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The High Velocity Sales Model
SALES IN THE CLOUD
THANKS
FOR JOINING US LIVE!
HOW THIS WILL WORK
• This webinar will last about an hour
• Type in your questions in the Q&A box as you think of them
• W...
Gabe Larsen
Director of Momentum
President, AA-ISP Utah Chapter
glarsen@insidesales.com
Linkedin.com/in/glarsen
@GabeLarsen
Ve • lo • ci • ty
noun
DEFINITION
1. Rapidity of motion or operation; swiftness; speed
2. The time rate of change
3. The r...
DEMAND GENERATION
The Role of
Demand Gen
25%-45%
Of pipeline should
be sourced
High Growth
Companies
60%
Of leads from
demand generation
Sir...
Sales
Marketing
$
SalesMarketing
SalesMarketing
1)Website
2)Blog
3)Email DB
4)Video strategy
1)Campaigns
SALES OPERATIONS
Structure
HENRY FORD
Specialist vs
Generalist
7pt
Higher close rate
InsideSales.com
Demand
Generation
Inbound
Inquiry
Outbound
MM & Geo
List
Purchasing
Operations
Sales
Engineer
Sales
Engineer
Self-Sourcing...
Demand
Generation
Inbound
Inquiry
Outbound
MM & Geo
List
Purchasing
Operations
Sales
Engineer
Sales
Engineer
Self-Sourcing...
THE PATH TO SPECIALIZATION
Generalist
Account MgmtSales
CloserLead Gen
Out In Geo
SuccessGrowth
1
2 2
3 3
455
6 6
SALES OPERATIONS
Process
I’VE NEVER MAPPED OUT MY
SALES PROCESS BEGINNING TO
END
Says Everybody
Sales Process
25%
Of companies have no
documented or
adopted sales process
CSO Insights
Current State Sales Process
Phase One:
Lead/List
Acquisition
Phase Two:
Contacting
Cadence
Phase Three:
Qualification &
Cl...
Referral Request
(duplicates, etc.)
Research
Google
Sales Navigator
SFDC Notes/History
First Dial
+ VM
+ Email
Contact
YES...
8X
Accounts
Salesforce
Quick notes
check
Attempt
Contact
Contact
YES
Contact
Later
Call back using PowerDialer™
YES
Intere...
KEYS TO MAPPING
YOUR SALES
PROCESS
- Know functional areas
- Map “as is”
- Find strengths and weaknesses
- Create future s...
SALES
Prioritization
Prioritization
68%
Of Reps time is spent
researching
SiriusDecisions
EQUAL TIME SPENT ON GOOD AND BAD PROSPECTS
Best
Prospects
Worst
Prospects
CloseRate Rep Effort
Close Rate
ALIGN EFFORT WITH BEST PROSPECTS
Best
Prospects
Worst
Prospects
CloseRate Rep Effort
Close Rate
PRIORITIZATION
STRATEGY
1. Sales rep opinion
2. Immediacy, time zone, etc.
3. Lead source, industry, etc.
4. Marketing sco...
SALES
Cadence
Phone Calls
1.5
Is the average number
of calls per lead
1st Dial
+ Email
+ VM
2nd Dial
+ Email
+ VM
Day 1 Day 3 Day 5
BAD CADENCE
3rd Dial
+ Email
+ VM
GOOD CADENCE
1st Dial
+ Voicemail
+ Email
2nd Dial 3rd Dial 4th Dial
+ Voicemail
+ Email
5th Dial 6th Dial
+ Voicemail
+ E...
Ve • lo • ci • ty
noun
DEFINITION
1. Demand generation
2. Specialization
3. Process Mapping
4. Prioritization
5. Cadence
TODAYS WEBINAR RECORDING
• Tomorrow we will email you a link to today’s recorded
webinar. Feel free to share it with your ...
QUESTIONS &
ANSWERS
USE THE Q&A BOX NOW.
Gabe Larsen
Director of Momentum
President, AA-ISP Utah Chapter
glarsen@insidesales.com
Linkedin.com/in/glarsen
@GabeLarsen
The High Velocity Inside Sales Model
The High Velocity Inside Sales Model
The High Velocity Inside Sales Model
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The High Velocity Inside Sales Model

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Featuring Gabe Larsen, Director of Momentum at InsideSales.com

Inside sales is growing three times faster than traditional sales. To help you better understand this shifting sales environment, Gabe Larsen will share which trends have forever changed selling and how organizations can adapt to stay ahead.

In this webinar you will learn:

-How sales specialization can help achieve a higher close rate
-The keys needed to map your sales process
-How to create a prioritization strategy that aligns effort with your best prospects

Published in: Sales
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The High Velocity Inside Sales Model

