Inside Sales: Selling to the Inside Sales Industry - Dave Orrico
-
Upload
insidesalescom -
Category
Business
-
view
907 -
download
2
Transcript of Inside Sales: Selling to the Inside Sales Industry - Dave Orrico
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 ElkingtonCEO
Ken KroguePresident
Founders
InsideSales.com Background
Click-to-Call™
PowerDialer™
Products
PowerText™
PowerStandings™InsideSales.com
Sales Enablement Platform
Neuralytics™
Marquee Clients
Inside Sales is Professional Sales Done Remotely
Definition of Inside Sales
2011 2012 2013 20140%
10%
20%
30%
40%
50%
60%
70%
19.8% 19.1% 18.8% 18.9%20.4% 20.5% 21.0% 21.1%
59.8% 60.4% 60.2% 60.0%
Outside Inside Retail
Retail vs. Non-Retail Sales
Inside vs. Outside Sales
2011 2012 201345%
47%
49%
51%
53%
55%
49.3%
48.2%47.3%
50.7%
51.8%52.7%
Outside Sales Reps Inside Sales Reps
Sales Department Composition
Sales Department Composition
US Total Growth Of Inside Sales
US Total Growth of Inside Sales
2011 2012 2013 2014 2015 2016 2017 2018 2019 20200
500
1000
1500
2000
2500
3000
3500
Non
-Ret
ail I
nsid
e Sa
les
Reps
(M
illio
ns)
• 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?
PowerDialerTM
Dialer
Reporting
Immediate Response
WITHIN 5 MINUTES100 X higher chance of contacting21 X higher chance of qualifying
AFTER 5 MINUTESContact rates drop significantly
Call Attempts
AVG 1.5 CALLSOnly 27% of leadsever get contacted
Time of Day
Day of Week
LocalPresenceTM
57.8% IncreaseIn Contact Rates
Thank You
+