Suche senden
Hochladen
High Lead Velocity with InsideSales.com and ActOn
•
2 gefällt mir
•
2,626 views
Act-On Software
Folgen
Technologie
Business
Melden
Teilen
Melden
Teilen
1 von 36
Jetzt herunterladen
Downloaden Sie, um offline zu lesen
Empfohlen
Projeto Uca
Projeto Uca
SEDF
Test-Driven Development
Test-Driven Development
adrianmitev
Rally at AT&T - Sigal Pasternak - Agile Israel 2013
Rally at AT&T - Sigal Pasternak - Agile Israel 2013
AgileSparks
Aquaponics
Aquaponics
alimorse
March 2013 Spouse Newsletter
March 2013 Spouse Newsletter
Nerium International
Segmentation in 3 Easy Steps
Segmentation in 3 Easy Steps
Act-On Software
The State of B2B Marketing: New Marketing Automation Stats for 2017
The State of B2B Marketing: New Marketing Automation Stats for 2017
Act-On Software
Why Content Marketers Should Be Making Unicorn Babies
Why Content Marketers Should Be Making Unicorn Babies
Act-On Software
Empfohlen
Projeto Uca
Projeto Uca
SEDF
Test-Driven Development
Test-Driven Development
adrianmitev
Rally at AT&T - Sigal Pasternak - Agile Israel 2013
Rally at AT&T - Sigal Pasternak - Agile Israel 2013
AgileSparks
Aquaponics
Aquaponics
alimorse
March 2013 Spouse Newsletter
March 2013 Spouse Newsletter
Nerium International
Segmentation in 3 Easy Steps
Segmentation in 3 Easy Steps
Act-On Software
The State of B2B Marketing: New Marketing Automation Stats for 2017
The State of B2B Marketing: New Marketing Automation Stats for 2017
Act-On Software
Why Content Marketers Should Be Making Unicorn Babies
Why Content Marketers Should Be Making Unicorn Babies
Act-On Software
How to Create a Successful Email Newsletter
How to Create a Successful Email Newsletter
Act-On Software
Marketing Quick Start Guide
Marketing Quick Start Guide
Act-On Software
INBOUND OR OUTBOUND? HOW ABOUT BOTH?
INBOUND OR OUTBOUND? HOW ABOUT BOTH?
Act-On Software
Marketing Automation Hacks: The Act-On Edition
Marketing Automation Hacks: The Act-On Edition
Act-On Software
Rethinking the Role of Marketing
Rethinking the Role of Marketing
Act-On Software
Creating Killer Marketing Content
Creating Killer Marketing Content
Act-On Software
Getting the Buy-In from the C-Suite
Getting the Buy-In from the C-Suite
Act-On Software
SEO in 2014: Fact, Fiction, & Sensationalism
SEO in 2014: Fact, Fiction, & Sensationalism
Act-On Software
What Sales Leaders Should REALLY Expect from Marketing Automation
What Sales Leaders Should REALLY Expect from Marketing Automation
Act-On Software
Critical Rules for SEO Success in 2014
Critical Rules for SEO Success in 2014
Act-On Software
Target marketing improve email pic
Target marketing improve email pic
Act-On Software
Creating Killer Marketing Content
Creating Killer Marketing Content
Act-On Software
Getting Started with Lead Nurturing
Getting Started with Lead Nurturing
Act-On Software
Preparing for Compliance: Canada's Anti-Spam Law (CASL)
Preparing for Compliance: Canada's Anti-Spam Law (CASL)
Act-On Software
Who Is The Modern Customer? How Do They Want You to Talk to Them?
Who Is The Modern Customer? How Do They Want You to Talk to Them?
