Improving Sales Productivity
July 2010
“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers.
Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers. ”
Geoffrey JamesFrom his Blog : Sales Machine
The Customer is Driving the Conversation
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Sales Approaches Need to Align with Customer 2.0
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YOUR SALES REP
Reach the right person at the right time with the right message
CUSTOMER 2.0
Receive information that’s relevant to current initiatives or urgent business challenges
Current Sales Approaches Are Ineffective For Customer 2.0
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Manual, Disconnected Processes | Low Productivity | Poor Effectiveness
CRMTraditional
Media
Social Selling: A New Approach To Engage Customer 2.0
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EngageListen Connect
+
“Social selling allows an average sales person to become a top performer… in a way that was only accessible to the top sales guard in the past.”
AXEL SCHULZEBlog : What is Social Selling?
=
MERGERS & ACQUISITIONSLEADERSHIP CHANGES
MARKET EVENTSCURRENT INITIATIVES
BUSINESS CHALLENGESNEW REGULATIONS
COMPLIANCE REQUIREMENTSCOMPETITOR EVENTS
Listen
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CUSTOMER CONVERSATIONS
TRADITIONAL MEDIA:Company & Contact Data, News, SEC Filings,
Press Releases, etc.
RELEVANT INSIGHTSWHAT INSIDEVIEW DOES
ACCESSAGGREGATION
INSIGHTS
GET RELEVANT and TIMELY INSIGHTS ABOUT YOUR PROSPECTS
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Existing Network
+
Connect
Previous EmployersReference Customers
Coworkers
CONNECTIONS
DISCOVER AND USE KEY RELATIONSHIPS TO REACH YOUR PROSPECTS
Engage
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Hi Cory, This is John from InsideView… Wow, how didhe know all that?
1. I recently heard that Xactly acquired Centive – Centive was one of our existing customers.
2. And from your last Tweet, sounds like you may need a hand with the M&A?
LISTEN
1. Greg Volm, whom you worked with at Salesforce.com, suggested I give you a call.
CONNECT
REACH THE RIGHT PERSON AT THE RIGHT TIME WITH THE RIGHT MESSAGE
SalesView: Increase Your Sales Productivity
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CUSTOMER CONVERSATIONSBlogs, Twitter, etc.
TRADITIONAL MEDIA:Company & Contact Data, News, etc.
SOCIAL NETWORKS:LinkedIn, Facebook, etc.
SALES PROSPECTS
INSIGHTS CONNECTIONS ACCESSAGGREGATION
SalesView
REACH THE RIGHT PERSON AT THE RIGHT TIME WITH THE RIGHT MESSAGE
Your Success, Not Just Support
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Comprehensive Portfolio of Services
Consulting• Value-added services• On-boarding and roll-out
+Education
• Role-specific curriculum• Standard and custom options• Remote and on-site
Support• Tiered offerings• Multi-channel support• 24x5 coverage
+
“InsideView’s excellent training and support during roll-out has been critical to our success.”
JIM LANEVP National Accounts Sales Reporting & CRM Solutions, United Healthcare
MARKETING INSIDE SALES FIELD SALES
Increase Sales Productivity: Across the Revenue Cycle
✔ More high quality leads
✔ Shorter sales cycles
✔ Improved win rates
✔ Increased account revenue
✔ Higher renewal rates
✔ Faster pre-call research
✔ Better lead conversion rates
LeadGeneration
Lead Qualification
Opportunity Management
Up-sell &Cross-sell
ME
TR
ICS
SALES LEADERSHIP
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CURRENT PERFORMANCEYEAR-OVER-YEAR PERFORMANCE
Reps Achieving Quota Revenue Win/Loss Rate Lead Conversion Rate
SalesView Users Are More Productive
Source: Peter Ostrow, Aberdeen Group, October 2009 (n:422 Companies)
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Our Customer Growth
• 600+ customers
• 35,000+ end users
“Slam Dunk!”ZDNet / Paul Greenberg
Top 100 Private Software CompanyJMP Securities
The Top Rated ApplicationForce.com AppExchange
14How SalesView is Helping Our Customers
“SalesView enables our sales team to engage with prospects in a deeper, more relevant manner. The insights we gain from SalesView are pivotal in helping us foster and close important deals .”
