Dave Elkington - CEO & Founder of http://www.insidesales.com Linkedin Profile: http://www.linkedin.com/in/davidelkington Twitter: https://twitter.com/DaveElkington InsideSales.com is a cloud-based sales automation, lead management, and predictive analytics software for inside sales professionals. Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

1. Dave Elkington
CEO / Founder
High Velocity Road Tour 2013

2. • History
Founded in 2004
$40m+ in venture investment
250+ employees
100%+ annual revenue growth
• Industry Leadership
SaaS provider of the year
Top 100 private companies
Leading research published in HBR
Key patents in web communications & analytics

5. ™
™
™

10. Summer 2011
Inside Sales
Market

11. 0
2
4
6
8
10
12
14
2011 2012 2013 2020
Millions
Outside Sales Inside Sales
1.3%
3.9%
BLS.gov & 2013 Market Size Study

12. 2.00
2.25
2.50
2.75
3.00
3.25
3.50
3.75
2008 2009 2010 2011 2012
Millions
Outside Sales Inside Sales
Original 2009 Market Size Study
0.5%
7.5%

13. 19.8% 19.1% 18.8% 18.9%
20.4% 20.5% 21.0% 21.1%
59.8% 60.4% 60.2% 60.0%
0%
10%
20%
30%
40%
50%
60%
70%
2011 2012 2013 2014
Outside Inside Retail

14. 0
100
200
300
400
Thousands
Inside Sales Employees Outside Sales Employees
Inside Sales
same as
Outside
Sales
Inside Sales larger than
Outside Sales

15. 49.3%
48.2%
47.3%
50.7%
51.8%
52.7%
45%
47%
49%
51%
53%
55%
2011 2012 2013
Outside Sales Reps Inside Sales Reps

16. 0.0
0.5
1.0
1.5
2.0
2.5
3.0
3.5
2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
Non-RetailInsideSales
Reps(Millions)
42,400 New Inside
Sales Reps Per Year

18. “We … proved that [inside sales] could
win a high close rate at one-third the
cost and in one-third the amount of
time as the traditional selling model.”
Mark Benioff

20. • 1/3-1/2 Cost & Time
• Customer Empowerment
• Employee Preference

24. • Age: 33
• Gender: Male
• Ethnicity: Caucasian
• Interests: Design, art
• Personality: Expressive
• Family: One child
• Height: 5’ 8”
• Weight: 155 lbs

25. • Who?
• What?
• When?
• Where?
• Why?
• How?

26. • 8 Dials
• 6 Web visits
• 3 Voicemails
• 3 Emails
• 3 Social Media
• 1 Text or Fax
• 24 Total

34. Questions?