driving high-velocity selling through sales...
TRANSCRIPT
for
Velocify for Salesforce
Integrated Solution Whitepaper
DRIVING HIGH-VELOCITY SELLING THROUGH
SALES CLOUD
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Introduction
2
Customer Relationship Management (CRM) technology has now existed for over a decade, designed, in part, to address
the needs of sales managers in organizing their teams and sales efforts in an increasingly hectic business world. Today,
almost all aspects of sales are accelerating, and keeping pace can mean the difference between success and failure.
Revenue targets continue to rise, making it necessary to throw more money at lead generation and lead development
efforts. Sales rep performance expectations grow as sales tools and inbound demand generation practices increase
in sophistication. There’s no longer acceptance of leads going to waste, and optimizing lead response and follow-up
practices has proven to make a dramatic impact on revenue attainment. These forces and developments have paved the
way for a new kind of sales technology.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Executive Summary
3
This paper is intended to help sales leaders discover the value of adding a sales acceleration solution, specifically;
Velocify for Salesforce, to Salesforce.com Sales Cloud. You will learn how, through unique features designed for high-
velocity selling, Velocify can help sales organizations work at a faster (and smarter) pace, and drive more leads into the
sales pipeline, ultimately boosting revenue.
We will first discuss the existing challenges sales leaders and their teams face, such as getting the right leads in the hands
of the right reps, ensuring a fast and disciplined response to new leads, guiding a consistent selling process, and keeping
reps more focused and productive each day. We’ll review new research that illustrates the increasing volume of daily
activity for sales reps and the growing complexities that leaders must solve for as a result. Following that, we’ll explain
the importance of developing high-velocity sales practices as an integral part of your overall sales process. We’ll outline
Velocify’s offering in detail, providing an overview of the key components, including Dynamic Distribution, Automated
Guided Selling, Intelligent Activity Prioritization, Integrated Sales Dialer, Funnel Insights, and Configuration Console. To
conclude, we’ll provide you with a checklist of key items to consider in helping with your evaluation and likely decision
surrounding this emerging category of technology.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Challenges Facing Sales Teams Today
4
If you’re like most sales organizations using Sales Cloud today, you’ve implemented a successful solution that gives you
visibility, flexibility, and a solid foundation for operating and managing your sales function. However, keeping up with the
demands and speed of business today is a real challenge. A portion of your leads continue to fall through the cracks or
don’t receive the proper attention they deserve, and reps continue to take their own approach to building their pipeline.
Meanwhile, you may be contemplating new processes, team composition, and technologies in search of a springboard
to more revenue. Even for organizations that believe they’re capturing all the revenue available to them, where these
challenges may not apply, research proves otherwise.
Velocify recently conducted a study of seller response to inbound leads by some of the world’s most admired companies
in the Fortune 100. In the study, Velocify found that one-third of inquiring buyers never received a phone call from the
seller’s sales team. Another third never received email communication, and 12% received no response of any kind. Also,
the mean response time to a new inbound lead ranked up there with the speed of molasses, averaging 3.5 days before
the first phone call to the inquiring prospect was made. In addition, the study found that most sales reps gave up trying
to reach the inquiring prospect after just one contact attempt. These stats aren’t exclusive to the Fortune 100; this most
recent study mirrors the findings in other research conducted on companies of all sizes.
Sales reps are too slow and too inconsistent when following up with leads
CRM puts process onus on the rep, and selling discipline is tough to enforce
These deficient sales practices are likely happening for a number of reasons. First, ongoing lead follow-up practices
routinely suffer as the sales rep’s daily “To Do” list piles up, and connecting with new leads or leads from prior day’s slips
increasingly lower in priority. Not to mention, keeping tabs on the leads that came in yesterday, the day before, or last
week is no easy task for any human without the help of technology. Also, even with a directive, only a fraction of sales
reps are organized and disciplined enough to maintain consistent response to new leads as they arrive.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Challenges Facing Sales Teams Today
5
Just as challenged are the sales leaders, who are under significant pressure to drive more revenue while simultaneously
increasing the efficiency of their sales machine. Fact is, most sales leaders have trouble pinning down exactly how leads
become “opportunities.” A recent CSO Insights sales performance study found that sales organizations often aren’t familiar
with the steps and actions that drive conversion, and instead rely on “hope and miracles” when it comes to turning a lead
into a qualified sales opportunity. The process of identifying and reassigning leads that aren’t receiving the appropriate
treatment is similarly challenging. Implementing a uniform contact strategy and ensuring the usage of desired lead follow-
up processes is nearly impossible. In addition, sales leaders are ever pressed to increase the net daily selling time of their
reps and optimize processes, often times with only opportunity-to-close reports and anecdotal information.
