Inside Sales: Selling to the Inside Sales Industry - Dave Orrico

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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Dave Orrico - VP of Enterprise Sales at http://www.insidesales.com/ LinkedIn: http://www.linkedin.com/in/daveorrico Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

Business Formation

Dave Orrico - Selling to the Inside
Sales Industry
For Salesforce.com Sales Reps

Founded: 2004
Customers: 800
Patents: 4, Pending: 9
Employees: 240
Location: Provo, UT
Annual Growth: 100%+
Venture Investors:
– US Ventures
– Hummer Winblad
– Josh James
Dave Elkington
CEO
Ken Krogue
President
Founders
InsideSales.com Background

Click-to-Call™
PowerDialer™
Products
PowerText™
PowerStandings™
InsideSales.com
Sales Enablement Platform
Neuralytics™

Inside Sales is Professional
Sales Done Remotely
Definition of Inside Sales

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
Retail vs. Non-Retail Sales
Inside vs. Outside Sales

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
Sales Department Composition
Sales Department Composition

US Total Growth Of Inside Sales
US Total Growth of Inside Sales
0
0.5
1
1.5
2
2.5
3
3.5
2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
Non-RetailInsideSalesReps
(Millions)

• 5% of Sales (In Process)
• Salesforce platform “sticky-ness”
• Introduce accounts, we’ll close the deal
• We help Salesforce grow
• In 6 months we have referred 43 clients resulting
in 28 sales: a 65.1% close rate
• One of our best reps, Michelle Tischner, has sent 8
leads and 6 have closed since the first of the year
• 250 employees from 85 a year ago
• Most popular dialer on the AppExchange for 5 years
Why Partner with InsideSales.com?

Immediate Response
WITHIN 5 MINUTES
100 X higher chance of contacting
21 X higher chance of qualifying
AFTER 5 MINUTES
Contact rates drop significantly

Call Attempts
AVG 1.5 CALLS
Only 27% of leads
ever get contacted

LocalPresenceTM
57.8% Increase
In Contact Rates

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Inside Sales: Selling to the Inside Sales Industry - Dave Orrico

1. Dave Orrico - Selling to the Inside Sales Industry For Salesforce.com Sales Reps

2. Founded: 2004 Customers: 800 Patents: 4, Pending: 9 Employees: 240 Location: Provo, UT Annual Growth: 100%+ Venture Investors: – US Ventures – Hummer Winblad – Josh James Dave Elkington CEO Ken Krogue President Founders InsideSales.com Background

3. Click-to-Call™ PowerDialer™ Products PowerText™ PowerStandings™ InsideSales.com Sales Enablement Platform Neuralytics™

4. Marquee Clients

5. Inside Sales is Professional Sales Done Remotely Definition of Inside Sales

6. 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 Retail vs. Non-Retail Sales Inside vs. Outside Sales

7. 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 Sales Department Composition Sales Department Composition

8. US Total Growth Of Inside Sales US Total Growth of Inside Sales 0 0.5 1 1.5 2 2.5 3 3.5 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 Non-RetailInsideSalesReps (Millions)

9. • 5% of Sales (In Process) • Salesforce platform “sticky-ness” • Introduce accounts, we’ll close the deal • We help Salesforce grow • In 6 months we have referred 43 clients resulting in 28 sales: a 65.1% close rate • One of our best reps, Michelle Tischner, has sent 8 leads and 6 have closed since the first of the year • 250 employees from 85 a year ago • Most popular dialer on the AppExchange for 5 years Why Partner with InsideSales.com?

10. PowerDialerTM

11. Dialer

12. Reporting

13. Immediate Response WITHIN 5 MINUTES 100 X higher chance of contacting 21 X higher chance of qualifying AFTER 5 MINUTES Contact rates drop significantly

14. Call Attempts AVG 1.5 CALLS Only 27% of leads ever get contacted

15. Time of Day

16. Day of Week

17. LocalPresenceTM 57.8% Increase In Contact Rates

18. Thank You +

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