first impressions count - best practices for inside sales team
Post on 19-Oct-2014
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Want to optimize your inside sales army? Learn how Salesforce can help you effectively structure and enable your sales team, starting on Day 1. Join us to learn best practices for on-boarding and managing your inside sales force from sales leaders like you at other leading companies, and best practices from the inside sales team at salesforce.com.TRANSCRIPT
Intro:
http://www.youtube.com/watch?v=HnbNcQlzV-4
First Impressions Count
Best Practices for Enabling Inside Sales Teams
Megan Niedenthal, Sales Productivity, salesforce.com
Brad Adams, Inside Sales Manager, F5
David McNeil, VP Sales Development, salesforce.com
Laura Holmes, Enterprise Business Representative, salesforce.com
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Brad Adams
Inside Sales Manager
F5 is the Leader in Application Delivery Networking
USERS DATA CENTER
SAP
Microsoft
Oracle
At Home
In the Office
On the Road
F5 Has Grown Rapidly With a Global Presence:
0
50
100
150
200
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300
350
2Q10
3Q10
4Q10
1Q11
2Q11
3Q11
4Q11
1Q12
2Q12
$ M
illi
on
s
Service
Product
F5 Global Inside Sales Organization
~ 3,000 Employees Globally FY11: $1.2B in Revenue
5 Functions of Inside Sales
• TeleProspecting
• TeleSales
• TeleMarketing
• Channel Management
• Administration Work
Get Butts in Front of Customers!
EXCUSES
Finding the Right Person to Talk to is the Easy Part
Pipeline x Close Rate = Revenue
What is the Biggest Constraint?
Growing Revenue Is The Ultimate Goal
• Existing Customer Base
• Key Target Accounts
• Green Field Assessment
• Marketing Strategies
Plan Ahead: Territory Prospecting Plan
• Identify Top Customers
• Refresh or Up-Sell?
• Can We Expand Our Footprint?
• Are There Customers We’ve Been Neglecting?
Know Your Existing Customer Base
• Top 200-300 Non Customer Accounts
• Partner Engagement Plan
• Marketing Plan
Green Field Assessment
Key Target Accounts
Target Account List
Research
Resources to Leverage
Key Partners
Territory Marketing Strategies
• Corporate Marketing
• Specific Messaging
• Territory Focused Marketing
Results
• Reduce the Noise
• Increase Pipeline
• Add New Customers
• Expand Existing Footprint
Make Money!
750 1125 1500 20002500
30003500
43004900 5100
57006300
70007700
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47700
51800
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77300
82400
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92300
97700
FY2006 FY2007 FY2008 FY2003 FY2004 FY2005 FY2009 FY2010 FY2011
Sales Development Fuels the Growth of the Company
FY2012
FY2004
17 SRs
2 EBRs
Sales Dev Contributed
50% of Global Pipeline
FY2006
55 SRs
22 EBRs
FY2008
110 SRs
70 EBRs
FY2010
144 SRs
133 EBRs
FY2012
167 SRs
190 EBRs
Salesforce Specialized Sales Model
EBRs:
Outbound
Reps
SRs: Inbound
Reps
Sales
Development
Account
Executives
Inbound Leads
Qualified
Opportunities
Closed Deals Enterprise
Small Business
Today’s
Session
Commercial
Customer
Success
• EBRs are the hunters
• Flood pipe with net new qualified opportunities
• EBRs are aligned to Account Executives
• Coverage ratios vary by segment
• Career development role
The Enterprise Business Representative “Machine”
EBR Goals
Brand Evangelists
Pipe to Revenue (ACV)
#dreamjob
Balanced
incentives between
quantity and quality
Transforming the Way We Sell and Work
One Product
Global Expansion Promotion Path Recruiting Focus EBR Playbook
Service Cloud Evangelist Strategic Partner Social Prospecting Targeted Focus
Executing Against Top
Industry & Sector Strategy
Targeted Messaging &
Proven Success Stories
Target Products Cased on
Industry & Account
Strategically Aligned to
Top Accounts
Targeted Approach Prospecting (TAP)
Top Accounts Industry Focus
Messaging Product Mix
TAP is a Continuous Process
Top Accounts
• Priority of Accounts by AE
• Tier
• Prospect vs. Existing Customer
• Whitespace Analysis
Company
Momentum Industry
Use Salesforce to Drive the Team Alignment
Identify Your Goals
Plan Your Year
Develop Territory
Snapshot Tier Accounts
Analyze Whitespace
Create Account Plans
STEP 1 STEP 2 STEP 3
Industry Focus
• Define ideal industry / sub-sector mix
• Revenue potential
• Propensity to buy
• Define target accounts within each industry/sector
• Tag key industry accounts
• Add key contacts
Messaging
• “Short and Sweet” Sector-Specific Messaging
• Tailor Communications Based on Role and Product
• Leverage Social Prospecting Techniques
• Pinpoint Distinct Use Cases
Tools to Enable EBRs
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Industry cheat sheets & other
prospecting resources
Product specific email templates
Product Mix
• Right Products for Industry / Sub-sector
• Alter Strategy Based on Type of Account
• Mutual Fit?
• Focus on Core Products
• Use Emerging Products as a Way to Differentiate
Targeted Approach Prospecting Results
• Improved AE Partnerships
• Right Message at the Right time
• Improved Pipe to Revenue
• MORE $$$
Laura Holmes
Enterprise Business Representative
in/lkholmes
Strategize on Top Accounts
Customer Stories
Collaboration
Coaching Tools – Measuring EBR Activities
Coaching Tools – Measuring EBR Product Mix
Measuring Overall Team Performance
Measuring Pipeline Progression and Quality
Keys to Ongoing Inside Sales Success
Training
Social Networking
Research
Find Decision Makers
Measured Accountability
Competition
40
Brad Adams
Inside Sales Manager
David McNeil
VP Sales Development
Laura Holmes Megan Niedenthal
Enterprise Business
Representative
Sales Productivity
@salescloud
@salescloud