Sales leaders are pressed to grow revenues, challenged by CRM limitations
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Making the Case for a High-Velocity Sales Solution
6
17%
24%36%
62%
98%
160%
1 min.0
100%
200%
300%
Impr
ovem
ent o
n Le
ad C
onve
rsio
n Ra
te
400%
2 mins. 3 mins. 30 mins.
Time Elapsed
The Impact of Speed-to-call on Conversion
1 hr. 5 hrs. 24 hrs.
391%
CONVERSION
Figure 1: The Impact of Speed-to-Call on Conversion
Sales acceleration technology can help address the many challenges described in the prior section. Through the use of
high-velocity sales practices and automation, sales leaders can inject more speed, discipline, and productivity into their
sales organization. High-velocity sales solutions provide many sales and marketing success benefits.
If you have ever pulled a sales report and found new leads were going un-contacted or had received just one or two
voicemails before a sales rep moved on, you know you’re leaving money on the table. Velocify’s solutions are laser
focused on helping sales teams easily ensure they’re following up promptly on all qualified leads and doing so with the
appropriate persistence. No lead is left behind and you get more R in your ROI.
Keep leads from falling through the cracks
Ensure your sales reps respond rapidly
Velocify and industry research continues to show that most organizations take more than 24 hours to follow up with a new
lead. If that’s you, your competition is likely eating your lunch. Surveys show that the first sales organization to respond has
a definite advantage with the buyer, so why not boost revenue by making sure that your team is first? Making a call attempt
within a minute of receiving a lead can increase conversion by 391%, and Velocify technology can help you get there.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Making the Case for a High-Velocity Sales Solution
7
Cal
ls a
nd e
ma
ils c
ontin
ue u
ntil
you
spea
k to
your lead or re
ach max effort
DA
Y 1D
AY
4D
AY
5
DAY
8
DAY14
DAY15
DA
Y
22
START FINISH
Ultimate Contact Strategy
Figure 2: Example of a Contact Strategy
If you’re like many sales organizations, you have a lead follow-up policy in place, but tracking and enforcing your desired
follow-up practice is a significant challenge, and you know the team is falling short. Velocify research has found most
sales reps make just 1-2 contact attempts on a new lead before giving up, yet it’s proven that 5-8 calls is optimal.
Through Velocify’s proprietary technology, you can put your follow-up efforts on rails, ensuring consistent and thorough
sales practices for everyone on the team.
Deploy incredibly consistent sales practices
Research from Forrester and IDC has found that many reps spend more than half their day on non-selling activities. The
reality is, your reps are faced with hundreds of daily activities, and struggle to efficiently prioritize tasks. And most CRM
solutions don’t help much with all the different screens, clicks and procedures required to get from point A to B. In an ideal
world, you’d like to see your reps continuously taking action on the highest priority items throughout the day, without
having to remind or instruct them. With Velocify you can do just that, ensuring your team is always working on the highest
priority items, while empowering them to accelerate their activity, and spend more time selling.
Focus reps on revenue-generating activities
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Making the Case for a High-Velocity Sales Solution
8
If you’re like a majority of sales organizations, you watch your opportunity pipeline and win rate like a hawk and are
ready to pounce on any abnormality that surfaces. But what about the process that occurs before a lead converts to
an opportunity? Most organizations treat the processes in the lead-to-opportunity stage too informally, and rely too
heavily on miracles for conversion. As a result, they’re missing a lot of revenue. Consider just a 20% increase in lead-to-
opportunity conversion can translate to millions of dollars in additional sales for some firms. Velocify can help you drive
selling practices that make dramatically more opportunities of your leads, taking both your pipeline and your revenues
to new heights.
Make more money
Velocify has been instrumental in our growth. We now have our sales efforts on a fast, consistent, predictable track.
