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ISDC Intro

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by

tyler swinyard

on 19 November 2016

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Transcript of ISDC Intro

{
Inbound Lead Response Time
CLOSE RATE BY INDUSTRY
DEAL SIZE BY INDUSTRY
CUSTOMER VALUE BY INDUSTRY
CONVERSION INCREASE BY DIAL
CONVERSION BY DIAL BY INDUSTRY
ADDITIONAL REVENUE PER DIAL
INDUSTRY CONV. RATE PER EMAIL
CONVERSATION RATE VOICEMAILS
CONVERSATION DAYS TO CONTACT
INDUSTRY AVERAGES: How do you compare?
Industry averages
Best practices
Our Research: Over 8 Billion Activities Analyzed
Communication Types Responded to Daily
Inbound Lead Response Time Medians
How do you compare?
Optimum response time for inbound web leads
When time are contacts most likely?
What is the Best Number on Caller ID?
Perception V.S. Reality in Data
Top Inside Sales Challenges Survey Results, 2013
*Median Averages: How do you compare?
Methods
Best Days
Best Times
AVG. Response
Best Response
Contacts In thousands
Hour of Day
164% more likely
to make contact
a.m.
a.m.
a.m.
a.m.
p.m.
p.m.
p.m.
p.m.
p.m.
p.m.
p.m.
4-5 p.m.
V.S.
1-2 p.m
Contacts made from first dial
Day of Week
Monday
Tuesday
Wednesday
Thursday
Friday
Healthcare
Retail
Manufacturing
Software
Total Median
Education
Finance
Business Service
Medical
Telecommunications
Original Request Time
Sales Team Response Time
2:05
1:55
1:51
1:05
1:02
0:56
0:56
0:44
0:35
0:16
Enterprise grade email tracking
Best Caller ID
Best Persistence
Perception
Immediacy
Call V.S. Email
Persistency
First Response
Top Challenges
Recipients are 38% more likely to answer a call from an unfamiliar number if it has a
local caller ID
.
(58% more likely compared to blocked or toll-free caller ID)
(25% more likely compared to out of state caller ID)
First voicemail and first email
No voicemail or email
No voicemail or email
Voice 2 and Email 2
No voicemail or email
Voicemail 3 and Email 3
CALL 1:
CALL 2:
CALL 3:
CALL 4:
CALL 5:
CALL 6:
LIST
INTEREST, WANTS EDUCATION, NO URGENCY
First voicemail and first email
No voicemail or email
No voicemail or email
No voicemail or email
Voicemail 2 and email 2
No voicemail or email
No voicemail or email
No voicemail or email
Voicemail 3 and Email 3
CALL 1:
CALL 2:
CALL 3:
CALL 4:
CALL 5:
CALL 6:
CALL 7:
CALL 8:
CALL 9:
LEAD
NEED, WANTS TO BUY, URGENCY
*Varies by industry
leadership challenges
rep challenges
size of organization
sales models
Predictive Analytics
predictive
model

Reduce guessing
Stastical modeling using experience to predict the future behavior of individuals.
v
(data)
historical
data
predective
modeling
record characteristics
Better Decisions
Neuralytics
Sales Indicator
Vision
NextCall
LocalPresence
Inbound Management
Data Analysis
PowerStanding
Neuralytics
A multi-tiered predictive analytics engine. It processes massive and complex data sets in order to produce simple insights and directives that eliminate guessing and help your sales teams increase contact rates. 70% of the data is based on external variables.
Predictive Model
Sales Indicator
Enables sales managers to hire the best salespeople for their teams.
Uses patented predictive analytics technology to create a customized scoring model for your organization.
Displays predictions about a candidates likey quota attainment as compared to proven score ranges from current team members.
Visualize and gain insight into what character traits drive team and individual performance for specific team profiles.
empathy
reselence
ambition
openess
OPEN NOTIFICATIONS
ATTACHMENT NOTIFICATIONS
WEBSITE VISIT NOTIFICATIONS
CLICK-THROUGH NOTIFICATIONS
powertrack
embeded
recipitiant
email habits
automated
feedback
email
sent
enhanced visibility
Included Standard Reports
CORRECT CONTACT BY TIME
TIME ZONE
LEAD PROGRESSION
TIME ZONE CALL RESULTS

TIME ZONE CALL RESULTS LAST 90 DAYS

AGENTS LIST PROGRESSION

OUTBOUND CALLS THIS WEEK
OUTBOUND CALLS LAST MONTH
EMAILS SENT THIS MONTH
CALLBACKS THIS WEEK
LEAD STATUS PROGRESSION BY TALK TIME
LEAD STATUS PROGRESSION BY DIAL
CALL RESULTS BY AGENT
LEAD SOURCES CALL RESULTS BY DIAL
LEAD SOURCES % OF LEADS WORKED
INBOUND CALLS BY AGENT
INBOUND CALLS BY HOUR OF DAY
INBOUND CALLS BY ACD
CALL RESULTS
THIS MONTH
LEAD SOURCES PROGRESSION BY DIAL
CALL RESULTS BY DIAL ATTEMPT

