Post on 09-May-2015
Inspired Sales Performance
Steven HendrixRegional Sales Director
shendrix@insidesales.com
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Pioneers of Inside Sales – Founded in 2004– $40m+ in venture investment– 250+ employees– 100%+ annual revenue growth– Salesforce.com AppExchange Partner since 2006
Research Based, Data Driven Company– 80 Million Profiles, 2 Billion Contact Attempts, 30 Research Studies, 6 Patents
Inspired Sales Performance– Cutting Edge Science– Sales Acceleration Platform
About Us
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Customer Success
“What did you guys do? Everyone is answering our calls today!”
Steve Dodsworth, Sales Development Manager
Sample Customers:
“We have increased our call volume and connect rates by more than 200%. Our lead gen group is driving more meetings than ever before!”
Chad Burmeister, Director Inside Sales
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Sales Acceleration PlatformCommunications
– Click-to-Call– Pre-recorded voicemail– Call recording & monitoring– Immediate Response – Inbound call routing
Analytics– Detailed call activity & performance data– Integrated within Salesforce.com– Identify & optimize successful call strategies– Improve sales & marketing alignment
Sales Effectiveness– Automatically capture call activities in Salesforce.com– Improve contact rates by 50%+– Automatically prioritizes highest probability leads – Increase performance by 20% with gamification
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One-Click Dialing
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How an InsideSales.com Call Works
Client
PBX
PSTN
IS.com Telephony
Cloud
IS.com Application
Cloud
The Internet
5. IS.com places call to Client
4. Agent answers phone
Agent
3. IS.com places call to Agent
2. IS.com receives request
1. Agent usesClick-to-Call
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Automate Dialing
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Streamline Actions
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Disposition All Calls
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Automated Voicemail
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Immediate Response
Web Form Submitted Posts to Salesforce
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Immediate Response
Triggers inbound call to rep < 5 min
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Immediate Response
Within 5 min100 X higher change of contacting
21 X higher change of qualifying
Market to MarketingShow marketing how you are leveraging their work
Not just for Web leadsTrigger on email opens, lead score attainment, lead age
WHY??
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Local Presence
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Reduce Inbound Wait Times
Most Ready route calls to reps who are most ready to answer
Group Ringroute calls to all reps at once – first to pick up gets the call
Failover Immediatelyignore failover timeout when no agents are available
IS.com
Agent
Client
Agent
Agent
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PowerStandings
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Leaderboards
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Reporting in Salesforce
Reports include:• Completed Activities• Lead Progression per Dial• Optimal Time of Day/Day of Week• Dials to Appointment• Contact Rates by Campaign• Many more…
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Benefits
Drive More Leads Through the Sales Funnel– Increase call volumes 50-100%– Bridge the divide between sales & marketing– Leverage marketing automation– Feed opportunity pipeline in CRM
Improve Results of Inside Sales Teams– Increase contact rates 50%+– More contacts & qualified opportunities– Productivity gain: do more in less time– Predictive 2.0 calling: call the right people at the right time
Institutionalize Best Practices– Understand list and call performance – Identify best practices to systematically improve sales performance– Improve Salesforce.com adoption – Ramp new hires faster
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Next StepsPLAN Business Case
– Identify Executive Sponsor– Define use cases– Identify success criteria– Identify target user group
EXECUTEPilot
– Implementation, configuration, training– Testing with target user group– Verify results
MEASURE ROI
– Increase contact rates– Increase call effectiveness– Availability of detailed and specific call metrics– Other