the quick and the dead: use technology to communicate quickly and kill your competition

#SalesSummit | @MickHollison

The Quick and the Dead: Use Technology to Communicate Quickly

and Kill your Competition

Mick Hollison, CMO InsidesSales.com

mhollison@insidesales.com

#SalesSummit | @MickHollison

“We believe science holds the key to unlocking human

potential.”

#SalesSummit | @MickHollison

Video Placeholder

#SalesSummit | @MickHollison

Sales Acceleration Platform

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

Predictive Analytics

• Statistics

• Modeling

• Data mining

• Machine learning– Supervised & unsupervised

Analyzing current and historical facts to make predictions about the future

#SalesSummit | @MickHollison

• Politics

• Sports

• Energy exploration

• Consumer credit

• Fraud detection

• Healthcare outcomes

• B2B sales & marketing

Practical Applications

#SalesSummit | @MickHollison

“It’s Math, Not Magic”

#SalesSummit | @MickHollison

Neuralytics Categories

SLStm – Self-Learning System

#SalesSummit | @MickHollison

Neuralytics Origins – Breakthrough Research

#SalesSummit | @MickHollison

Day of Week

#SalesSummit | @MickHollison

Time of Day

#SalesSummit | @MickHollison

Response Time

#SalesSummit | @MickHollison

Persistence

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

Traditional “Predictive” Dialers

• Machine initiated• Dial multi-lines• Not for B2B

Predictive 2.0• Rep initiated• Dials best leads at best

times• Good for B2B

Predictive Analytics• Supervised machine learning

Predictive Communications

#SalesSummit | @MickHollison

Intelligent Communications• Dialing, Voicemail, SMS, Email• Recording & Monitoring• Native reporting

Benefits• Up to 8x call volume• Up to 38% increased contact

ratios• Up to 30% revenue increase in

as little as 90 days

Predictive Communications

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

Email Is The Preferred Communications Channel

Email

Mobile

Phone

Text M

essage

Voicem

ail

Offic

e Phone

Linke

d-In

Onlin

e Inst

ant Mess

age

Facebook

Twitter

Video C

hatFax

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

72%

39%

67%

83%

28% 31%

8% 10% 12%

Likely to Respond Preferred Contact Method

#SalesSummit | @MickHollison

• Runs on all major email platforms

• Tracks every interaction for instant sales insights

• Increased sales rep visibility

• Auto-sync with salesforce.com

• Scalable to 100s of millions of emails

• Shorten sales cycles by 50% or more

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

Sales Leadership Reported Challenges

0%

20%

40%

60%

80%

100%

#SalesSummit | @MickHollison

EmpathyAbility to put yourself in your client’s position

ResilienceThe ability to manage adversity during the sales process

AmbitionAn intense desire to be successful in sales

OpennessA passion for expanding one’s understanding

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

• Points

• Leaderboards

• Badges

• Throwdowns

• Notifications

PowerStandings™

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

#SalesSummit | @MickHollison

IDX™ – Immersive Data Experience

Visually stunning. Infinitely engaging. Real-time.

Bring your sales data to the forefront by making it visual, meaningful, and actionable. IDX from InsideSales.com generates real-time data visualizations of your sales activity and processes, available on any device, any time.

Coming late 2014

#SalesSummit | @MickHollison

• Big data is feeding new, predictive systems that dramatically accelerate sales

• InsideSales.com is at the forefront of this movement with the industry’s first sales acceleration platform

Blinded by Science

#SalesSummit | @MickHollison

Thank You