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Leveraging Science To Predict The Best Leads
Science holds the key to unlocking human potential
HOW DO YOU KNOW A GOOD LEAD?
Communication Data Visualization
Prediction Gamification
Sales Acceleration Platform
SALES ACCELERATION PLATFORM
• Predictive Analytics
• Machine Learning
• NeuralView
• Scenarios
AGENDA
PREDICTIVE ANALYTICS
Extracting information from data and using it to predict trends or behavioral patterns
54% of C-Suite executives believe that boosting sales is a top advantage of predictive analytics* Gartner has found that predictive analytics as a market segment is growing at a CAGR of 26%.
*SAP
PREDICTIVE ANALYTICS
This market segment is gaining so much speed that it has given rise to the position of CDO. First created in 2003, by 2015 est. 50% of Fortune 500 companies will have one.*
PREDICTIVE ANALYTICS
*Data Blueprint
• Research provides best practices
• Average contact time: 46 Hours
• 73% of web generated leads never contacted
IMMEDIATE RESPONSE
• Enhances contact rates
• Increase contact rates by up to 25% when switching from a long distance number
• Increase contact rates by up to 38% when switching from a traditional 800 number
LOCALPRESENCE
MACHINE LEARNING
Field of study that gives computers the ability to learn without being explicitly programmed
MACHINE LEARNING
NEURALVIEW
MARKETING VS. SALES
400+ Data Points • Record Attributes • Interactions • Stock Market • Lunar • Holiday • Weather • Web Ranking
NEURALYTICS® DATA
• Customized predictive models starting day one
• Generalized model
• Continual learning
NeuralView
• Identifies leads with high likelihood to qualify and close
• Neural network provides unique scores per customer
• Accommodates custom Fields
• Continues analysis according to new data
NeuralView
Typical List
• Model Scores Likelihood to Contact
• Operates on Seek List • Uses Updated Information to
Re-Sort Hourly • Relevant Data is Refreshed
Multiple Times per Day
NeuralView
Typical List = High Contactability NeuralView
• Model Scores Likelihood to Contact
• Operates on Seek List • Uses Updated Information to
Re-Sort Hourly • Relevant Data is Refreshed
Multiple Times per Day
Neural Sort = High Contactability
• Model Scores Likelihood to Contact
• Operates on Seek List • Uses Updated Information to
Re-Sort Hourly • Relevant Data is Refreshed
Multiple Times per Day
NeuralView
Shelly Sales Ops
Leads the sales department. Wants reps working the best leads, and is always looking for ways to improve sales performance.
SCENARIO #1
$400-$2000 Average Cost to Qualify
7,000 Average Leads Worked per Month
LEAD SOURCE
Jennifer Mid-Market Sales Manager
Leads the mid-market sales team. Wants reps working the best leads, and is always looking for ways to improve sales performance.
SCENARIO #2
Dial Through List
Study Results
Create Seek List
Decide New Criteria
Synthesize Information
IDEAL POWERDIALER WORKFLOW
Dial Through List
Study Results
Create Seek List
Decide New Criteria
Synthesize Information X X
HOW DOES JENNIFER USE POWERDIALER?
THE RESULT
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10
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Data
WHY?
THE NEW CRITERIA
NEURALSORT
Mark Mid-Market Fronter Mark is new and works hard, but resists change in his workflow, because he feels like new technology slows him down.
SCENARIO #3
NEW FRONTER WORKFLOW
Cameron Enterprise Closer Cameron is an experienced closer. He is much less directed, and largely decides who he calls and when.
SCENARIO #4
NeuralView
Communication Data visualization
Prediction Gamification
PLATFORM INTEGRATION
• Currently in early beta at InsideSales.com
• Look for release in Q3 2014
AVAILABILITY
• Leveraging science to predict the best leads
• NeuralView provides recommendations for which leads to pursue
• NeuralView gives managers insight into the predictive model and its performance
• NeuralView provides a very complex solution for predictive analytics that is dead simple to use
REVIEW
Thank You
