12-13 InsideSales Introduction
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Transcript of 12-13 InsideSales Introduction
Accelerated Sales Performance
• Sales Operation Discussion • Corporate Review • IS Solution Pillars
• Communication Platform • Gamification • Predictive • Data Visualization
• Q&A – Next Actions
• #1 Sales Acceleration Platform
• #2 Paid AppExchange Application
• Inside & Outside Sales Solution
• Enterprise Proven
• PCI & HIPA Compliant
• #75 on Tech 200 Fastest Growing
• HQ: Silicon Slopes, UT
• Lack of Production Activity
• Lack of Connects
• Lack of Conversions
• Lack of Timely Contact
• Lack of Objective Closed Loop Data
• 5-10X Production Improvement
• 30-60% RPC Improvement
• 25-40% TQO Improvement
• 15-25% Conversion Improvement
• Complete Data and Audio Capture
communication gamification prediction data visualization
voice | email | sms | fax
• Local Presence
• Leave Voice Message
• Local Presence
• Leave Voice Message
• Native Salesforce Reporting
• Local Presence
• Leave Voice Message
• Native Salesforce Reporting
• Dynamic SEEK Lists 8 AM 9 AM 10 AM
Typical Approach
11 AM 12 PM
• Local Presence
• Leave Voice Message
• Native Salesforce Reporting
• Dynamic SEEK Lists 8 AM 9 AM 10 AM
Dynamic Seek Lists
11 AM 12 PM
• VP Marketing
• 10am-11am local time
• East coast
• Latest trade show
• Dialed less than 6 times
• Last dial at least 3 days ago
Dynamic Seek Lists
• Local Presence
• Leave Voice Message
• Native Salesforce Reporting
• Dynamic SEEK Lists
• Immediate Response
100x more likely to contact
21x more likely to qualify
• Additional Inbound Fields • How Many Calls were Missed? • Which Inbound Numbers Perform the
best? • What is my Service Level? • How many people called into LP #’s?
• Required Intro Message on ACDs
• Flexible recording options
• Management call monitoring
• Complete auditability
points| leaderboards | badges
• Points
• Leaderboards
• Badges
• Throwdowns
• Notifications
notify| sort| score
Excellent Likelihood
Average Likelihood
Poor Likelihood
• Neural Score • Likelihood to Qualify & Close
Typical List
• Neural Score • Likelihood to Qualify & Close
• Neural Sort • Likelihood to Contact
Typical List = High Contactability
• Neural Score • Likelihood to Qualify & Close
• Neural Sort • Likelihood to Contact
Neural Sort = High Contactability
• Neural Score • Likelihood to Qualify & Close
• Neural Sort • Likelihood to Contact
• Neural Score
• Neural Sort
• Neural Notifications
Variant #2 – Tell it to me nice Careful, John Smith has almost passed you in the King Kontactor challenge.
Variant #3 – Tell it to me colorfully "Stay on target!" – John Smith is close to passing you in the King Kontactor challenge. Keep working, and stay on top!
Variant #1 – Tell it to me straight John Smith is one contact away from passing you in the King Kontactor challenge.
Variant #4 – Punch me in the face! "Perhaps you are not as powerful as we thought . . ." – John Smith is about to pass you in the King Contactor challenge. Time to focus and stay ahead.
display| engage| predict
immersive data experience
Sales Operation Center
communication gamification prediction data visualization
“The Key” -Charlie Fenning
“62% incease in contacts, 18% increase in Sales”
- Jack Baldwin
“Increased Productivity 10 Fold”
- Chris Jensen
“Major Revenue Increase” - Mike Hansen
“The Key” – Charlie Fenning
“62% increase in contacts, 18% increase in Sales” – Jack Baldwin
“Incresed Productivity 10 Fold” – Chris Jensen
“Major Revenue Increase” – Mike Hansen
“The Key” -Charlie Fenning
“62% incease in contacts, 18% increase in Sales”
- Jack Baldwin
“Increased Productivity 10 Fold”
- Chris Jensen
“Major Revenue Increase” - Mike Hansen