the quick and the dead: use technology to communicate quickly and kill your competition
DESCRIPTION
During the 2014 #SalesSummit, InsideSales.com's CMO, Mick Hollison, explained how science holds the key to unlocking human potential. Using technology in predictive analytics, communications, hiring & motivation, and data visualization will deliver revenue growth and eliminate the competition.TRANSCRIPT
#SalesSummit | @MickHollison
The Quick and the Dead: Use Technology to Communicate Quickly
and Kill your Competition
Mick Hollison, CMO InsidesSales.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
Mobile
Phone
Text M
essage
Voicem
ail
Offic
e Phone
Linke
d-In
Onlin
e Inst
ant Mess
age
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