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Josh James - Killing it with Data

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InsideSales.com
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Inside Sales Virtual Summit: Access all 62 sessions here: http://www.insidesales.com/summit/register Josh James - CEO of Domo Twitter: https://twitter.com/joshjames Wikipedia: http://en.wikipedia.org/wiki/Josh_James LinkedIn: http://www.linkedin.com/in/iamjoshjames Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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Killing It With Data
Introduction 2 Josh James Domo, Founder and CEO Omniture, Co-Founder and CEO @joshjames
What I’m Talking About Sales Org > Sales Team Sales Management > Quota Best Sales People ≠ Best Numbers 3
Revenue Cures All Problems Sales-driven cultures win 4
First Learned This at Omniture • Killer Sales Organization • Fastest/2nd Fastest for 3 Years • SaaS Pioneer • 2nd Largest SaaS Company • 6,000+ Customers • 100% Retention – 6 years 5
Applying Those Lessons at Domo • More deals • Shorter time • Higher values 6
Our View of Data for Sales 7 Sales Productivity Marketing Data Revenue Finance
Avoiding the Data Trap • Data in isolation is dangerous • Look at Data in context of entire business 8
In Action at Domo We measure everything – every touch – correlation of all data 9
In Action at Domo Not all reps are created equal 10
Avoid the Reporting Trap Hours and hours per month of multiple people pulling together the information Manually entering data; every piece of data you enter is potentially a point of failure 11
One Version of the Truth 12
Thank You @joshjames www.domo.com

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Josh James - Killing it with Data

Editor's Notes

  1. :06 ..Pretty much my whole career
  2. 3:26– – thing I want to talk about today
  3. 6:56 – sales cultures can differentiate you from the majority of your competition
  4. 14.46--- been talking about omniture…
  5. 15.49…the way we’ve applied those lessons…
  6. 17:27..in terms of our view of data and things we track
  7. 21:24..and I think that’s kind of the next slide..avoiding the data trap…
  8. 23:26 – in terms of what we are measuring at Domo…(can then hear the paper shuffle slightly)
  9. 26:19…. I guess I wanted to talk about not all reps are created equal.
  10. 27:22 – one other thing on the reporting trap..I’ll share a big secret with you
  11. 29:36…that’s what Domo fixes….and I’ll shamelessly plug it right now…
  12. 30:59….I’ve used my time