Dave Boyce, VP of Product Marketing at InsideSales.com, loves rock ’n’ roll, but even more than that he wants to make you a Q4 rock star. He uses real examples of companies who have identified how much time they have left in the quarter and what strategies and cutting-edge technologies they used to double or even triple results. Watch On Demand: http://www.insidesales.com/webinar/how-to-rock-your-sales-revenue You’ll learn best practices that increase: Inbound and outbound call volume Contact rates up to 57.8% Prospect-to-appointment conversions by 16.7%

1. ROCK STAR
SALES ACCELERATION
Sell More.
This Quarter.

2. Dave
Boyce
VP
Product
Strategy
dboyce@InsideSales.com

3. SCIENCE HELPS YOU
SELL MORE

4. WHEN YOU FOCUS ON THE SCIENCE OF SALES,
YOU ACHIEVE BREAKTHROUGH PERFORMANCE
- Scott Santucci, Principal Analyst, Forrester

5. DemographicFirmographic
Histographic
Geographic
Psychographic
Neuralytics™

6. THREE LEVERS ACCELERATE SALES
EURALYTICS
People Prospects Performance

7. LET’S GET TACTICAL
(HOW DO I SELL MORE THIS QUARTER?)

8. ACCELERATE SALES LIKE A ROCK STAR
1. Know your Rights*
(Know which levers you can pull immediately to accelerate the funnel)
2. Fight for your Right**
(Put in technology and process for immediate impact)
3. Get Paid***
(Measure it; collect the check)
Assumed: short sales cycle (can close by EOQ)
*
-­‐The
Clash
**
-­‐Beas@e
Boys
***
-­‐SmashMouth

9. #1 KNOW YOUR RIGHTS
ACempts
X
Conversa@ons
ACempts
Closes
Conversa@ons
Deal
Size
X
X
Volume
Contact
Rate
Conversion
Rate
ACV
45
Days
14
Days
30
Days
60
Days

10. EXAMPLE: GENERALIST TEAM, SELLING TO SMB
A<empts
Contact
Rate
Conversion
Rate
Deal
Size
Revenue
Current
75
dials
per
desk
per
day
18%
.5%
$2,500
$169
Benchmark
125
38%
NA
NA
Target
105
25%
.6%
$2,700
$425
X
X
X
=
2.5x!

11. #2 FIGHT FOR YOUR RIGHT
Volume
Contact
Rate
Conversion
Rate
ACV
45
Days
14
Days
30
Days
60
Days
Next
Call™
Local
Presence™
Vision™
NeuralyIcs™

12. Web
Lead
Accepts
Lead
ACempt
Contact
General
Ques@ons
Contact
Yes
Contact
No
No
Interest
Reject
ACempt
again
Web
Lead
Queue
Rep
Access
Queue
First
Come
First
Serve
SF
-­‐
Lead
Rep
chooses
lead
Opens
Record
Yes
Interest
Return
to
Que
+
Status
=
Rejected
Convert
Select
Opportunity
Name,
new
Deal,
products,
Assigned
to
(manual),
First
mee@ng
date
Create
Event
Create
Gmail,
Create,
SF,
Submit
for
Approval
Email
to
inside
rep
Change
Owner
+
Status
=
Working
4343Total
Inquires
2511
Total
MQLs
20.5
Avg
Dials
Per
Rep
35%
Contact
Rate
2.6
Avg
AcIvity
29%
Correct
Contact
223
Opps
Per
Person
18.2
Hours
Response
Time
23%
Opp
Acct
/
Contact
17%
Won
Rate
6.2
Avg
Emails
Per
Rep
*July
*Q2
*Q2
*Q2
*July
*July
*July
*Overall
INBOUND: BEFORE

13. Web
Lead
Accepts
Lead
ACempt
Contact
General
Ques@ons
Contact
Yes
Contact
No
No
Interest
Reject
ACempt
again
Immediate
Response
SF
-­‐
Lead
Yes
Interest
Return
to
Que
+
Status
=
Rejected
Convert
Select
Opportunity
Name,
new
Deal,
products,
Assigned
to
(manual),
First
mee@ng
date
Create
Event
Create
Gmail,
Create,
SF,
Submit
for
Approval
Email
to
inside
rep
Change
Owner
+
Status
=
Working
4343To
tal
Inquires
2511
Total
MQLs
50
Avg
Dials
Per
Rep
40%
Contact
Rate
12
Avg
AcIvity
27%
Correct
Contact
474
Opps
Per
Person
Rep
Answers
Phone
Priori@zed
Leads
Screen
Pop
10
Response
Time
• PowerDialer
• PowerStandings
• Immediate
Response
• Inbound
• Local
Presence
• SeekLists
• PowerDialer
• PowerStandings
• Local
Presence
• SeekLists
• Vision
• Recording
25%
Conversion
Rate
17%
Won
Rate
INBOUND: AFTER

14. Current
State
Benchmark
Phase
I
Target
Product
Total
Incremental
Dials
Total
Incremental
ConversaIons
Total
Incremental
Opptys
Total
Incremental
$$
(@
17%
conversion
rate;
$5,038
ACV)
1. Volume
(calls
per
day
per
rep)
20
160
50
+20
Powerdialer
+2,800
dials
980
225.5
$193,131
+10
Powerstandings
+1,400
dials
490
112.25
$96,565
2. Contact
Rate
(outreach
à
contact)
35%
40%
40%
+2.5%
Immediate
Response
+175
40.25
$34,472
+2.5%
Local
Presence
+175
40.25
$34,472
3. Conversion
Rate
(contact
à
accepted
oppty)
23%
25%
+2%
Vision
+56
$47,961
Total
Incremental
per
month
$406,601
Total
Incremental
(annualized)
$4,879,212
#3 GET PAID

15. SUMMARY
1. Know your rights (where can you improve?)
2. Fight for your right (buy the software; use it)
3. Get paid (measure; collect)

16. EURALYTICS
YOU CAN START ANYWHERE…
Communicate
Elevate
Accelerate
Add:
Next
Call
Plus™
Local
Presence™
Web
tracking
Gamifica@on
Industry-­‐leading
Sales
Communica@ons
Plajorm
Voice
(Next
Call)
Email
tracking
Add:
Neuraly@cs™
Next
Call
Premium™

17. CUSTOMER SUCCESS
Russ Hearl– VP Worldwide Sales Dev
300% ANNUAL
REVENUE INCREASE
Mike McCormick– CMO
67% INCREASE
IN PRODUCTIVITY
Scott Leese – VP Sales
12% REVENUE
INCREASE
Craig Nichols– Director, Inside Sales
25% INCREASE
IN REVENUE
Brad Andrews– Director of Sales
35% INCREASE
IN REVENUE

19. Q&A
• Use your Q&A Console to ask
us questions about todays
webinar
• Download some great
resources

20. Dave Boyce,
VP Product Strategy
dboyce@insidesales.com