  1. 1. The High Velocity Sales Model SALES IN THE CLOUD
  2. 2. THANKS FOR JOINING US LIVE!
  3. 3. HOW THIS WILL WORK • This webinar will last about an hour • Type in your questions in the Q&A box as you think of them • Write down some action items • This is being recorded… I’ll tell you how to access the recording at the end
  4. 4. Gabe Larsen Director of Momentum President, AA-ISP Utah Chapter glarsen@insidesales.com Linkedin.com/in/glarsen @GabeLarsen
  5. 5. Ve • lo • ci • ty noun DEFINITION 1. Rapidity of motion or operation; swiftness; speed 2. The time rate of change 3. The rate of speed with which something happens; rapidity of action or reaction
  6. 6. DEMAND GENERATION
  7. 7. The Role of Demand Gen 25%-45% Of pipeline should be sourced High Growth Companies 60% Of leads from demand generation SiriusDecisions Business2Community
  8. 8. Sales Marketing
  9. 9. $ SalesMarketing
  10. 10. SalesMarketing 1)Website 2)Blog 3)Email DB 4)Video strategy 1)Campaigns
  11. 11. SALES OPERATIONS Structure
  12. 12. HENRY FORD
  13. 13. Specialist vs Generalist 7pt Higher close rate InsideSales.com
  14. 14. Demand Generation Inbound Inquiry Outbound MM & Geo List Purchasing Operations Sales Engineer Sales Engineer Self-Sourcing Inside Sales MM & Geo Channel Mgr Social Selling Channel Event Inside Sales ENT & Geo Field Sales Client Success MM & Geo Client Success ENT & Geo Client Success Field Outbound ENT & Geo Outbound Field & Geo Sales Engineer Sales Engineer Implementation MM & Geo Implementation ENT & Geo Implementation Field Product Support Expander Expander Expander Expander Inbound Response Demand Gen SDR Sales Client Success
  15. 15. Demand Generation Inbound Inquiry Outbound MM & Geo List Purchasing Operations Sales Engineer Sales Engineer Self-Sourcing Inside Sales MM & Geo Channel Mgr Social Selling Channel Event Inside Sales ENT & Geo Field Sales Client Success MM & Geo Client Success ENT & Geo Client Success Field Outbound ENT & Geo Outbound Field & Geo Sales Engineer Sales Engineer Implementation MM & Geo Implementation ENT & Geo Implementation Field Product Support Expander Expander Expander Expander Demand Gen SDR Sales Client Success Inbound Response
  16. 16. THE PATH TO SPECIALIZATION Generalist Account MgmtSales CloserLead Gen Out In Geo SuccessGrowth 1 2 2 3 3 455 6 6
  17. 17. SALES OPERATIONS Process
  18. 18. I’VE NEVER MAPPED OUT MY SALES PROCESS BEGINNING TO END Says Everybody
  19. 19. Sales Process 25% Of companies have no documented or adopted sales process CSO Insights
  20. 20. Current State Sales Process Phase One: Lead/List Acquisition Phase Two: Contacting Cadence Phase Three: Qualification & Close
  21. 21. Referral Request (duplicates, etc.) Research Google Sales Navigator SFDC Notes/History First Dial + VM + Email Contact YES Contact Later Make notes in Notebook/ Tasks/Calendar to follow up YES Interest NO Interest Contact NO Account Status VM (Email) Attempt Again Done Needs Assessment/Qualification More time Needed Done Save notes in SF Assign to appropriate group Presentation Notes into SFDC Contacts Review folllow-ups Additional research Plan out future contact periods Task Mgt Time Close Data Research Data Cleanup Second Dial Varied Lead Sources VM / Email Notes in SFDC / Follow—up forms Contact YES Contact NO Check calendar / Thumb through follow-up forms 10-15 min 10-20 min Task Mgt Time Metrics Inefficiently Tracked 2-3x Persistency: attempted contacts Calls/Day Lack of Immediacy First touch: Email 40 Calls/Day
  22. 22. 8X Accounts Salesforce Quick notes check Attempt Contact Contact YES Contact Later Call back using PowerDialer™ YES Interest NO Interest Contact NO Account Status VM (Email) Done Needs Assessment/Qualification More time Needed Done Save notes in SF Assign to appropriate group Create Opportunity Presentation +20% Persistency: attempted contacts Contact Rate 60+ Calls/Day Real-timeanalysis,Prioritized Lists PowerDialer™ LocalPresence™ Engagement Tracking: Vision™ Gamification +20 NeuralView™ +4.5 3 mins Research Time Call back using PowerDialer™ PowerDialer™
  23. 23. KEYS TO MAPPING YOUR SALES PROCESS - Know functional areas - Map “as is” - Find strengths and weaknesses - Create future state - Have governance structure
  24. 24. SALES Prioritization
  25. 25. Prioritization 68% Of Reps time is spent researching SiriusDecisions
  26. 26. EQUAL TIME SPENT ON GOOD AND BAD PROSPECTS Best Prospects Worst Prospects CloseRate Rep Effort Close Rate
  27. 27. ALIGN EFFORT WITH BEST PROSPECTS Best Prospects Worst Prospects CloseRate Rep Effort Close Rate
  28. 28. PRIORITIZATION STRATEGY 1. Sales rep opinion 2. Immediacy, time zone, etc. 3. Lead source, industry, etc. 4. Marketing score 5. Predictive score with prescriptive system to act on score
  29. 29. SALES Cadence
  30. 30. Phone Calls 1.5 Is the average number of calls per lead
  31. 31. 1st Dial + Email + VM 2nd Dial + Email + VM Day 1 Day 3 Day 5 BAD CADENCE 3rd Dial + Email + VM
  32. 32. GOOD CADENCE 1st Dial + Voicemail + Email 2nd Dial 3rd Dial 4th Dial + Voicemail + Email 5th Dial 6th Dial + Voicemail + Email 7th Dial 8th Dial + Voicemail + Email Day 1 Day 2 Day 10Day 4 Day 6 Day 8
  33. 33. Ve • lo • ci • ty noun DEFINITION 1. Demand generation 2. Specialization 3. Process Mapping 4. Prioritization 5. Cadence
  34. 34. TODAYS WEBINAR RECORDING • Tomorrow we will email you a link to today’s recorded webinar. Feel free to share it with your colleagues. • Take advantage of the resources available for download
  35. 35. QUESTIONS & ANSWERS USE THE Q&A BOX NOW.
  36. 36. Gabe Larsen Director of Momentum President, AA-ISP Utah Chapter glarsen@insidesales.com Linkedin.com/in/glarsen @GabeLarsen

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