1.
How to Build a High-Performing
and Data-Driven Inside Sales Team
at Scale
Aliisa Rosenthal
VP Sales, WalkMe
@aliisarosenthal
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2.
● Brought in to run Inside Sales
team in an Enterprise focused org
● Dramatically improved conversion
rates (150%), ASP (4x), renewal
rates (+10%), and attainment (80%
x 80%)
● Team has grown from 16 to 50
● WalkMe IPO’d in June
● Here’s how I’ve scaled my
playbook
My WalkMe Story
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3.
● Inside Sales = higher velocity,
faster cycles, ability to iterate
● “Innovation hub” for field sales
● Fewer resources, lower cost
● Talent pipeline:
SDR → BDR → Inside Sales →
Field Sales
Why Inside Sales?
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4.
CRM + Forecasting + Call Recording
Step 1: Collect Data
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5.
Step 1: Collect Data
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6.
Step 2: Analyze your funnel
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30%
75% 80% 50%

7.
Step 3: Experiment!
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8.
The Intro Call
50% of our deals were stalling after
intro call.
Why?
Gong: We were doing HOUR long
intro calls. We were DEMOING.
Sometimes we were giving PRICING.
Change:
30 minute “Discovery Call”
Result:
Conversion rates from SQL to closed
won improved from 20% to 30%
“But if I don’t demo in the intro call
they won’t get the value!”
Example: Intro Call Dropoff
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9.
Which Metrics Matter?
➔ ASP
➔ Conversion Rates
➔ Age
➔ Time to Ramp
➔ BoP
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10.
ASP ~$18k
2 AEs had ASP ~$50k
Call Analysis:
● They were giving pricing
LATER in the cycle, and starting
3x higher
● Introduced price floors, strict
criteria for giving pricing
Result:
● Team ASP is now $60k
Example: ASP
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11.
Studied Data:
The higher the ARR and the longer
the term, the more likely to renew
Leaned heavily into 3 year deals:
at logo acquisition and at renewal
Used sales process to
increase renewal rates
by 10%
Example: Renewal Rates
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12.
Step 4: Drive behavior with ICPs
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13.
HACK YOUR CYCLE
Small changes to process have major
impact on revenue
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14.
Onboarding, scaling, leading
➔ Once something works, scale it!
➔ QBRs
➔ Change management
➔ Culture of vulnerability
➔ Stay vigilant on onboarding
(no bad habits)
➔ Promote leaders from within
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15.
1. Use sales tools to gather and analyze data
2. Innovate and experiment
3. Monitor ASP, sales cycle, and conversion rates
4. Invest in and scale what works
In review.
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16.
THANK YOU
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