Ken KroguePresident / Founder

High Velocity Road Tour 2013

Ken Krogue: InsideSales.com Founder, Forbes Author and #1 Blog

www.InsideSales.com/Insiderwww.KenKrogue.com

Top ranked blog globally on ‘Inside Sales’ Ken Krogue

President and Founder

Inside Sales is Remote Sales

or

Professional Sales done Remotely

World’s Largest Inside Sales Virtual Summit

#salessummit

The Inside Sales

Revolution

“We’ve got to think differently”

“Your goal isn’t to buy players, our goal should be

to buy wins”

“System has worked for years”

“Winning = getting runs”

Ironman is a registered trademark of Marvel Studios & Paramount Pictures

Man

+ M

achi

ne

Man

+ M

achi

ne

Ironman is a registered trademark of Marvel Studios & Paramount Pictures

Sal

es T

eam

Mod

els

Sales-by-numbers is the new smart

Last 3 years

Inside Sales Market

Sales Revolution

Inside Sales

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

“

”

• More Efficient• Buyer Preference• Employee Lifestyle

Inside Sales

Revolution Why?

Inside Sales Industry Growth 2013

2011 2012 2013 202002468

101214

Outside Sales Inside Sales

Mill

ions

3x Growth

1.3%

3.9%

BLS.gov & 2013 Market Size Study

2008 2009 2010 2011 20122.002.252.502.753.003.253.503.75

Outside Sales Inside Sales

Mill

ions

Original 2009 Market Size Study

15x Growth

Inside Sales Industry Growth 2009

0.5%

7.5%

Outside vs Inside vs Retail 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

Inside vs Outside by Industry

Man

ufac

turin

g

Trans

porta

tion

Softw

are

Teleco

mm

unica

tions

Financ

e

Techn

ical S

ervic

es

Man

agem

ent C

onsu

lting

Adver

tising

/ PR

Educa

tion

Health

care

0

100,000

200,000

300,000

400,000

Inside Sales Employees Outside Sales Employees

Inside Sales same as Outside Sales

Inside Sales larger than Outside Sales

US Total Growth of Inside Sales

2011 2012 2013 2014 2015 2016 2017 2018 2019 20200.0

0.5

1.0

1.5

2.0

2.5

3.0

3.5

Non

-Ret

ail I

nsid

e Sa

les

Reps

(Mill

ions

)

42,400 New Inside Sales Reps Per Year

Trish Bertuzzi says …

Trish BertuzziPresident & Chief StrategistThe Bridge Group

54% increase in demand for lead gen reps20% more rookies in 2013

Biggest issues:1- Leads2- Hiring3- Reaching busy decision makers

Mar

ketin

gPro

fsJu

ly 2

3, 2

013

0% 50% 100%0.0

0.5

1.0

Company Website

EmailTradeshows

Inside Sales

LinkedIn

Facebook

Direct Mail

Print Advertising

Sponsorships / Associa-tions

Search MarketingWebinars

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

Usage

Eff

ec

tiv

en

es

s

Under-used

Little Used Overused

Established Value

Effe

ctiv

e Le

ad

Mod

els

Run salesby the numbers –

Not Just Intuition

Original Lead

Response Managemen

t Study

200,000+

Conversion Rates

100.0%

46.9%

24.9%

15.9%

3.9%

New .

Attempting Contact

Contacted / Appt Set

Qualified

Closed

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

Optimal Amount & Type of Contacts• 8 Dials• 6 Web visits• 3 Voicemails• 3 Emails• 3 Social Media• 1 Text Reminder• 24 Total

Companies

AvgResponse Time by Phone

Percent Respondedby Phone or Email

Avg Response Attempts

Avg

39:22

Res

pons

eAud

it T

M

Event

Companies

AvgResponse Time by Phone

Percent Respondedby Phone or Email

Avg Response Attempts

Avg

1.51

Res

pons

eAud

it T

M

Event

Res

pons

eAud

it T

M

What would your CEO think?

• 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

Illusory Superiority

Photo: sleightsofmind.com

25% think they respond in 5 minutes

or lessOnly 5% actually do

More Illusions

5+ response attempts 24%

0 attempts 42%

---------------------------------------------------• 34% think 5+ attempts 10% do

• 11% think 1 attempt 24% do

Join The Wave

Questions?