MERCHANT INDUSTRY
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
9
Velocify for Salesforce invigorates Salesforce.com Sales Cloud with sales acceleration capabilities through the
following unique features:
Driving performance by delivering the right leads to the right sales reps is paramount in ensuring rapid response and
maximum conversion. And getting the lead to the right rep can mean ensuring it’s assigned to the rep most able to
respond rapidly, or the rep with the highest propensity to convert that lead given their skillset or domain knowledge.
This flexible, modifiable feature helps you build intelligent lead distribution and redistribution programs that can be
leveraged to distribute leads or opportunities. Sales managers, sales operations leaders, and sales administrators can
easily deploy multi-layered distribution programs such as round-robin, skills-based, performance-based, territory-based,
and product-based methods.
Dynamic Distribution
With Velocify, we found that certain performers were doing a lot better with certain lead sources; which allowed me to drive more of those
leads toward those performers.M&T BANK
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
10
To help ensure rapid response, no matter which initial lead distribution method is utilized, automated reassignment based
on minutes or hours can be easily configured. It ensures that the business doesn’t miss out on revenue opportunities due
to the inaction of a single sales rep.
With the flexibility of Dynamic Distribution, sales managers can set hourly limits and daily caps to ensure the ongoing
volume of leads are dispersed to reps as desired. And with ideal lead distribution and re-distribution capabilities in place,
sales managers are freed to focus more attention on other elements of the sales process.
Figure 3: Illustration of the system flexibility with ability to layer multiple distribution programs at once depending on lead characteristics.
Dynamic Distribution
RE-DISTRIBUTION PROGRAM
System automatically re-assigns lead to
another available rep
SKILLS-BASED & PERFORMANCE-BASED
DISTRIBUTION PROGRAM
Lead is distributed to certain rep who is
skilled with product domain knowledge
ROUND-ROBIN DISTRIBUTION
PROGRAM
Lead is distributed equally via
Round Robin
LEAD ENTERSSALESFORCE
Distribution Feature Graphic
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
11
Co
nta
ct S
tra
teg
y
Contacting 1
Called Left Message
Easily map out your companies’ optimal contact strategy
Contacting 2
STATUS
ACTION
NEW STATUS
AUTOMATED EMAIL SENT 3
AUTOMATICALLY APPEARS IN PRIORITIZED
QUEUE 3 DAYS LATER
AUTOMATED TASK
Sa
les
Pro
spe
ctin
g
Contact Attempt 6
Called Left Message
Automatically set trigger follow up to re-engage with prospects with longer sales cycles
Occasional Outreach
STATUS
ACTION
NEW STATUS
NURTURE EMAIL 60 DAYS OUT
AUTOMATICALLY APPEARS IN PRIORITIZED QUEUE 61 DAYS
OUT TO CALL
AUTOMATED TASK
Another key to creating sales velocity is to guide selling processes. With Velocify for Salesforce, you can first leverage
Automated Guided Selling to easily implement a contact strategy that determines when your reps will follow up by phone, how
many times they’ll follow up before giving up, and what email messages are to be automatically triggered in between calls.
The process automation will provide additional touches and schedule follow-up calls throughout the sales cycle. Once
contact is made, guided selling technology can help keep your sales process and your team on a disciplined and consistent
track to optimize performance. This feature can also be leveraged to trigger check-in calls with leads 60, 90, 120 days
from now, and so on.
Automated Guided Selling
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
12
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Velocify Admin +Home Leads Opportunities Velocify
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DisconnectRun Wizard
Available Actions
Help
To add an Action to the Status, select the Action from the Available Actions list and click Add.
To remove an Action from the Status, select the Action from the Actions in Status list and click Remove.
To automatically change the Status upon the Action taken, select the Action from the Actions in Status list, select the Status from the dropdown,and click the Trigger Status Change button.
If the controls on this page are inactive (grayed out), it is because your workflow functions have been locked down to prevent changes to yourMilestone data. Please contact Leads360 Support for assistance.
