Más contenido relacionado La actualidad más candente (20) Similar a Lead Generation Methods 2013 & Market Size Study: Ken Krogue - Founder (20) Más de InsideSales.com (20) Lead Generation Methods 2013 & Market Size Study: Ken Krogue - Founder 2. InsideSales.com Background
Founders Founded: 2002
Market Leader: #1 for B2B
Inside Sales Professionals
Patents: 3, Pending: 6
Location: Provo, UT
Dave Elkington Ken Krogue Annual Growth: 110%+
CEO President
Venture Investors:
– US Ventures
– Hummer Winblad
– Josh James
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3. Forbes Contributor & #1 Blog
Forbes: forbes.com/sites/kenkrogue
Blog: kenkrogue.com
#1 ranked Blog in the world on the
topic of ‘Inside Sales’ and
‘Lead Response Management’
Ken Krogue
President Please join the conversation!
& Founder
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5. PowerSuite TM
PowerDialer™
PowerCall™
PowerText™
PowerSocial™
PowerStandings™
InsideSales.com
Inside Sales Automation &
Predictive Analytics Platform Neuralytics™
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6. Recent Research
2013 Distance
2013 LeadsCon Education
ResponseAudit ResponseAudit
2013 Top Sales 2013 Inside Sales
Challenges Survey Market Size Survey
2012 Dreamforce 2013 Lead Gen
ResponseAudit Methodologies
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8. Dr. Oldroyd Study (while at MIT)
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9. Original 2009 Market Size Study
Inside Sales Industry Growth
.5%
vs
7.5%
15x
Source: 2009 infoUSA/MIT Study
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10. Total and Projected Sales Reps
18
Millions
Outside Sales
16 Inside Sales
14
12
10
8 1.3%
6
4 vs
2
0
2,700,996 2,806,335 2,915,782 3,389,052
3.9%
2011
Source: BLS.gov & 2013 Market Size Study
2012 2013 2020
3x
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11. Projected # of Inside Sales Reps
18
13.5 million
Millions
15,437,000
16 sales reps
14
12
12,047,948
10
10,749,504 Outside Salesmen
8
Inside Salesmen
6
4
2
2,700,996 3,389,052
0
2011 2020 (BLS.gov projected)
Source: BLS.gov & 2013 Market Size Study
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12. Number of Sales Reps
16
Millions
14
12
10
More than 20% of sales
8 reps are pure inside sales
6
4
Outside Salesmen
2 Inside Salesmen
20.2% 20.6%
19.7%
0
2011 2012 2013
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13. Inside Sales Rep Count Total
2.81 Million
Estimated Current
Inside Sales Reps
3.9%
Growth rate for 2013
(1.3% growth for Outside Sales)
2.92 Million
Projected Reps
by the end of 2013
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14. Reps by Selected Industry
Inside Sales Employees Outside Sales Employees
400
Inside
Thousands
300 Sales
same as Inside Sales larger
200 Outside than Outside Sales
Sales
100
0
Source: BLS.gov & 2013 Market Size Study
Copyright © InsideSales.com Inc. All Rights Reserved Source: BLS.gov
15. Sales Team Composition
60%
Inside Sales represents
55%
49% of sales teams
50%
Outside Sales
Inside Sales
45%
49%
48%
45%
40%
2011 2012 2013
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16. Average Headcount Growth
50
45
40 43 43
41
35
36
30 31
25 28
Inside
20 Outside
15
26% Growth
10
5
0
2011 2012 2013
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17. Sales Employment by States, 2011
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18. Inside Sales Growth by Region
31% 37%
52%
50% 30% 33%
21% 29%
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19. Growth of IS Industries 2012
Internet Services / Web Development . . . . . . . . . . . . . . 93%
Software Engineering / Programming . . . . . . . . . . . . . . 83%
Advertising, Public Relations, and Related Services . . . 42%
Transportation, Distribution, and Warehousing . . . . . . . 26%
