insidesales.com overview

Inspired Sales Performance

Steven HendrixRegional Sales Director

[email protected]

mailto:[email protected]

Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved

Pioneers of Inside Sales – Founded in 2004– $40m+ in venture investment– 250+ employees– 100%+ annual revenue growth– Salesforce.com AppExchange Partner since 2006

Research Based, Data Driven Company– 80 Million Profiles, 2 Billion Contact Attempts, 30 Research Studies, 6 Patents

Inspired Sales Performance– Cutting Edge Science– Sales Acceleration Platform

About Us


Customer Success

“What did you guys do? Everyone is answering our calls today!”

Steve Dodsworth, Sales Development Manager

Sample Customers:

“We have increased our call volume and connect rates by more than 200%. Our lead gen group is driving more meetings than ever before!”

Chad Burmeister, Director Inside Sales


Sales Acceleration PlatformCommunications

– Click-to-Call– Pre-recorded voicemail– Call recording & monitoring– Immediate Response – Inbound call routing

Analytics– Detailed call activity & performance data– Integrated within Salesforce.com– Identify & optimize successful call strategies– Improve sales & marketing alignment

Sales Effectiveness– Automatically capture call activities in Salesforce.com– Improve contact rates by 50%+– Automatically prioritizes highest probability leads – Increase performance by 20% with gamification


One-Click Dialing


How an InsideSales.com Call Works

Client

PBX

PSTN

IS.com Telephony

Cloud

IS.com Application

Cloud

The Internet

5. IS.com places call to Client

4. Agent answers phone

Agent

3. IS.com places call to Agent

2. IS.com receives request

1. Agent usesClick-to-Call


Automate Dialing


Streamline Actions


Disposition All Calls


Automated Voicemail


Immediate Response

Web Form Submitted Posts to Salesforce


Immediate Response

Triggers inbound call to rep < 5 min

Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved 6/10

Immediate Response

Within 5 min100 X higher change of contacting

21 X higher change of qualifying

Market to MarketingShow marketing how you are leveraging their work

Not just for Web leadsTrigger on email opens, lead score attainment, lead age

WHY??


Local Presence

Copyright © InsideSales.com Inc. All Rights ReservedCopyright © InsideSales.com Inc. All Rights Reserved 7/10

Reduce Inbound Wait Times

Most Ready route calls to reps who are most ready to answer

Group Ringroute calls to all reps at once – first to pick up gets the call

Failover Immediatelyignore failover timeout when no agents are available

IS.com

Agent

Client

Agent

Agent


PowerStandings


Leaderboards


Reporting in Salesforce

Reports include:• Completed Activities• Lead Progression per Dial• Optimal Time of Day/Day of Week• Dials to Appointment• Contact Rates by Campaign• Many more…


Benefits

Drive More Leads Through the Sales Funnel– Increase call volumes 50-100%– Bridge the divide between sales & marketing– Leverage marketing automation– Feed opportunity pipeline in CRM

Improve Results of Inside Sales Teams– Increase contact rates 50%+– More contacts & qualified opportunities– Productivity gain: do more in less time– Predictive 2.0 calling: call the right people at the right time

Institutionalize Best Practices– Understand list and call performance – Identify best practices to systematically improve sales performance– Improve Salesforce.com adoption – Ramp new hires faster


Next StepsPLAN Business Case

– Identify Executive Sponsor– Define use cases– Identify success criteria– Identify target user group

EXECUTEPilot

– Implementation, configuration, training– Testing with target user group– Verify results

MEASURE ROI

– Increase contact rates– Increase call effectiveness– Availability of detailed and specific call metrics– Other