Actions in Status [New [Lead]]
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Down
« Remove
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Return to Manage Statuses
Add » Set as Default Set as Quick
Called - Left Message (Change Status to Contact Attempt 1 [Lead])Called - No Contact (Change Status to Contact Attempt 1 [Lead])
Contacted - Chat (Change Status to Contacted [Lead])Contacted - Email (Change Status to Contacted [Lead])Contacted - Follow up Scheduled (Change Status to Contacted [Lead])
Contacted - No Follow up Scheduled (Change Status to Contacted [Lead])Demonstration - Scheduled (Change Status to Demonstration Scheduled [Lead])Qualified (Change Status to Qualified [Lead])
Contacted - Interested (Change Status to Contacted [Lead])
Comment
Accept LeadConvert LeadDemonstration- CompletedDemonstration - No ShowDemonstration - RescheduledDemonstration - Send ReminderKill LeadManager Review NeededReject LeadRevive Lead
--Status--
Automation Engine Duplicate Management Users Setup
Actions Conversion SettingsStatusPrioritizationDistribution
Key to streamlining sales processes in Automated Guided Selling is the manager-defined actions and subsequent lead
statuses that drive ongoing sales activities. As reps follow up on leads, they are given a drop down menu of dynamic
action choices within the lead profile. They take a specific action and the lead moves to the next appropriate step within
the sales cycle, while the status automatically updates based on the action taken.
Reps will no longer have to log Salesforce tasks or activities manually – no longer create error-prone or even missed
entries that summarize the engagement or manually have to schedule the next follow up on a lead - Velocify will remove
these time consuming steps. Thus, entire sales teams will be able to treat leads with more consistency and discipline
throughout the sales cycle and deliver more opportunities to the pipeline. Managers gain more reliable visibility into daily
sales activities, coaching opportunities, and driving sales funnel conversion team-wide.
Automated Guided Selling
We build the logic on the backend so it just makes it easier for sales to make the right call at the right time.
MEDIGAP
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
13
Leads, Priority View
Next Call
VelocifyHome Leads Opportunities
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leads: ONRefresh Data
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Michael Lee
Andrew Nelson
Steve Wright
Jenelle Pierce
James Jones
William Clark
Consolidated Debt-
Consolidated Debt
Paul Hall
Paul Hall
Recent Items
Action Type First Name Last Name Name Status Stage Company Industry Phone Lead Source
Opportunity
Opportunity
Opportunity
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
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Discovery
Discovery
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Ted
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Fred
John
Kevin
Steve
Matthew
Frank
Gary
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Frank
Steve
Carter
Brown
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Baker
Phillips
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Hill
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Davis
Young
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Jones
Garcia
Williams
Baker
Moore
Garcia
Garcia
World Century
Consolidated De
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New
New
New
New
New
New
New
New
New
New
New
New
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Contact Attempt 1
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Professional Service
Leisure/Hospitality
Media
Media
Financial - Insurance
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(424) 543-1524
(424) 543-1531
(424) 543-3036
(424) 543-5023
(424) 570-6812
(424) 543-3118
(424) 543-3142
(424) 543-1528
(424) 543-1357
(310) 334-9928
(424) 543-2694
(424) 400-7527
(424) 400-7875
(424) 400-7654
(424) 400-7682
(424) 835-6252
(424) 835-6224
(424) 835-6225
(424) 835-6259
(424) 888-6450
(424) 888-6414
(424) 888-6452
Yipit
List Giant
Intern Reference
Web Reference
Search
Trace Show
Yelp
Harlem World
CitySearch
New York Times
Google Radio
Radio
Reseller
Search
Word of mouth
Zoominfo
Zagat
Groupon
Chat
Employee
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It’s no secret that focus in anything we do has tremendous value. But for a sales rep, zeroing in on the best next activity
within Sales Cloud is a challenging task. To address this need, Velocify simplifies and automates the prioritization of daily
sales activities taking the guesswork out of the equation for the sales rep. Intelligent Activity Prioritization provides sales
reps with a single, consolidated, continuously updated view of what to do next, in priority order. No need to waste time
jumping around to multiple screens looking for information or ideal contacts to reach out to, and no need to worry about
the contact strategy. It’s all handled for the rep and delivered through one prioritized view. The feature keeps sales reps
focused on the most important tasks at any given time, throughout the day. New leads are highlighted as they arrive to
prompt quick response. Scheduled tasks, and prompts for the next follow up calls on leads in progress are all included,
providing a single centralized list for reps to work from. Opportunities can also be prioritized and included in an integrated
view with new and in-progress leads.
When logging into Salesforce, reps can choose the Velocify tab to review assigned leads, opportunities and combined
view of leads and opportunities.