Consulting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20%
Telecommunications . . . . . . . . . . . . . . . . . . . . . . . . . . . 19%
Manufacturing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16%
Media and Publishing . . . . . . . . . . . . . . . . . . . . . . . . . . 11%
Other Services (Except Public Administration) . . . . . . . 6%
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20. Changing of the guard
Inside Sales vs. Outside Sales
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21. Total Revenue: IS vs OS
$1,800
Thousands
$1,600
$1,400
$1,200
$1,000
Inside Sales
$800
Outside Sales
$600
$400
$200
$-
2010 2011 2012 2013 2014
Source: 2013 Market Size Study
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22. Quota Attainment: IS vs OS
85%
84%
83%
82%
81%
80% Inside
79% Outside
78%
77%
76%
75%
2010 2011 2012 2013 2014
Source: 2013 Market Size Study
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23. Sales Team Models
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24. Common Team Models
55%
Specialists and Semi-Specialists
are the most commonly used
50%
45%
40%
Semi-Generalist
Semi-Generalist
Semi-Generalist
Semi-Specialist
Semi-Specialist
Semi-Specialist
Generalist
Generalist
Generalist
Specialist
Specialist
Specialist
35%
30%
2011 2012 2013
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25. Quota by Team Model
80%
Specialists and Semi-Specialists
70% attain their quota more often
60%
50%
40%
Semi-Generalist
Semi-Generalist
Semi-Generalist
30%
Semi-Specialist
Semi-Specialist
Semi-Specialist
20%
Generalist
Generalist
Generalist
Specialist
Specialist
Specialist
10%
0%
2011 2012 2013
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26. Most Used Methods of Lead Generation
1 Company Web site 15 Telemarketing
2 Email 16 Seminars
3 Tradeshows, Conferences 17 Online Display Ads
4 LinkedIn 18 Online Video
5 Inside Sales 19 Google+
6 Facebook 20 Rich media
7 Sponsorships 21 Radio
8 Search Marketing 22 TV Advertising
9 Webinars, Webcasts 23 Virtual, On-Demand Events
10 Print Advertising 24 Other Web 2.0 Tools
11 Twitter 25 Pinterest
12 Direct Mail 26 Outdoor Media
13 Blogs 27 Other
14 Public Relations
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27. Most Effective Business Awareness
1 Company Web site 15 Telemarketing
2 Email 16 Twitter
3 Tradeshows, Conferences 17 Online Video
4 Inside Sales 18 Online Display Ads
5 Linkedin 19 Google+
6 Webinars, Webcasts 20 Rich media
7 Sponsorships 21 Radio
8 Search Marketing 22 TV Advertising
9 Facebook 23 Virtual, On-Demand Events
10 Blogs 24 Other Web 2.0 Tools
11 Direct Mail 25 Pinterest
12 Seminars 26 Outdoor Media
13 Print Advertising 27 Other
14 Public Relations
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28. Most Effective Lead Generation
1 Company Website 15 Public Relations
2 Email 16 Twitter
3 Tradeshows, Conferences 17 Online Display Ads
4 Inside Sales 18 Online Video
5 Webinars, Webcasts 19 Google+
6 Linkedin 20 Rich media
7 Search Marketing 21 Radio
8 Sponsorships 22 TV Advertising
9 Direct Mail 23 Virtual, On-Demand Events
10 Seminars 24 Other Web 2.0 Tools
11 Telemarketing 25 Other
12 Blogs 26 Pinterest
13 Facebook 27 Outdoor Media
14 Print Advertising
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29. Method Most Used
Website 1
Email 2
Tradeshow 3
LinkedIn 4
Inside Sales 5
Facebook 6
Sponsorships 7
Search Marketing 8
Webinars 9
Print 10
Twitter 11
Direct Mail 12
Blogs 13
PR 14
Telemarketing 15
Seminars 16
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Online Display Ads 17
30. Method Awareness
Website 1
Email 2
Tradeshow 3
Inside Sales 4
LinkedIn 5
Webinars 6
Sponsorships 7
Search Marketing 8
Facebook 9
Blogs 10
Direct Mail 11
Seminars 12
Print 13
PR 14
Telemarketing 15
Twitter 16
Online Video 17