Act-On Software
Inactive Email Subscribers: Best Practices for Re-Engagement
Inactive Email Subscribers: Best Practices for Re-Engagement
Act-On Software
Brunch and Learn - Direct Marketing on a Shoestring Budget
Brunch and Learn - Direct Marketing on a Shoestring Budget
Act-On Software
I have 99 Problems and Profit is #1
I have 99 Problems and Profit is #1
Act-On Software
Download
Download
Act-On Software
Spam Traps: Avoid the Blacklist and Protect Your Digital Reputation
Spam Traps: Avoid the Blacklist and Protect Your Digital Reputation
Act-On Software
Vertex AI Gemini Prompt Engineering Tips
Vertex AI Gemini Prompt Engineering Tips
Miki Katsuragi
Hyperautomation and AI/ML: A Strategy for Digital Transformation Success.pdf
Hyperautomation and AI/ML: A Strategy for Digital Transformation Success.pdf
Precisely
Weitere ähnliche Inhalte
Mehr von Act-On Software
How to Create a Successful Email Newsletter
How to Create a Successful Email Newsletter
Act-On Software
Marketing Quick Start Guide
Marketing Quick Start Guide
Act-On Software
INBOUND OR OUTBOUND? HOW ABOUT BOTH?
INBOUND OR OUTBOUND? HOW ABOUT BOTH?
Act-On Software
Marketing Automation Hacks: The Act-On Edition
Marketing Automation Hacks: The Act-On Edition
Act-On Software
Rethinking the Role of Marketing
Rethinking the Role of Marketing
Act-On Software
Creating Killer Marketing Content
Creating Killer Marketing Content
Act-On Software
Getting the Buy-In from the C-Suite
Getting the Buy-In from the C-Suite
Act-On Software
SEO in 2014: Fact, Fiction, & Sensationalism
SEO in 2014: Fact, Fiction, & Sensationalism
Act-On Software
What Sales Leaders Should REALLY Expect from Marketing Automation
What Sales Leaders Should REALLY Expect from Marketing Automation
Act-On Software
Critical Rules for SEO Success in 2014
Critical Rules for SEO Success in 2014
Act-On Software
Target marketing improve email pic
Target marketing improve email pic
Act-On Software
Creating Killer Marketing Content
Creating Killer Marketing Content
Act-On Software
Getting Started with Lead Nurturing
Getting Started with Lead Nurturing
Act-On Software
Preparing for Compliance: Canada's Anti-Spam Law (CASL)
Preparing for Compliance: Canada's Anti-Spam Law (CASL)
Act-On Software
Who Is The Modern Customer? How Do They Want You to Talk to Them?
Who Is The Modern Customer? How Do They Want You to Talk to Them?
Act-On Software
Inactive Email Subscribers: Best Practices for Re-Engagement
Inactive Email Subscribers: Best Practices for Re-Engagement
Act-On Software
Brunch and Learn - Direct Marketing on a Shoestring Budget
Brunch and Learn - Direct Marketing on a Shoestring Budget
Act-On Software
I have 99 Problems and Profit is #1
I have 99 Problems and Profit is #1
Act-On Software
Download
Download
Act-On Software
Spam Traps: Avoid the Blacklist and Protect Your Digital Reputation
Spam Traps: Avoid the Blacklist and Protect Your Digital Reputation
Act-On Software
Mehr von Act-On Software
(20)
How to Create a Successful Email Newsletter
How to Create a Successful Email Newsletter
Marketing Quick Start Guide
Marketing Quick Start Guide
INBOUND OR OUTBOUND? HOW ABOUT BOTH?
INBOUND OR OUTBOUND? HOW ABOUT BOTH?
Marketing Automation Hacks: The Act-On Edition
Marketing Automation Hacks: The Act-On Edition
Rethinking the Role of Marketing
Rethinking the Role of Marketing
Creating Killer Marketing Content
Creating Killer Marketing Content
Getting the Buy-In from the C-Suite
Getting the Buy-In from the C-Suite
SEO in 2014: Fact, Fiction, & Sensationalism
SEO in 2014: Fact, Fiction, & Sensationalism
What Sales Leaders Should REALLY Expect from Marketing Automation
What Sales Leaders Should REALLY Expect from Marketing Automation
Critical Rules for SEO Success in 2014
Critical Rules for SEO Success in 2014
Target marketing improve email pic
Target marketing improve email pic
Creating Killer Marketing Content
Creating Killer Marketing Content
Getting Started with Lead Nurturing
Getting Started with Lead Nurturing
Preparing for Compliance: Canada's Anti-Spam Law (CASL)
Preparing for Compliance: Canada's Anti-Spam Law (CASL)
Who Is The Modern Customer? How Do They Want You to Talk to Them?
