The Inside Sales Revolution - Ken Krogue
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Presentation given at the High Velocity Sales Tour. For more information, please visit: http://www.insidesales.com Ken Krogue - President & Founder at InsideSales.com http://www.linkedin.com/in/kenkrogue Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
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The Inside Sales Revolution - Ken Krogue
- 1. Ken Krogue President / Founder High Velocity Road Tour 2013
- 2. www.InsideSales.com/Insider www.KenKrogue.com Top ranked blog globally on „Inside Sales‟ Ken Krogue President and Founder
- 5. #salessummit
- 9. Ironman is a registered trademark of Marvel Studios & Paramount Pictures Man+Machine
- 10. Man+Machine Ironman is a registered trademark of Marvel Studios & Paramount Pictures
- 11. SalesTeamModels
- 13. Last 3 years Inside Sales Market
- 15. We … proved that [inside sales] could win a high close rate at one-third the cost and in one-third the time as the traditional selling model. Mark Benioff – Behind the Cloud “ ”
- 16. • More Efficient • Buyer Preference • Employee Lifestyle
- 17. 0 2 4 6 8 10 12 14 2011 2012 2013 2020 Millions Outside Sales Inside Sales 1.3% 3.9% BLS.gov & 2013 Market Size Study
- 18. 2.00 2.25 2.50 2.75 3.00 3.25 3.50 3.75 2008 2009 2010 2011 2012 Millions Outside Sales Inside Sales Original 2009 Market Size Study 0.5% 7.5%
- 19. 19.8% 19.1% 18.8% 18.9% 20.4% 20.5% 21.0% 21.1% 59.8% 60.4% 60.2% 60.0% 0% 10% 20% 30% 40% 50% 60% 70% 2011 2012 2013 2014 Outside Inside Retail
- 20. 0 100 200 300 400 Thousands Inside Sales Employees Outside Sales Employees Inside Sales same as Outside Sales Inside Sales larger than Outside Sales
- 21. 0.0 0.5 1.0 1.5 2.0 2.5 3.0 3.5 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 Non-RetailInsideSales Reps(Millions) 42,400 New Inside Sales Reps Per Year
- 22. Trish Bertuzzi President & Chief Strategist The Bridge Group 54% increase in demand for lead gen reps 20% more rookies in 2013 Biggest issues: 1- Leads 2- Hiring 3- Reaching busy decision makers
- 24. Company Website Email Tradeshows Inside Sales LinkedIn Facebook Direct Mail Print Advertising Sponsorships / Associations Search Marketing Webinars Twitter Blogs Public Relations Telemarketing Online Display Ads Online Video Executive Events Google+ Rich Media Radio TV Advertising Outdoor Media Pinterest Other Web 2.0 Tools Virtual, On-Demand Events 0.0 0.5 1.0 0% 50% 100% Effectiveness Usage Underused Little Used Overused Established Value EffectiveLeadModels
- 28. Conversion Rates 100.0% 46.9% 24.9% 15.9% 3.9% New . Attempting Contact Contacted / Appt Set Qualified Closed
- 29. Conversion Rates by Source New . Attempting Contact Contacted / Appt Set Qualified Closed 100.0% 76.4% 10.2% 2.3% 0.2% Lists 100.0% 50.3% 40.7% 38.1% 7.3% Referrals 100.0% 51.5% 23.1% 18.7% 1.8% Search / Web 100.0% 38.4% 10.8% 3.3% 0.6% Tradeshow 100.0% 40.6% 34.0% 16.8% 0.4% Paid Leads 100.0% 22.7% 21.9% 16.1% 0.5% Inbound Leads New . Attempting Contact Contacted / Appt Set Qualified Closed
- 30. • 8 Dials • 6 Web visits • 3 Voicemails • 3 Emails • 3 Social Media • 1 Text Reminder • 24 Total
- 31. Companies Avg Response Time by Phone Percent Responded by Phone or Email Avg Response Attempts Avg 39:22 ResponseAuditTM Event
- 32. Companies Avg Response Time by Phone Percent Responded by Phone or Email Avg Response Attempts Avg 1.51 ResponseAuditTM Event
- 33. ResponseAuditTM
- 34. • Only 27% of leads get contacted … ever! • Only 52.5% of leads get attempted … ever! • Sales reps give up after 1.51 attempts … What is possible? • 92% of leads contacted for 2.5 years • 3.4X more results from the same spend
- 37. 5+ response attempts 24% 0 attempts 42% --------------------------------------------------- • 34% think 5+ attempts 10% do • 11% think 1 attempt 24% do
- 39. Questions?
Editor's Notes
- An effectiveness index was calculated which was 2 * (% that ranked it highly effective) + (% that ranked it somewhat effective) – (% that ranked it not very effective) – (2 * % that ranked it ineffective). Results were then ranked according to this metric. The y-axis shows the percentile between 0 and 1 of that rank. Adoption rate (the x-axis) simply shows the percentage of respondents who said they use that tactic.