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Online Display Ads 18
31. Method Lead Gen
Website 1
Email 2
Tradeshow 3
Inside Sales 4
Webinars 5
LinkedIn 6
Search Marketing 7
Sponsorships 8
Direct Mail 9
Seminars 10
Telemarketing 11
Blogs 12
Facebook 13
Print 14
PR 15
Twitter 16
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Online Display Ads 17
32. Method Most Used Awareness Lead Gen Variance
Website 1 1 1 0
Email 2 2 2 0
Tradeshow 3 3 3 0
LinkedIn 4 5 6 -2
Inside Sales 5 4 4 +1
Facebook 6 9 13 -7
Sponsorships 7 7 8 -1
Search Marketing 8 8 7 +1
Webinars 9 6 5 +4
Print 10 13 14 -4
Twitter 11 16 16 -5
Direct Mail 12 11 9 +3
Blogs 13 10 12 +1
PR 14 14 15 -1
Telemarketing 15 15 11 +4
Seminars 16 12 10 +6
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Online Display Ads 17 18 17 0
33. Business Awareness High Use
280
High
Website
Email
Tradeshow
Business Awareness
Inside Sales
140
Low
0
0 Low 75 High 150
Use
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34. Business Awareness Low Use
280
High
Business Awareness
140
Other
Outdoor Media
Pinterest
Other Web 2.0
Low
On-Demand Events
0
0 Low 75 High 150
Use
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35. Business Awareness Under-Used
280
High Webinars
Search Marketing
Business Awareness
Sponsorships
140
Seminars
Low
Public Relations
Telemarketing
0
0 Low 75 High 150
Use
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36. Business Awareness Over-Used
280
High
Business Awareness
Linkedin
140
Facebook
Direct Mail
Low
Print Ads
0 Twitter
0 Low 75 High 150
Use
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37. Lead Generation High Use
240
High
Website
Email
Tradeshow
Lead Generation
Inside Sales
120
Low
0
0 Low 75 High 150
Use
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38. Lead Generation Low Use
240
High
Lead Generation
120
Other
Outdoor Media
Pinterest
Other Web 2.0
Low
On-Demand Events
TV Advertising
0
0 Low 75 High 150
Use
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39. Lead Generation Under-Used
240
High Webinars
Search Marketing
Lead Generation
120
Seminars
Low
Telemarketing
0
0 Low 75 High 150
Use
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40. Lead Generation Over-Used
240
High
Lead Generation
120
Linkedin
Facebook
Low
Print Ads
0 Twitter
0 Low 75 High 150
Use
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41. Tools Used by Inside Sales Reps
Calendaring List/Lead Providers
Appointment Setting CRM
Coaching Social Media
Incentives ACDs
Dialers Dashboards
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42. Tools: Most Used
Tools Using
Calendaring Tools 92%
CRM 80%
Conferencing / Presentation Software 70%
Social Media Tools 67%
Reporting / Dashboard Tools 66%
Compensation / Commission / Incentive Tools 65%
List / Lead Providers 57%
Training Tools 52%
Coaching Tools 45%
Appointment Setting Tools 34%
ACDs (Automated Call Distributers) 13%
Dialers 13%
IVRs (Interactive Voice Recognition) 8%
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43. Tools: Most Used
Plan to
Tools Use
Training Tools 25%
Coaching Tools 25%
Appointment Setting Tools 19%
Reporting / Dashboard Tools 19%
Social Media Tools 18%
Dialers 17%
Compensation / Commission / Incentive Tools 16%
List / Lead Providers 15%
Conferencing / Presentation Software 14%
CRM 11%
ACDs (Automated Call Distributers) 10%
IVRs (Interactive Voice Recognition) 9%
Calendaring Tools 4%
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44. Tools: Most Used
Don't Plan
Tools to Use
IVRs (Interactive Voice Recognition) 83%
ACDs (Automated Call Distributers) 77%
Dialers 70%
Appointment Setting Tools 47%
Coaching Tools 30%
List / Lead Providers 28%
Training Tools 23%
Compensation / Commission / Incentive Tools 19%
Conferencing / Presentation Software 16%
Social Media Tools 15%
