The High Velocity Inside Sales Model
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Transcript of The High Velocity Inside Sales Model
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The High Velocity Sales ModelSALES IN THE CLOUD
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THANKSFOR JOINING US LIVE!
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HOW THIS WILL WORK• This webinar will last about an hour• Type in your questions in the Q&A box as you think
of them• Write down some action items• This is being recorded… I’ll tell you how to access
the recording at the end
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Gabe LarsenDirector of MomentumPresident, AA-ISP Utah [email protected]/in/glarsen@GabeLarsen
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Ve • lo • ci • tynoun
DEFINITION 1. Rapidity of motion or operation; swiftness; speed2. The time rate of change 3. The rate of speed with which something happens;
rapidity of action or reaction
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DEMAND GENERATION
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The Role of Demand Gen
25%-45%
Of pipeline should be sourced
High Growth Companies
60%Of leads from
demand generation SiriusDecisions Business2Community
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SalesMarketing
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$SalesMarketing
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SalesMarketing1)Website
2)Blog 3)Email DB4)Video strategy
1)Campaigns
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SALES OPERATIONS
Structure
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HENRY FORD
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Specialist vs Generalist
7ptHigher close
rate InsideSales.com
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Demand Generation
Inbound Inquiry
OutboundMM & Geo
List Purchasing Operations
Sales Engineer
Sales Engineer
Self-Sourcing
Inside Sales MM & Geo
Channel Mgr
Social Selling
Channel
Event
Inside Sales ENT & Geo
Field Sales
Client SuccessMM & Geo
Client Success ENT & Geo
Client Success Field
OutboundENT & Geo
OutboundField & Geo
Sales Engineer
Sales Engineer
ImplementationMM & Geo
ImplementationENT & Geo
ImplementationField
Product Support
Expander
Expander
Expander
Expander
Inbound Response
Demand Gen
SDR Sales Client Success
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Demand Generation
Inbound Inquiry
OutboundMM & Geo
List Purchasing Operations
Sales Engineer
Sales Engineer
Self-Sourcing
Inside Sales MM & Geo
Channel Mgr
Social Selling
Channel
Event
Inside Sales ENT & Geo
Field Sales
Client SuccessMM & Geo
Client Success ENT & Geo
Client Success Field
OutboundENT & Geo
OutboundField & Geo
Sales Engineer
Sales Engineer
ImplementationMM & Geo
ImplementationENT & Geo
ImplementationField
Product Support
Expander
Expander
Expander
Expander
Demand Gen
SDR Sales Client SuccessInbound Response
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THE PATH TO SPECIALIZATIONGeneralist
Account MgmtSales
CloserLead Gen
Out In Geo
SuccessGrowth
1
2 2
3 3
455
6 6
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SALES OPERATIONS
Process
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I’VE NEVER MAPPED OUT MY SALES PROCESS BEGINNING TO
ENDSays Everybody
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Sales Process
25%Of companies have no documented or
adopted sales process CSO Insights
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Current State Sales Process
Phase One: Lead/List
Acquisition
Phase Two: Contacting Cadence
Phase Three:
Qualification & Close
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Referral Request
(duplicates, etc.)
ResearchGoogleSales
NavigatorSFDC
Notes/History
First Dial+ VM
ContactYES
ContactLater
Make notes in Notebook/
Tasks/Calendar to follow up
YESInterest
NOInterest
Contact NO
Account StatusVM
(Email)
AttemptAgain
Done
Needs Assessment/Qualification
More timeNeeded
Done
Save notes in SFAssign to appropriate
group
Presentation
Notes into
SFDC
Contacts
Review folllow-upsAdditional research
Plan out future contact periods
Task Mgt Time
Close
Data Research
Data Cleanup
SecondDial Varied
LeadSources
VM / Email
Notes in SFDC / Follow—up
forms
ContactYES
Contact NO
Check calendar / Thumb through follow-up forms 10-15 min
10-20 min
Task Mgt Time
Metrics Inefficiently
Tracked2-3x
Persistency:attempted contacts
Calls/Day
Lack of Immediacy
First touch: Email
40
Calls/Day
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8X
AccountsSalesforce
Quick notes check
AttemptContact
ContactYES
ContactLater
Call back using PowerDialer™
YESInterest
NOInterest
Contact NO
Account StatusVM
(Email)
Done
Needs Assessment/Qualification
More timeNeeded
Done
Save notes in SFAssign to appropriate
group
Create Opportunity
Presentation
+20%
Persistency:attempted contacts
Contact Rate
60+
Calls/Day
Real
-tim
e an
alys
is,
Prio
ritize
d Li
sts
PowerDialer™
LocalPresence™
Engagement Tracking: Vision™
Gamification
+20
NeuralView™
+4.5
3 mins
Research Time
Call back using PowerDialer™
PowerDialer™
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KEYS TO MAPPING YOUR SALES PROCESS
- Know functional areas- Map “as is”- Find strengths and
weaknesses- Create future state- Have governance structure
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SALES
Prioritization
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Prioritization68%
Of Reps time is spent researching
SiriusDecisions
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EQUAL TIME SPENT ON GOOD AND BAD PROSPECTS
Best Prospects
Worst Prospects
Clos
e Ra
teRep Effort
Close Rate
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ALIGN EFFORT WITH BEST PROSPECTS
Best Prospects
Worst Prospects
Clos
e Ra
teRep Effort
Close Rate
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PRIORITIZATION STRATEGY
1. Sales rep opinion2. Immediacy, time zone, etc.3. Lead source, industry, etc. 4. Marketing score5. Predictive score with prescriptive
system to act on score
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SALES
Cadence
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Phone Calls
1.5Is the average
number of calls per lead
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1st Dial+ Email+ VM
2nd Dial
+ Email+ VM
Day 1 Day 3 Day 5
BAD CADENCE
3rd Dial
+ Email+ VM
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GOOD CADENCE
1st Dial+
Voicemail+ Email
2nd Dial 3rd Dial 4th Dial+
Voicemail+ Email
5th Dial 6th Dial+
Voicemail+ Email
7th Dial 8th Dial+
Voicemail+ Email
Day 1 Day 2 Day 10
Day 4 Day 6 Day 8
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Ve • lo • ci • tynoun
DEFINITION 1. Demand generation 2. Specialization3. Process Mapping4. Prioritization5. Cadence
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TODAYS WEBINAR RECORDING• Tomorrow we will email you a link to today’s
recorded webinar. Feel free to share it with your colleagues.
• Take advantage of the resources available for download
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QUESTIONS & ANSWERS
USE THE Q&A BOX NOW.
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Gabe LarsenDirector of MomentumPresident, AA-ISP Utah [email protected]/in/glarsen@GabeLarsen
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