Dave Elkington is the CEO and founder of InsideSales.com, a predictive sales technology company that has experienced strong revenue growth over 4 years. The company applies machine learning and predictive analytics to sales data to help salespeople identify the most qualified leads, prioritize activities, and improve performance metrics like close rates, deal size, and revenue. InsideSales.com's platform collects and standardizes different types of sales data which is then analyzed using machine learning techniques to provide real-time recommendations and insights to sales teams. Customers have experienced significant improvements across various key performance indicators through the use of InsideSales.com's Neuralytics technology.
The world of sales changed with the internet.
Sales is changing, disruption because of the internet, Retails to marketing to sales. Brings data into play with each case.
Two kinds of data >> old school data is observed data. An example would be a pipeline.
Internet Disruption
Sales Revolution
Problem
----- Meeting Notes (4/20/15 12:47) -----
Ecommerce
Communication
Speed
The world of sales changed with the internet.
Sales is changing, disruption because of the internet, Retails to marketing to sales. Brings data into play with each case.
Two kinds of data >> old school data is observed data. An example would be a pipeline.
Internet Disruption
Sales Revolution
Problem
ASK EDDIE ABOUT SLC OFFICE >> ANY PICUTURES?
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We are still treating data the same way we did for the last 30 years, which is activity and pipeline data. We aren't actually using the data. We are using technology to help us sell, but we aren't using the data.
Revolution in sales, born out of disruption of the internet.
Two kinds of data >> old school data is observed data. An example would be a pipeline.
The problem: We've evolved in our activity, but not our data analysis. The new way uses predictive science. By evolving, we can't process enough data. Use some kind of brain image. There is a stat about how much you can actually process.
The world of sales changed with the internet.
Sales is changing, disruption because of the internet, Retails to marketing to sales. Brings data into play with each case.
Two kinds of data >> old school data is observed data. An example would be a pipeline.
Internet Disruption
Sales Revolution
Problem
ASK EDDIE ABOUT SLC OFFICE >> ANY PICUTURES?
Handedness of the Pitcher, Speed of the pitch, type of the pitch, and
AKAS: Batter | Pitcher | Batting Average
How do I generate Sales given …
Screenshot of Renaissance
----- Meeting Notes (4/20/15 11:11) -----
How do they do it in helicopter, some of the technologies.
How do they analyze the data. Show stata, R, video of R processing
What does this look like on a sales floor?
Predictively find the right sellers. Survey the people. This is what we do.
WE NEED TO END WITH "MACHINE LEARNING IS LEARNING"
Introduce Neuralytics
Three levers to pull
Sales experience optimization
Customer Experience Optimization
Neural Hiring = Only 58% of Reps are hitting Quota
Neural Motivation = Immediate 38% bump when turning on PowerStandings
NeuralSort = Using things like weather, previous interaction history, holidays, time of day etc we can increase contact rates by 24%
NeuralPrioritization = Your best prospects close at over 10x the rate of your worst leads. By prioritizing your effort in the right place you can see close rates increase by up to 57%
Neural Loop
The system continues to learn
We are getting smarter, better.
Predictive Systems to find the right people you can increase pipeline = 50% increase in attainment
Gamificaiton = 37%
InsideSales logo
Videos
Introduce Neuralytics
Three levers to pull
Sales experience optimization
Customer Experience Optimization
AKAS: Batter | Pitcher | Batting Average
The right questions:
What is the right profile?
PICTURE FOR ASKING THE RIGHT QUESTIONS
Screenshot of Renaissance
----- Meeting Notes (4/20/15 11:11) -----
How do they do it in helicopter, some of the technologies.
How do they analyze the data. Show stata, R, video of R processing
What does this look like on a sales floor?
Predictively find the right sellers. Survey the people. This is what we do.
WE NEED TO END WITH "MACHINE LEARNING IS LEARNING"
The world of sales changed with the internet.
Sales is changing, disruption because of the internet, Retails to marketing to sales. Brings data into play with each case.
Two kinds of data >> old school data is observed data. An example would be a pipeline.
Internet Disruption
Sales Revolution
Problem
ASK EDDIE ABOUT SLC OFFICE >> ANY PICUTURES?