Dave Elkington, CEO & Founder

APPLYING PREDICTIVE SCIENCES TO SALES

INSIDESALES.COM - ABOUT US

40KUsers

3KCustomers

2011 2012 2013 2014

100% Revenue

Growth (4yrs)

x

2x

2x

2x

100Top

#5Job Creation

25Patents

Employees

675

+

Private

Companies

LEADERSHIP TEAM

Brent

Peters

Jim

Steele

Lindsey

Armstrong

David

Rudnitsky

Ken

Krogue

Mick

Hollison

INTERNET DISRUPTION

Key Disruptions• Commerce

• Communication

• Collaboration

SALES REVOLUTION

Inside Sales• Data Driven

• Process Driven

• Analysis Driven

RISE OF DATA

Data Types• Observed Data

• Stated Data

• Derived Data

SALES PROBLEM

Survival Instinct• Pipeline Reports

• Activity Reports

WHAT IS PREDICTIVE

SCIENCE

Statistical

Modeling

Descriptive

Statistics Machine

Learning

DESCRIPTIVE STATISTICS

Batting AvgH/AB=AVG

STATISTICAL MODELING

Batting Avg

Given…E(H|V,PH,PT) =

MACHINE LEARNING

Winning Given…

APPLYING MACHINE

LEARNING

APPLYING MACHINE LEARNING

4 Steps1. Ask Right Questions

2. Capture Data

3. Standardize Data

4. Perform Analysis

APPLYING MACHINE

LEARNING TO SALES

ASK THE RIGHT QUESTIONS

Sales Given …1. Buyer & Seller Profile

2. Activity Performance

3. Situational Relevance

4. Sales Performance

CAPTURE DATA

Technologies1. Marketing Automation

2. Lead Management

3. Sales Activity Automation

4. Customer Relationship

STANDARDIZE DATA

Categories1. People & Co. Data

2. Process Data

3. Interaction Data

4. Contextual Data

Compute1. Excel / Tableau

2. R / Stata

3. MLlib / Mahout

4. Neuralytics

ANALYZE DATA

INSIDESALES.COM PLATFORM

People Prospects Performance

NEURALYTICS™

INSIDESALES.COM PLATFORM

+57%

Increased

Close Rate

Neural

Prioritization

Activity

+ 38%Neural

Motivation

+42%Quota Attainment

Neural

Hiring + 24%Conversations

Neural

Sort

NEURALYTICS REAL-TIME LEARNING

+30%Contact Rate

+19%Deal Size

+24%Revenue

+88%Dials

+86%Proposals

+32%Deals Closed