Reporting / Dashboard Tools 15%
CRM 9%
Calendaring Tools 5%
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45. Tools: Highest Quota Attainment
% of
Tools Quota
Coaching tools 77%
Compensation / Commission / Incentive Tools 76%
Training Tools 76%
Calendaring Tools 76%
Reporting / Dashboard Tools 76%
Dialers 76%
CRM 75%
List / Lead Providers 75%
Appointment Setting Tools 75%
Social Media Tools 75%
Conferencing / Presentation Software (e.g. WebEx, GoToMeeting) 73%
IVR - Interactive Voice Recognition 73%
ACD - Automated Call Distributer 70%
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46. Tools: Highest Quota Attainment
Don't
Plan to Plan to % of
Tools Using Use Use Quota
Calendaring Tools 92% 4% 5% 76%
CRM 80% 11% 9% 75%
Conferencing / Presentation Software 70% 14% 16% 73%
Social Media Tools 67% 18% 15% 75%
Reporting / Dashboard Tools 66% 19% 15% 76%
Compensation / Commission / Incentive Tools 65% 16% 19% 76%
List / Lead Providers 57% 15% 28% 75%
Training Tools Under-Utilized Tools 52% 25% 23% 76%
Coaching Tools 45% 25% 30% 77%
Appointment Setting Tools 34% 19% 47% 75%
ACDs (Automated Call Distributers) 13% 10% 77% 70%
Dialers 13% 17% 70% 76%
IVRs (Interactive Voice Recognition) 8% 9% 83% 73%
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47. Tools: By Industry 2012
Average Spent on Average Quota
Tools / technology Per IS Rep
per IS Rep in 2012
Internet services/web development $7,487 $290,395
Software Engineering/Programming $6,841 $138,385
Manufacturing $12,512 $117,212
Consulting $4,815 $80,443
Telecommunications $21,517 $30,694
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48. Inside Sales vs Outside Sales 2011
Inside Sales Outside Sales
Other Other
Commute 10% Commute 9%
3% 2%
Travel
2% Travel
Onsite 12% Remote
6%
45%
Remote Onsite
79% 32%
Source: 2011 InsideSales.com, 2ND SURVEY
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49. Inside Sales vs Outside Sales 2013
Inside Sales Outside Sales
Commuting Meetings Commuting
Meetings and Travel and Other and Travel
and Other 8% Travel Activities 7%
Activities 4% 20%
Travel
24%
16%
Onsite
6%
Onsite Remote
Remote 34% 23%
58%
Source: 2013 Market Size Study
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50. ResponseAuditTM
Avg
% Responded Response Avg
by Phone or Time by Response
Companies Email Phone Attempts
Dreamforce 2009 2,875 39.9% 41:07 1.07
Avg
Cloudforce 2010 472 30.7% 40:28
49:49 1.32
LeadsCon East 2010 57 35.1% 56:05 2.00
Dreamforce 2011 3,051 51.4% 57:28 1.20
AA-ISP 2011 159 54.7% 40:24 2.60
AA-ISP 2012 696 64.2% 39:20 2.05
Dreamforce 2012 2,148 55.0% 38:30 1.57
Distance Education 69 73.0% 24:18 3.48
LeadsCon 2013 311 49.8% 17:17 1.63
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InsideSales.com
51. ResponseAuditTM
Avg
% Responded Response Avg
by Phone or Time by Response
Companies Email Phone Attempts
Dreamforce 2009 2,875 39.9% 41:07 1.07
Avg
Cloudforce 2010 472 30.7% 49:49 1.88
1.32
LeadsCon East 2010 57 35.1% 56:05 2.00
Dreamforce 2011 3,051 51.4% 57:28 1.20
AA-ISP 2011 159 54.7% 40:24 2.60
AA-ISP 2012 696 64.2% 39:20 2.05
Dreamforce 2012 2,148 55.0% 38:30 1.57
Distance Education 69 73.0% 24:18 3.48
LeadsCon 2013 311 49.8% 17:17 1.63
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2007-2012 ResponseAudit Research Studies – InsideSales.com
52. Average First Call Time by Study
48
38:30
36 31:44
27:44
Hours
24:18
24 21:50
17:17
12
0
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53. Average # of Attempts by Study
4
3.48
Number of Attempts
3
2.22
2 1.63 1.48 1.36 1.29
1
0
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54. Top Performers (First Call Under 5 Mins)
1 5 9
2 6 10
3 7 11
4 8 12
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55. Come Meet us at our Booth #517
Get 3 New Research Studies
And See Your Response Times!
