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

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