With flexible configuration of the data that is presented to reps in their prioritized lists, they can easily review key details
about a record like their status (i.e. New, Contact Attempt 1, Demo Scheduled), lead source, industry, contact details, and
more. All pending activities are dynamically and continuously prioritized based on approaching appointments, arriving
new leads, and actions being taken on existing records. No longer are sales teams hunting and searching for which lead
to contact next or contemplating which activity takes priority over another throughout the day.
Administrative tasks are greatly minimized and new reps ramp faster than ever with the automated guidance provided.
Due to more productive and on-task selling, sales management benefits from shortened sales cycles, and ultimately a
healthier pipeline.
Intelligent Activity Prioritization
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
14
VelocifyHome Leads Opportunities
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+
14Search... Search
Create New...
VelocifyHelp & TrainingJanelle Pierce
Leads Opportunities Leads and Opportunities
leads: ONRefresh Data
Recycle Bin
Michael Lee
Andrew Nelson
Steve Wright
Jenelle Pierce
James Jones
William Clark
Consolidated Debt-
Consolidated Debt
Paul Hall
Paul Hall
Recent Items
Action Type First Name Last Name Name Status Stage Company Industry Phone Lead Source
Opportunity
Opportunity
Opportunity
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Lead
Discovery
Discovery
Discovery
Dennis
Ted
Dennin
Andrew
Fred
John
Kevin
Steve
Matthew
Frank
Gary
Walter
Jessie
Robert
Ted
Michael
Charles
James
Sean
William
Frank
Steve
Carter
Brown
Phillips
Baker
Phillips
Davis
Hill
Wright
Davis
Young
Clark
Clark
Williams
Wright
Clark
Jones
Garcia
Williams
Baker
Moore
Garcia
Garcia
World Century
Consolidated De
Quick Recruiting
New
New
New
New
New
New
New
New
New
New
New
New
Contacted
Contact Attempt 1
Contact Attempt 1
Contact Attempt 2
Contact Attempt 2
Contact Attempt 2
Contact Attempt 2
Contact Attempt 2
Contact Attempt 2
Contact Attempt 2
Quick Recruiting
Self Storage Fa
Self Storage Fa
Self Storage Fa
UIAM Entertain
Green Solutions
Green Solutions
Green Ellis Con
Green Ellis Con
Green Ellis Con
Newscorp
Newscorp
Real Solar
Real Solar
Find a House N
Find a House N
Career Institute
Commuting Res
Commuting Res
Community Hea
Global Insuranc
Quick Recruiting
Staffing
Staffing
Storage
Storage
Storage
Services
Services
Solar
Transportaion
Transportaion
Real Estate
Real Estate
Education
Healthcare
Professional Service
Professional Service
Professional Service
Leisure/Hospitality
Media
Media
Financial - Insurance
Solar
(424) 543-1524
(424) 543-1531
(424) 543-3036
(424) 543-5023
(424) 570-6812
(424) 543-3118
(424) 543-3142
(424) 543-1528
(424) 543-1357
(310) 334-9928
(424) 543-2694
(424) 400-7527
(424) 400-7875
(424) 400-7654
(424) 400-7682
(424) 835-6252
(424) 835-6224
(424) 835-6225
(424) 835-6259
(424) 888-6450
(424) 888-6414
(424) 888-6452
Yipit
List Giant
Intern Reference
Web Reference
Search
Trace Show
Yelp
Harlem World
CitySearch
New York Times
Google Radio
Radio
Reseller
Search
Word of mouth
Zoominfo
Zagat
Groupon
Chat
Employee
New York Times
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Next Call
ConnectingLoading...Phone:Company:Status:Lead Source:
(424) 543-1524Quick Recruiting
NewYipit
Clear Commit Action
Enter Notes
Select Action
Leads and Opportunities,Priority View
The integrated dialing features of Velocify for Salesforce simplify and streamline outbound calling for sales reps, helping
increase call volume. With click-to-dial, reps can call leads using any number listed in a Salesforce record. While logged
into Salesforce, reps can start calling leads and opportunities directly from the dialer display panel located to the left of
their lead and opportunity lists. Additionally reps can simply and swiftly call through their prioritized list using the “Next
call” button provided on the dialer display.