TALK TIME BY CALL RESULT

CALL RESULT AT EACH DIAL

WORK TIME BY AGENT

RING TIME BY AGENT

LEAD PROGRESSION BY AGENT

AGENTS LEAD PROGRESSION AT EACH DIAL
Automated Metrics
Calls
result
duration
recording
ring time
callback set
date & time
Type
Reps
outbound status
inbound status
inactivity status
Emails
Sent
Opened
Logged
Custom
additional reporting
kpi's
Dial
number
Location
identified
local phone connected
(303) ...
(409) ...
(510) ...
Call IVR & ACD routing interface
sales pipeline
pipeline with
sales acceleration

http://www.forbes.com/sites/kellyphillipserb/2014/11/18/top-ten-area-codes-making-spam-calls-are-they-dialing-you-up/
"Top 10 Area Codes for Spam"
1) 313 - Detroit
2) 713 - Houston
3) 954 - Ft. Lauderdale
4) 404 - Atlanta
5) 484 - Pennsylvania
6) 407 - Orlando
7) 214 - Dallas
8) 202 - Washington D.C.
9) 972 - Dallas
10) 205 - Birmingham
rep surveys
sucess model
sucess predictions
Employee
CRM data
Revolutionary. Accurate. Predictive.
Sales Accelearation Platform
new record
create record
assign to rep
record lookup
attempt contact
contact
qualify
voice message
review context
send email
create task
update record
response
{
ISDC w/ SFDC
sfdc
progress
record criteria
Scoring Criteria
Sorting Output
+
+
+
Increase contact rate

Lower cost
=
+
=
=
+
immediate response
ELF
LMP
NextCall
NeuralView
Click-to-Call
Local Presense
Power Standing
hire sales talent
new process
Neurolytics
NextCall
Absolute Automation
NextCall +
Absolute Automation
Vision
Sales
Indicator
IDX
Data-driven success
email opens
link clicks
attachment views
outbound
Know and WHEN your emails are read.
CALL RESULTS
AT EACH DIAL
Leader in sales acceleration technology:
customers
Top 100
25 Patents
$140m Funding
Polaris Partners
KCBP
USVP
Hummer Winbland
No. 1 Social
Stakeholders
{
{
Hire Power
Market position
400 Real-Time External Variables

Gamification Mechanics
Sales Acceleration
NextCall Plus
lists
Automatic KPIs
Acheivements
Challenges
Throwdowns
GAME MECHANICS:
goals
rules
participitation
real-time feedback
Intelligent Communications
Hiring & Motivation
Statistical Analytics
Data Visualization
Platform intro
custom database
priorities
$12.8 Billion technology spend
Over 3,000 customers
40,000 sales-users
Explosive growth
The industry leader in sales acceleration
frames
videos
Saleforce.com pricing
ISDC w/ LMP
+
+
=
Stastical modeling
peer to peer competition
Includes over 260 phone numbers.
Mobile Support
intervals
types
NextCall Plus:
Experience up to 70% increase in contact rate
LocalPresence:
Campaigns
WINS
emails received
email
attachments
new leads
new contacts
emails
sent
Absolute Automation
Save time and maintain perfect email integrity.
#1 rated productivity on AppExchange Marketplate
Automation
next steps:
Increase pickup rates by up to half!
reduce rep fatigue
collect data metrics
"We believe science has the power to radically transform and accelerate sales."
-Dave Elkington, CEO
insidesales.com
Plus 2¢ per minute
*Plus 2¢ per minute
Plus 2¢ per minute
Plus 2¢ per minute
Plus 2¢ per minute
Implementation
Current Process
What is your organizations sales process?
Level 1 - Individual rep processes
Level 2 - Informal company process
Level 3 - Formal company process
Level 4 - Dynamic company process
Inbound:
Immediate Response
Call Blending
"We grew revenues 3X by driving call volumes and improving dial-to-connect rates by 37%."

—Russ Hearl, DoubleDutch
=
Increase productivity with less effort
NextCall:
Voicemail Templates
Email Templates
Capture Call Outcomes
Automate Connections
Manage Activities
Automate Data
Science has the power to transform sales.
https://hbr.org/2011/03/the-short-life-of-online-sales-leads
The sales math that matters the most:
ROI
Attempts
Closes
Conversions
Deal Size
Conversions
Attempts
x
Contact Rate
Volume
Conversion Rate
$ ACV
x
x
Predictable Revenue
1. Identify your leads
Sales 2.0:
2. Specialize
3. Energize your people
Trust
Care
Communication
Transparency
Challenge
Mastery
Contribution
Reward
Short contests
Encouragement
Support
Positive Feedback
First 24 hours
user adoption begins
schedule end user adoption training
introductions and road map
implementation specialist
account manager
sales representative
sales engineer
implementation team setup
set first 6 sessions
admin
manager
sales accelerator
Kickoff
Sales engineer
Solutions architect
Success Manager
Implimentation Manager
Full transcript