“We are very excited to have chosen SalesView. Our Sales Executives and their support team are able to easily stay current with news relevant to their accounts and identify additional sales opportunities, without leaving their CRM.”
“Using SalesView, we have reduced the time for our new sales reps to be fully productive by 50%. We have accelerated our customer acquisition rates and increased our incremental customer lifetime value by $500K"
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Product Detail
AggregationSmart Records™ provide complete and accurate profiles
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NameTitleEmailPhone
RelationshipsWork History
Interests
Address
Biography
Emerging Data
NameTitleAddressEmailPhone
Smart RecordsTM
Social Media
NameTitleWork HistoryRelationshipsInterests
Traditional Data
NameTitleAddressBiography
Most complete profiles | Most accurate information | Unique insights from social media
InsightsSmart Agents ™ find the right prospects at the right time
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Our Standard Agents
• Leadership Changes
• Mergers & Acquisitions
• Expanding Operations
• Funding Developments
• New Product Launches
….
Your Custom Agents
• CRM / ERP Initiatives
• Travel Expense Programs
• New Retail Locations
• Competitor Deals
• Product Recalls
….
+ =Selling Opportunities
“Oracle announces new Regional Director of North
American Sales…”
Find the right sales triggers | Know when to engage | Never miss an opportunity
ConnectionsSmart Connections ™ discover key relationships
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+Previous
EmployersReferenceCustomersCoworkers
SALESVIEW
ExistingNetwork
Access existing relationships | Discover new professional relationships | Maximize the power of networks
Access Smart Views ™ deliver intelligence at the point of need
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CRM Mashup
Browser
Optimized interface for sales productivity | Leading CRM integration | Within Accounts, Leads, Contacts, & Opportunities
Differentiation
Social NetworksEmerging Data
ProvidersTraditional Data
Providers
Aggregation
Detailed Business Profiles ✔ ✔ ✔
Detailed Contact Profiles ✔ ✔ ✔
Insights
Alerts on Key Business Events ✔ ✔
Customizable Event Monitoring ✔
Connections
Access to Existing Social Connections ✔ ✔
Discovery of New Business Connections ✔
Access
Native CRM Integration ✔ ✔ ✔
Alerts via Email, Web, Mobile ✔
Differentiation
Social NetworksTraditional
Data Providers
SalesView is the only solution designed for sales productivity
EmergingData Providers
Customer Success
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Our Impact
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“We are very excited to have chosen SalesView. Our Sales Executives and their support team are able to easily stay current with news relevant to their accounts and identify additional sales opportunities, without leaving their CRM. InsideView’s excellent training and support during roll-out has been critical to our success.” VP Global Sales National Accounts Sales
Reporting and CRM Solutions
ConsultingAlignment &Techniques for Improving Sales Productivity
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Value-Added Services
•Quick Start•Territory and Account Planning•Custom List Building•Dashboards for Sales Productivity•Transitioning to Sales 2.0•Coaching
On-BoardingMethodology and Processes For Helping you Realize Value Quickly
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InsideView on-boards most customers in just a few days
Define goals, identify key metrics, and understand trends:• CRM usage• SalesView usage• Sales velocity and conversion metrics
PLANNING
Implement SalesView:•CRM Integration•Configuration•Provisioning•Sales process alignment
IMPLEMENTATION
Train all stakeholdersusing role-basedcurriculum:• Users• Administrators & Managers• Executives
Drive adoption &awareness: • User adoption campaigns• Executive sponsor campaigns
TRAINING, ADOPTION,& AWARENESS
Measure adoptionand value:•User surveys•Regular usage and metrics reviews• Recommendations for improvements
MEASUREMENT &OPTIMIZATION
EducationMultiple Training Options For Your Unique Needs
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Blended Curriculum
✔Relevant✔Tailored✔Anytime, Anywhere!