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56. Join InsideSales.com Tomorrow
Session: Wring
the Most Value Out of Your
Leads and the Metrics Behind It
Date: Wednesday, March 20th
Time: 3:00PM – 3:45PM
Room: Events Center C-3 David
Elkington
CEO and Co-
founder
InsideSales.com
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57. Connect with me!
eMail: kk@insidesales.com
Forbes: forbes.com/sites/kenkrogue
Blog: kenkrogue.com
LinkedIn: linkedin.com/in/kenkrogue
Twitter: @kenkrogue
Ken Krogue
President
& Founder
Copyright © InsideSales.com Inc. All Rights Reserved
59. Come Meet us at our Booth #517
Get 3 New Research Studies
And See Your Response Times!
Copyright © InsideSales.com Inc. All Rights Reserved
60. Join InsideSales.com Tomorrow
Session: Wring
the Most Value Out of Your
Leads and the Metrics Behind It
Date: Wednesday, March 20th
Time: 3:00PM – 3:45PM
Room: Events Center C-3 David
Elkington
CEO and Co-
founder
InsideSales.com
Copyright © InsideSales.com Inc. All Rights Reserved
61. Connect with me!
eMail: kk@insidesales.com
Forbes: forbes.com/sites/kenkrogue
Blog: kenkrogue.com
LinkedIn: linkedin.com/in/kenkrogue
Twitter: @kenkrogue
Ken Krogue
President
& Founder
Copyright © InsideSales.com Inc. All Rights Reserved
Notas del editor 6 elements of PowerDialer Screen (EVERY FEATURE LINKED TO BENEFIT – TELL WHY IT IS COOL)- Tic sheet – lets reps see their activities and metrics for the day, actually driving performance and competition- CRM Object : you can call on leads, accounts, opportunities, and cases – events and tasks. Not just lead gen team but sales and support and admins. Productivity - For any job function- Record statistics - see exactly what has happened while on the phone – real time visibility – save time in research - one place to see what is going on. Only company with phone stats in the Saleforce reporting - Call controls – buttons – go for sizzle, record, hold, voice message, - benefit, this is the power tools of the system, incredibly convenient and powerful- Action list – send an email, set callbacks, schedule and manager calendar – streamline more actions and productivity tools with a single point for your workspace. Local Presence- Call result – where you record the result of the call. We separate out the linear process from the transactional process. If you have managed the lead process you have seen the train wreck of mixing the call result and your lead status. You can track every call result, (Busy, Connects, No Answers, etc.) and let you manage the progression in the sales process in your lead status. Example? Benefit is we store these natively in Salesforce! You won’t see that on any other platform.Recent calls – Let’s you quickly go back to recent activity. A key feature our enterprise customers requested. Don’t waste time searching to go back. Trish Bertuzzi at The BridgeGroup has been surveying inside sales groups for yearsIn 2007 she found her average inside sales group was 5 reps, in 2009 it was 12 reps! That’s 140% growth Adjusted to exclude 87% of retail (total retail = 8 million in 2011; 1 M of which are included in these figures), and the food service industry Data shows that new jobs are more or less evenly distributed between inside and outside sales (with slightly more jobs created through inside sales), though outside sales are increasingly using more inside sales techniques Left out East South Central region because of insufficient data Only industries w/ enough valid data Shows the % of companies that use that model How much quota on average each model attains