Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/dave-elkington This session is for those looking to generate a large number of high-value leads that put sales people in front of the best prospects when there is often no competition. In just 15 minutes you’ll learn the single most effective lead generation method I have ever seen, the sales 2.0 and social selling tools that can be used to make it happen, and the best thing sales people can say when they call the leads generated. Participants receive a free copy of the award-winning sales book SHiFT!, the native PowerPoint slides from the presentation, and access to the recording of a social selling webinar that had over 3,500 registrants.

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Sales Acceleration Technology
Sales Acceleration Summit 2014 Keynote
Dave Elkington, CEO and Founder

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#SalesSummit
@DaveElkington
Twitter Q&A

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2nd Sales Acceleration Virtual Summit

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83 Speakers

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90+ books & publications

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Breaking World Records
10,899 registrants at the largest webinar in history
16,873 registrants at last year’s summit
20,000+ registrants at today’s summit
2011
2013
2014

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Sponsors
Platinum
Gold
Silver

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Registrant Stats
• 11,000+ companies registered
• 20,000+ Registrants
• 83% leadership
– 5,400+ C-Level Executives
– 2,500+ VPs
– 4,000+ Directors
– 4,600+ Managers
– 3,400+ Staff
27%
13%
20%
23%
17%
C-Levels VPs Director Managers Staff

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Registrant Company Stats
40% of US workforce (67M employees) represented by the companies in attendance
8,305
6,438
2,781
2,476
Registrant company revenue
>$10 $10 $100 $1,000
8,202
7,479
2,053
911
1,355
Registrant company employees
>100 100 1,000 5,000 10,000
Millions Employees

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Registrant Companies

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Non US Registrants
Presenters

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Why are we here?

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Sales Disruption

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History of Sales
Pre 1900’s 1900’s 1970’s 1990’s 2000’s 2014
Traveling
Salesman
Invention
of Phone
Dialer Invention
of Internet
Sales
Acceleration
Explosion of
Sales Technologies
Commodity
Trade

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Crossing the Inside Sales Chasm
TheChasm
Innovators Early
Adopters
Early
Majority
Late
Majority
Laggards
2010

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Inside Sales Grassroots Movement
Founded in 2008
7,500 Members
≈100% CAGR

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US Total Growth of Inside Sales
1.5
1.7
1.9
2.1
2.3
2.5
2.7
2010 2011 2012 2013 2014 2015
Non-RetailInsideSales
Reps(Millions)
5% CAGR

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0
2
4
6
8
10
12
14
2010 2011 2012 2013 2014 2015
Outside Sales Inside Sales
Sales Rep Growth Projections
Inside sales is growing
3x faster than outside
sales
2% CAGR
5% CAGR
Source: BLS.gov & 2013 Market Size Study

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Inside Sales vs. Outside Sales
⅓ Cost – ⅓ Time
Customer Empowerment
Employee Preference
Autonomy
Productivity

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Technology Accelerates Inside Sales

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Marketing Automation
CRM
Sales Acceleration Industry
Sales Acceleration

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Sales Acceleration Market
Data Visualization
Employee Success
Sales Automation
Data Management
Predictive Analytics

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Sales Acceleration Market
*InsideSales.com 2014 Sales Acceleration Study;
**Gartner Forecast, Enterprise Software Markets, Worldwide
$12.8B Current Spend | $33.6B Potential Market
0%
10%
20%
30%
40%
50%
60%
%ofIndividualSpendingvs
TotalTechBudget

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Total US Sales
Acceleration
Technology
Budget
$2.33 $2.23
$0.0
$0.5
$1.0
$1.5
$2.0
$2.5
Inside Sales Outside Sales
Thousands
2013 Sales Acceleration
Technology Budget / Sales Rep
4% Higher

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Total Cost per
Sales Rep $73.39
$123.87
$0
$20
$40
$60
$80
$100
$120
$140
Inside Sales Outside Sales
Thousands
Salaries + Technology Budget
per Sales Rep
62% Higher

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Sales Technology Spending
More than 1/3 think they
should be spending more
on technology
Source: 2014 Sales Acceleration Market Size Study
36%
58%
6%
0%
10%
20%
30%
40%
50%
60%
70%
Too Little Just Right Too Much

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Why spend more on sales
acceleration technology?
Bigger Deals
Faster Sales Cycle
Higher Close Rate
Stronger Corporate Success

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Bigger deals
Sales acceleration technology
drives larger deal size
$0
$1,000
$2,000
$3,000
$4,000
$5,000
Top Companies Average
PerRepAvg.
Technology Spend
Greater than $100k in annual revenue

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Faster Deals
Intelligence & Communication
technology drives shorter sales
cycles
$0
$100
$200
$300
$400
$500
$600
Top Companies Average
PerRepAvg.
Intel and Comms Spend
Less than 60-day sales cycle

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Highest Close Rates
Communication, Intelligence, Voi
ce, and Data Visualization
technologies drive higher close
rates
$0
$200
$400
$600
$800
$1,000
$1,200
Top Companies Average
PerRepAvg.
Comms, Intel, Voice, Data Viz Spend
Close ratio greater than 20%

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Strongest Corporate Success
Sales acceleration technology
drives top-line revenue growth
$0
$1,000
$2,000
$3,000
$4,000
$5,000
Top Companies Average
PerRepAvg.
Technology Spend
Close ratio greater than 20%

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Improve your Deal Size
The Predictable Revenue Guide To
Tripling Your Sales
Aaron Ross
10:00 am
INSIDESALES
So, the Key to Increased Sales is … a
Marketing Tool?
Janelle Johnson
10:00 am
MARKETING

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Improve your Sales Cycle
The Agile Selling Imperative
Jill Konrath
10:30 am
KEYNOTE
Accelerating Sales Pipeline to Close
Deals Faster with DTM
Dustin Grosse
9:45 am
SALES
Better Forecasting-Shorter Buying
Cycles
Larry D’Angelo
2:30 pm
KEYNOTE
Product Announcement: Adivino – See
Your Email in a Whole New Way
Jared Haleck
10:00 am
HOST

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Improve your Close Rate
Sell from Anywhere with the
Salesforce1 Customer Platform
Jim Steele
12:00 pm
KEYNOTE
5 Secrets to Sales Operations
Success
Maria Pergolino
10:00 am
SALES
Will You Marry Me?
Jeffrey Gitomer
10:15 am
KEYNOTE
Sales Values That Raise the Bar and
Raise Your Income
Grant Cardone
10:15 am
KEYNOTE

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Improve your Corporate Success
How to Achieve 40% Sequential
Quarter-Over-Quarter Growth
Josh James
12:15 pm
KEYNOTE
Driving Growth by Taking Control of the
Customer Conversation
Matt Dixon
9:00 am
KEYNOTE
Eradicating Global Sales Poverty: 7
Steps to Restoring Greatness
Kraig Kleeman
1:30 pm
KEYNOTE

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Sales Acceleration Summit

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Sales Acceleration Technology