Facebook Direct Mail Low Print Ads 0 Twitter 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  37. 37. Lead Generation High Use 240 High Website Email Tradeshow Lead Generation Inside Sales 120 Low 0 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  38. 38. Lead Generation Low Use 240 High Lead Generation 120 Other Outdoor Media Pinterest Other Web 2.0 Low On-Demand Events TV Advertising 0 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  39. 39. Lead Generation Under-Used 240 High Webinars Search Marketing Lead Generation 120 Seminars Low Telemarketing 0 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  40. 40. Lead Generation Over-Used 240 High Lead Generation 120 Linkedin Facebook Low Print Ads 0 Twitter 0 Low 75 High 150 UseCopyright © InsideSales.com Inc. All Rights Reserved
  41. 41. Tools Used by Inside Sales Reps Calendaring List/Lead Providers Appointment Setting CRM Coaching Social Media Incentives ACDs Dialers DashboardsCopyright © InsideSales.com Inc. All Rights Reserved
  42. 42. Tools: Most UsedTools Using Calendaring Tools 92% CRM 80% Conferencing / Presentation Software 70% Social Media Tools 67% Reporting / Dashboard Tools 66% Compensation / Commission / Incentive Tools 65% List / Lead Providers 57% Training Tools 52% Coaching Tools 45% Appointment Setting Tools 34% ACDs (Automated Call Distributers) 13% Dialers 13% IVRs (Interactive Voice Recognition) 8%© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  43. 43. Tools: Most Used Plan toTools Use Training Tools 25% Coaching Tools 25% Appointment Setting Tools 19% Reporting / Dashboard Tools 19% Social Media Tools 18% Dialers 17% Compensation / Commission / Incentive Tools 16% List / Lead Providers 15% Conferencing / Presentation Software 14% CRM 11% ACDs (Automated Call Distributers) 10% IVRs (Interactive Voice Recognition) 9% Calendaring Tools 4%© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  44. 44. Tools: Most Used Dont PlanTools to Use IVRs (Interactive Voice Recognition) 83% ACDs (Automated Call Distributers) 77% Dialers 70% Appointment Setting Tools 47% Coaching Tools 30% List / Lead Providers 28% Training Tools 23% Compensation / Commission / Incentive Tools 19% Conferencing / Presentation Software 16% Social Media Tools 15% Reporting / Dashboard Tools 15% CRM 9% Calendaring Tools 5%© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  45. 45. Tools: Highest Quota Attainment % ofTools Quota Coaching tools 77% Compensation / Commission / Incentive Tools 76% Training Tools 76% Calendaring Tools 76% Reporting / Dashboard Tools 76% Dialers 76% CRM 75% List / Lead Providers 75% Appointment Setting Tools 75% Social Media Tools 75% Conferencing / Presentation Software (e.g. WebEx, GoToMeeting) 73% IVR - Interactive Voice Recognition 73% ACD - Automated Call Distributer 70%© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  46. 46. Tools: Highest Quota Attainment Dont Plan to Plan to % ofTools Using Use Use Quota Calendaring Tools 92% 4% 5% 76% CRM 80% 11% 9% 75% Conferencing / Presentation Software 70% 14% 16% 73% Social Media Tools 67% 18% 15% 75% Reporting / Dashboard Tools 66% 19% 15% 76% Compensation / Commission / Incentive Tools 65% 16% 19% 76% List / Lead Providers 57% 15% 28% 75% Training Tools Under-Utilized Tools 52% 25% 23% 76% Coaching Tools 45% 25% 30% 77% Appointment Setting Tools 34% 19% 47% 75% ACDs (Automated Call Distributers) 13% 10% 77% 70% Dialers 13% 17% 70% 76% IVRs (Interactive Voice Recognition) 8% 9% 83% 73%© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  47. 47. Tools: By Industry 2012 Average Spent on Average Quota Tools / technology Per IS Rep per IS Rep in 2012 Internet services/web development $7,487 $290,395 Software Engineering/Programming $6,841 $138,385 Manufacturing $12,512 $117,212 Consulting $4,815 $80,443 Telecommunications $21,517 $30,694© InsideSales.com Inc. Copyright © InsideSales.com Inc. All Rights Reserved
