ROCK STAR SALES ACCELERATION

Sell More. This Quarter.

Dave  Boyce  VP  Product  Strategy    dboyce@InsideSales.com  

SCIENCE HELPS YOU SELL MORE

WHEN YOU FOCUS ON THE SCIENCE OF SALES, YOU ACHIEVE BREAKTHROUGH PERFORMANCE

- Scott Santucci, Principal Analyst, Forrester

Demographic Firmographic

Histographic

Geographic

Psychographic

Neuralytics™

THREE LEVERS ACCELERATE SALES

EURALYTICS

People Prospects Performance

LET’S GET TACTICAL

(HOW DO I SELL MORE THIS QUARTER?)

ACCELERATE SALES LIKE A ROCK STAR

1.  Know your Rights* (Know which levers you can pull immediately to accelerate the funnel)

2.  Fight for your Right** (Put in technology and process for immediate impact)

3.  Get Paid*** (Measure it; collect the check)

Assumed: short sales cycle (can close by EOQ)

*    -­‐The  Clash  **  -­‐Beas@e  Boys  ***  -­‐SmashMouth  

#1 KNOW YOUR RIGHTS

ACempts   X   Conversa@ons  ACempts  

Closes  Conversa@ons  

Deal  Size  X   X  

Volume   Contact  Rate  

Conversion  Rate  

ACV  

45  Days   14  Days   30  Days   60  Days  

EXAMPLE: GENERALIST TEAM, SELLING TO SMB

A<empts   Contact  Rate  

Conversion  Rate   Deal  Size   Revenue  

Current     75  dials  per  desk  per  day   18%   .5%   $2,500   $169  

Benchmark   125   38%   NA   NA  

Target   105   25%   .6%   $2,700   $425  

X   X   X   =  

2.5x!  

#2 FIGHT FOR YOUR RIGHT

Volume   Contact  Rate  

Conversion  Rate  

ACV  

45  Days   14  Days   30  Days   60  Days  

Next  Call™   Local  Presence™   Vision™   NeuralyIcs™  

12  

Web  Lead   Accepts  Lead  

ACempt  Contact  

General  Ques@ons  

Contact  Yes  

Contact  No  

No  Interest  

Reject  

ACempt  again  W

eb  Lead  Que

ue  

Rep  Access  Queue  

First  Come  First  Serve  

SF  -­‐  Lead  

Rep    chooses    lead  

Opens  Record  

Yes  Interest  

Return  to  Que  +  Status  =    Rejected  

 

Convert  

Select    Opportunity  

Name,  new  Deal,  products,  

Assigned  to  (manual),  First  mee@ng  date  

Create  Event   Create  Gmail,  Create,  SF,    

Submit  for  Approval  

Email  to  inside  rep  

Change  Owner  +    

Status  =  Working  

4343Total  Inquires  

2511  Total  MQLs  

20.5  Avg  Dials  Per  Rep  

35%  Contact    Rate  

2.6  Avg  AcIvity  

29%  Correct    Contact  

223  Opps  Per  Person  

18.2  Hours                                

Response            Time  

23%  Opp  Acct  /  Contact  

17%  Won  Rate  

6.2  Avg  Emails  Per  Rep  

*July  

*Q2   *Q2  

*Q2  

*July   *July  

*July  

*Overall  

INBOUND: BEFORE

13  

Web  Lead   Accepts  Lead  

ACempt  Contact  

General  Ques@ons  

Contact  Yes  

Contact  No  

No  Interest  

Reject  

ACempt  again  

Immed

iate  Respo

nse  

SF  -­‐  Lead  Yes  Interest  

Return  to  Que  +  Status  =    Rejected  

 

Convert  

Select    Opportunity  

Name,  new  Deal,  products,  

Assigned  to  (manual),  First  mee@ng  date  

Create  Event   Create  Gmail,  Create,  SF,    

Submit  for  Approval  

Email  to  inside  rep  

Change  Owner  +    

Status  =  Working  

4343Total  

Inquires  

2511  Total  MQLs  

50  Avg  Dials  Per  Rep  

40%  Contact    Rate  

12  Avg  AcIvity  

27%  Correct    Contact  

474  Opps  Per  Person  

Rep  Answers  Phone  

Priori@zed    Leads  

Screen  Pop  

10    Response    Time  

•  PowerDialer  •  PowerStandings  

•  Immediate  Response  •  Inbound  

•  Local  Presence    •  SeekLists  

•  PowerDialer  •  PowerStandings  

•  Local  Presence    •  SeekLists  

•  Vision  •  Recording  

25%  Conversion  

Rate  

17%  Won  Rate  

INBOUND: AFTER

Current  State   Benchmark   Phase  I  Target   Product  

Total  Incremental  Dials  

Total  Incremental  ConversaIons  

Total  Incremental  Opptys  

Total  Incremental  $$  (@  17%  

conversion  rate;  $5,038  ACV)  

1.  Volume    (calls  per  day  per  rep)  

20   160   50  

+20   Powerdialer   +2,800  dials   980   225.5   $193,131  

+10   Powerstandings   +1,400  dials   490   112.25   $96,565  

2.  Contact  Rate    (outreach  à  contact)  

35%   40%   40%  

+2.5%   Immediate  Response   +175   40.25   $34,472  

+2.5%   Local  Presence   +175   40.25   $34,472  

3.  Conversion  Rate    (contact  à  accepted  oppty)  

23%   25%  

+2%   Vision   +56   $47,961  

Total  Incremental  per  month    

$406,601  

Total  Incremental  (annualized)  

$4,879,212  

#3 GET PAID

SUMMARY

1.  Know your rights (where can you improve?)

2.  Fight for your right (buy the software; use it)

3.  Get paid (measure; collect)

EURALYTICS

YOU CAN START ANYWHERE…

Communicate   Elevate   Accelerate  

 Add:    Next  Call  Plus™  Local  Presence™  Web  tracking  Gamifica@on  

Industry-­‐leading  Sales  Communica@ons  Plajorm    Voice  (Next  Call)  Email  tracking  

 Add:    Neuraly@cs™  Next  Call  Premium™  

CUSTOMER SUCCESS

Russ Hearl– VP Worldwide Sales Dev

300% ANNUAL REVENUE INCREASE

Mike McCormick– CMO

67% INCREASE IN PRODUCTIVITY

Scott Leese – VP Sales

12% REVENUE INCREASE

Craig Nichols– Director, Inside Sales

25% INCREASE IN REVENUE

Brad Andrews– Director of Sales

35% INCREASE IN REVENUE

Q&A

•  Use your Q&A Console to ask us questions about todays webinar

•  Download some great resources

Dave Boyce, VP Product Strategy

dboyce@insidesales.com