Integrated Sales Dialer
The “Next Call” feature lets reps quickly connect with the next lead or opportunity shown on the list – priority or standard
view; and won’t have to disconnect from a previous call to initiate engagement to next lead on the list. From the dialer
display panel, reps can call any phone number available within the record, take action following interaction with the
prospect (i.e. Left Message, Gave Price Quote) and enter any additional notes about the event directly within the dialer
display. Call recordings automatically track calls on a daily basis to monitor call effectiveness and for added coaching
and development opportunities. For maximum flexibility, sales teams have the option of tying Velocify’s integrated sales
dialing features to third-party dialers and phone systems through Open CTI.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
15
As the saying goes, what gets measured gets managed. Leveraging the granular lead response and sales process data
collected by Velocify, and the power of Salesforce.com reporting, Funnel Insights provides sales leaders with newfound
visibility and insights for performance monitoring, coaching, and improvement. The feature provides visibility into
adherence to desired response and process practices and a view into performance at every granular step of a higher-
velocity sales process. Insights available to the sales leader in order to make more informed decisions and uncover
coaching moments include speed-to-first attempt, speed-to-contact, sales performance on certain lead types, contact
rates, pre-opportunity pipeline activity volume, and milestone attainment throughout sales cycle. Gaining this level of sales
performance visibility cannot be attained with Sales Cloud alone.
Funnel Insights
With Velocify, you can inspect what you expect!LEADING INSURANCE AGENCY
Speed to Conversion
0
4020
60
Average Speed-to-Convert (days)
Conversion Rate (by Product by User)
SL-2800 S..
SL-9500 S..
SL-6000 S..
SL-2500 S..
SL-5700 S..
SL-5000 S..
SL-4500 S..
Prod
uct I
nter
est
0% 50% 100% 150% 200% 250%Conversion Rate
Lead Owner
Alex PopoffHarry BeckJohn ReeseKamalesh ThakkerRobert Cooper
Ben SchorHector GaliciaJosh EvansNick HodgesTim Dunlea
Lead and Opportunity Pipeline
51542739
112
16
617
Record CountCurrent Status: Status Name
Sales Qualified [Lead]Qualified [Lead]Proposal/Price Quote [Oppt]Nurture Contacted [Lead]New [Lead]Negotiation/Review [Oppt]Manager Review [Oppt]Interested [Lead]Discovery [Oppt]Demonstration Scheduled [Oppt]Contacted [Lead]Contact Attempt 6 [Lead]Contact Attempt 5 [Lead]Contact Attempt 4 [Lead]Contact Attempt 3 [Lead]Contact Attempt 2 [Lead]Contact Attempt 1 [Lead]
Pre-Opportunity Pipeline
11
35455
5326
Record Count
Lead Status
NewContact Attempt 1Contact Attempt 2Contact Attempt 3Contact Attempt 4
ContactedContact Attempt 5
Demonstration ScheduledDemonstration CompletedTransferred to AE
Nip in the Bud
Alex Ben HarryJanelleJohnJoshKamKristinNickRobert
Land
Ow
ner
0 10 20 30 40Record Count
Lead Status
NewContact Attempt 2Contact Attempt 4
Contact Attempt 1Contact Attempt 3Contacted
Speed to Contact
Average Speed-to-Contact (days)
1
0 10
5
Speed to Call
Average Speed-to-Call (hours)
1
4
0 13.8
As of May 23, 2014 at 11:45 AMRefreshCloneEditFind a dashboard...
Velocify Sales Executive Dashboard
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Key Features of Velocify for Salesforce
16
One of the biggest challenges for sales managers and sales operations professionals is to easily and quickly make
changes to lead assignment and sales process to either accommodate change within the sales organization, or simply
deploy new sales strategies. The Velocify Configuration Console allows you to eliminate your reliance on IT resources or
custom development as you refine and make changes to lead assignment, sales processes, or priorities.
Velocify Dynamic Distribution, Automated Guided Selling and Intelligent Activity Prioritization feature settings are easily
managed via the Console. This administrative interface accessed through your Salesforce account, acts as a centralized
“sales automation cockpit” to easily make dynamic changes to lead and opportunity distribution programs, automated
guided selling configurations, pre-defined actions and statuses, marked milestones in sales cycle, intelligent activity
prioritization rules, and lead-to-opportunity conversion settings.