  48. 48. Inside Sales vs Outside Sales 2011 Inside Sales Outside Sales Other Other Commute 10% Commute 9% 3% 2% Travel 2% Travel Onsite 12% Remote 6% 45% Remote Onsite 79% 32%Source: 2011 InsideSales.com, 2ND SURVEYCopyright © InsideSales.com Inc. All Rights Reserved
  49. 49. Inside Sales vs Outside Sales 2013 Inside Sales Outside Sales Commuting Meetings Commuting Meetings and Travel and Other and Travel and Other 8% Travel Activities 7% Activities 4% 20% Travel 24% 16% Onsite 6% Onsite Remote Remote 34% 23% 58%Source: 2013 Market Size StudyCopyright © InsideSales.com Inc. All Rights Reserved
  50. 50. ResponseAuditTM Avg % Responded Response Avg by Phone or Time by Response Companies Email Phone Attempts Dreamforce 2009 2,875 39.9% 41:07 1.07 Avg Cloudforce 2010 472 30.7% 40:28 49:49 1.32 LeadsCon East 2010 57 35.1% 56:05 2.00 Dreamforce 2011 3,051 51.4% 57:28 1.20 AA-ISP 2011 159 54.7% 40:24 2.60 AA-ISP 2012 696 64.2% 39:20 2.05 Dreamforce 2012 2,148 55.0% 38:30 1.57 Distance Education 69 73.0% 24:18 3.48 LeadsCon 2013 311 49.8% 17:17 1.63Copyright © InsideSales.com Inc. All Rights Reserved 2007-2012 ResponseAudit Research Studies – InsideSales.com
  51. 51. ResponseAuditTM Avg % Responded Response Avg by Phone or Time by Response Companies Email Phone Attempts Dreamforce 2009 2,875 39.9% 41:07 1.07 Avg Cloudforce 2010 472 30.7% 49:49 1.88 1.32 LeadsCon East 2010 57 35.1% 56:05 2.00 Dreamforce 2011 3,051 51.4% 57:28 1.20 AA-ISP 2011 159 54.7% 40:24 2.60 AA-ISP 2012 696 64.2% 39:20 2.05 Dreamforce 2012 2,148 55.0% 38:30 1.57 Distance Education 69 73.0% 24:18 3.48 LeadsCon 2013 311 49.8% 17:17 1.63Copyright © InsideSales.com Inc. All Rights Reserved 2007-2012 ResponseAudit Research Studies – InsideSales.com
  52. 52. Average First Call Time by Study 48 38:30 36 31:44 27:44 Hours 24:18 24 21:50 17:17 12 0Copyright © InsideSales.com Inc. All Rights Reserved
  53. 53. Average # of Attempts by Study 4 3.48 Number of Attempts 3 2.22 2 1.63 1.48 1.36 1.29 1 0Copyright © InsideSales.com Inc. All Rights Reserved
  54. 54. Top Performers (First Call Under 5 Mins) 1 5 9 2 6 10 3 7 11 4 8 12Copyright © InsideSales.com Inc. All Rights Reserved
  55. 55. Come Meet us at our Booth #517 Get 3 New Research Studies And See Your Response Times!Copyright © InsideSales.com Inc. All Rights Reserved
  56. 56. Join InsideSales.com TomorrowSession: Wring the Most Value Out of YourLeads and the Metrics Behind ItDate: Wednesday, March 20thTime: 3:00PM – 3:45PMRoom: Events Center C-3 David Elkington CEO and Co- founder InsideSales.comCopyright © InsideSales.com Inc. All Rights Reserved
  57. 57. Connect with me! eMail: kk@insidesales.com Forbes: forbes.com/sites/kenkrogue Blog: kenkrogue.com LinkedIn: linkedin.com/in/kenkrogue Twitter: @kenkrogue Ken Krogue President & FounderCopyright © InsideSales.com Inc. All Rights Reserved
  58. 58. Questions?
  59. 59. Come Meet us at our Booth #517 Get 3 New Research Studies And See Your Response Times!Copyright © InsideSales.com Inc. All Rights Reserved
  60. 60. Join InsideSales.com TomorrowSession: Wring the Most Value Out of YourLeads and the Metrics Behind ItDate: Wednesday, March 20thTime: 3:00PM – 3:45PMRoom: Events Center C-3 David Elkington CEO and Co- founder InsideSales.comCopyright © InsideSales.com Inc. All Rights Reserved
  61. 61. Connect with me! eMail: kk@insidesales.com Forbes: forbes.com/sites/kenkrogue Blog: kenkrogue.com LinkedIn: linkedin.com/in/kenkrogue Twitter: @kenkrogue Ken Krogue President & FounderCopyright © InsideSales.com Inc. All Rights Reserved

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