99% of SalesView TEAM Customers use our training
Foundations
• SalesView Basics • SalesView for Managers• SalesView for Administrators
Advanced
• List Building• Territory and Account Planning• Custom Configuration• SalesView Best Practices
Support
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• Email• 48-hour response
times
• Email• Chat• 24-hour response
times
• Email• Chat• Phone• 12-hour response times• Personal Support Rep• Beta participation• Customer Advisory Board
(CAB) participation
Silver Gold Platinum
Case Studies
CHALLENGE– Prospecting effectiveness– Quality of CRM data
IMPACT– Increased Sales Productivity– Increased Marketing Campaign Effectiveness– 12% increase in pipeline over initial 6 month deployment– 320+% ROI due to additional deals closed – all directly
attributable to prospects discovered through SalesView
Customer Success:
“The breadth and depth of the prospect data, the relevance of the alerts around crucial selling opportunities, and insights into key executive connections, coupled with its powerful CRM mash-up, make SalesView a highly effective sales and marketing productivity enhancer.”
David Fitzgerald, EVP Sales, Marketing and Services
CHALLENGE– Improve sales productivity through acquisition– Accelerate sales cycles
IMPACT– Increased sales productivity leading to incremental sales
cycles delivering $500K in incremental LTV / rep / year– Decreased time to full sales productivity by 50%– Expanded into new geographies more profitably with
accelerated customer acquisition rates
.
“The SalesView mash-up with Salesforce.com gives me great functionality and excellent usability – basically everything I need for boosting sales effectiveness– all in one place. We have realized huge gains in productivity and the sales team is excited!”
Tina Babbi, Vice President Sales and Service Operations
Customer Success:
CHALLENGE– Accelerate research and lead qualification
IMPACT– Reduced pre-call preparation time by 1-2 hours per day per rep – Improved volume-selling through increased call readiness – Improved high-end selling through connections to C-level
executives– Increased relevancy of customer interactions– Increased CRM adoption
“InsideView provides an intelligent solution that enables both high-end selling through connection analysis, especially with C-level executives, and volume-selling by reducing preparation time for calls.”
Alex Saleh, Vice President, Global Sales Operations
Customer Success:
CHALLENGE– Sales team productivity, particularly for new hires– Low adoption of previous sales intelligence tools
IMPACT– 30% increase in productive reps from ‘08 to ’09– 2X faster ramp rate for new hires & new territories– 3X increase in prospect attendance in field events– 100% sales team adoption– Renewed & expanded four times (15->200+ seats)
“The insights we gain from SalesView are pivotal in helping us foster and close important deals.”Jason Solinger, Director, North America Sales
Customer Success:
CHALLENGE– Inaccurate and incomplete sales data – Poor territory management– Complex prospecting process
IMPACT– 200% year-over-year increase in call volume– 240% year-over-year increase in transactions– Nearly 1000% year-over-year increase in actual number of
customers contacted
“SalesView’s ability to sharply increase the data quality being used by the Innotas sales team has led to higher productivity and accelerated sales cycles. Simply put, better data means warmer sales calls – and that’s huge.”
Kevin Kern, VP of Worldwide Sales
Customer Success:
CHALLENGE– Prospect database was obsolete and inaccurate– Needed executive level contacts in target companies
IMPACT– 30% more contacts in contact database– Increased marketing campaign effectiveness – More accurate account data and relevant prospect interactions– 100% sales team adoption
“Our trial with InsideView demonstrated significant value over Hoover’s based on head-to-head tests in several active campaigns. SalesView’s tight integration with our CRM was another key factor in our decision-making. We adopted SalesView even though we still had six months left on the Hoover’s contract.”
Glenn Haertel, Executive Vice President
Customer Success:
CHALLENGE– Aggressive revenue goals– Too few qualified, meaningful leads
IMPACT– 5-10 leads per day per rep via Smart Agents– 50% lead conversion to real opportunities– $200K revenue growth in first 60 days using SalesView
.
“SalesView has helped us zero in on prospects that ultimately materialize into actual opportunities. We have experienced 100 percent adoption by our sales team in a short period of time and envision SalesView becoming a core part of our day-to-day sales efforts.”
James Zagelmeyer, Executive Vice President
Customer Success:
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