Easily manage your desired configurations without the time and expense of involving IT.
Configuration Console
14
Velocify Admin +Home Leads Opportunities Velocify
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DisconnectRun Wizard
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Conversion SettingsActionsStatusDistribution Prioritization
Qualification
Lead-to-Opportunity Conversion Settings
Convert Leads toOpportunities?
Yes
No
Conversion Milestone:
Conversion Performed: Automatic
Manual
i
i
i
i
Set-UpAutomation Engine Duplicate Management Users
Users will automatically be brought tothe Lead-to-Opportunity Conversionscreen once a milestone is reached
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Justifying Your Investment in Velocify for Salesforce
17
I
DYNAMIC DISTRIBUTIONImplement smart distribution and re-distribution of leads to ensure rapid lead response, better allocation, and higher conversion.
II
AUTOMATED GUIDED SELLING Establish a guided selling framework that drives execution of your contact strategy and desired selling processes to improve sales effectiveness.
III
INTELLIGENT ACTIVITY PRIORITIZATION Ensure new and seasoned sales team members are working from a prioritized list of daily tasks to drive more opportunities into the pipeline and ramp new reps faster.
IV
INTEGRATED SALES DIALER Empower sales teams to rapidly call through records from any screen inside Salesforce and immediately capture sales action data to drive up daily call volume and revenue.
V
FUNNEL INSIGHTS Track daily sales performance on lead follow up, call volume, contact rates, milestone attainment, and more to improve funnel visibility, and revenue predictability.
VI
CONFIGURATION CONSOLE Easily manage and modify ongoing changes to lead assignment and sales process with no extra IT or development resources needed.
SalesforceSales Cloud
Only
AddingVelocify
for Salesforce
Any time you have an existing technology platform in place, internal constituents are bound to ask for reasons why the
need for additional technology exists and how the organization may benefit from them. Let’s first look at a summary of
the newfound capabilities that come with Velocify for Salesforce, and how they provide benefit beyond what can be
accomplished with Sales Cloud, then look at a simple method for calculating the substantial return on investment that the
solution can generate.
High-velocity selling requires a solution capable of enabling accelerated sales practices in order to drive more speed,
conversions, and revenue.
High-Velocity Selling Checklist – Key Capabilities Needed
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
Justifying Your Investment in Velocify for Salesforce
18
# OF LEADS GENERATED
OVER PERIOD
EXISTING LEAD TO
OPPORTUNITY RATE
20% LIFT USING VELOCIFY
EXISTING OPPORTUNITY TO WIN RATE
AVG DEAL SIZEX X X X
33,000 LEADS WASTED 5% CONVERSION RATE 1,650 EVAPORATED DEALSX =
With investment in any new technology, your needs must be addressed, and a return on the investment is important.
In the case of Velocify for Salesforce, return on your investment can come immediately in terms of responding faster to
leads, promoting more disciplined processes, and ramping new reps faster due to the guided nature of the solution. Per
Velocify and other industry research, a third of leads fall through the cracks by never receiving any follow up – call or
email, which translates into significant dollars lost. If a company is generating 100,000 leads per year this would equate to
up to 33,000 leads wasted. If the company was converting at a 5% rate, they would be losing up to 1,650 deals per year.
If the company’s average deal size was $25,000 that would mean losing $41.25 million potential annual revenue. How
could 1,650 additional deals impact your business?
After 90 days of using Velocify, our clients cite concrete results like 20-80% improvements in contact speed, call activity,
and lead qualification rates.
Using the output from the above equation as the total additional revenue generated via your Velocify for Salesforce
investment, you can now determine estimated return on investment using the following equation:
Calculating the Return
GAIN FROM INVESTMENT [ ADDITIONAL REVENUE ] — COST OF VELOCIFY
COST OF VELOCIFY
Taking the Next StepWith Velocify for Salesforce, you have the ability to transform your sales organization into a high-velocity selling machine.
Your reps will be empowered to work smarter while you drive a disciplined selling process and have peace of mind
knowing that desired practices are being followed. You’ll generate more revenue, and improve return on your business’s
lead generating investments. Contact sales today to schedule a sales consultation or preview a demo of the product at
(855) 965-1867 or visit velocify.com/salesforce.