Who Is The Modern Customer? How Do They Want You to Talk to Them?
Inactive Email Subscribers: Best Practices for Re-Engagement
Inactive Email Subscribers: Best Practices for Re-Engagement
Brunch and Learn - Direct Marketing on a Shoestring Budget
Brunch and Learn - Direct Marketing on a Shoestring Budget
I have 99 Problems and Profit is #1
I have 99 Problems and Profit is #1
Download
Download
Spam Traps: Avoid the Blacklist and Protect Your Digital Reputation
Spam Traps: Avoid the Blacklist and Protect Your Digital Reputation
Kürzlich hochgeladen
Vertex AI Gemini Prompt Engineering Tips
Vertex AI Gemini Prompt Engineering Tips
Miki Katsuragi
Hyperautomation and AI/ML: A Strategy for Digital Transformation Success.pdf
Hyperautomation and AI/ML: A Strategy for Digital Transformation Success.pdf
Precisely
Ensuring Technical Readiness For Copilot in Microsoft 365
Ensuring Technical Readiness For Copilot in Microsoft 365
2toLead Limited
Dev Dives: Streamline document processing with UiPath Studio Web
Dev Dives: Streamline document processing with UiPath Studio Web
UiPathCommunity
Nell’iperspazio con Rocket: il Framework Web di Rust!
Nell’iperspazio con Rocket: il Framework Web di Rust!
Commit University
"ML in Production",Oleksandr Bagan
"ML in Production",Oleksandr Bagan
Fwdays
How AI, OpenAI, and ChatGPT impact business and software.
How AI, OpenAI, and ChatGPT impact business and software.
Curtis Poe
"Debugging python applications inside k8s environment", Andrii Soldatenko
"Debugging python applications inside k8s environment", Andrii Soldatenko
Fwdays
TeamStation AI System Report LATAM IT Salaries 2024
TeamStation AI System Report LATAM IT Salaries 2024
Lonnie McRorey
Human Factors of XR: Using Human Factors to Design XR Systems
Human Factors of XR: Using Human Factors to Design XR Systems
Mark Billinghurst
DMCC Future of Trade Web3 - Special Edition
DMCC Future of Trade Web3 - Special Edition
Dubai Multi Commodity Centre
Anypoint Exchange: It’s Not Just a Repo!
Anypoint Exchange: It’s Not Just a Repo!
Manik S Magar
How to write a Business Continuity Plan
How to write a Business Continuity Plan
Databarracks
"LLMs for Python Engineers: Advanced Data Analysis and Semantic Kernel",Oleks...
"LLMs for Python Engineers: Advanced Data Analysis and Semantic Kernel",Oleks...
Fwdays
Powerpoint exploring the locations used in television show Time Clash
Powerpoint exploring the locations used in television show Time Clash
charlottematthew16
Advanced Computer Architecture – An Introduction
Advanced Computer Architecture – An Introduction
Dilum Bandara
Scanning the Internet for External Cloud Exposures via SSL Certs
Scanning the Internet for External Cloud Exposures via SSL Certs
Rizwan Syed
DSPy a system for AI to Write Prompts and Do Fine Tuning
DSPy a system for AI to Write Prompts and Do Fine Tuning
Lars Bell
Artificial intelligence in cctv survelliance.pptx
Artificial intelligence in cctv survelliance.pptx
hariprasad279825
Streamlining Python Development: A Guide to a Modern Project Setup
Streamlining Python Development: A Guide to a Modern Project Setup
Florian Wilhelm
Kürzlich hochgeladen
(20)
Vertex AI Gemini Prompt Engineering Tips
Vertex AI Gemini Prompt Engineering Tips
Hyperautomation and AI/ML: A Strategy for Digital Transformation Success.pdf
Hyperautomation and AI/ML: A Strategy for Digital Transformation Success.pdf
Ensuring Technical Readiness For Copilot in Microsoft 365
Ensuring Technical Readiness For Copilot in Microsoft 365
Dev Dives: Streamline document processing with UiPath Studio Web
Dev Dives: Streamline document processing with UiPath Studio Web
Nell’iperspazio con Rocket: il Framework Web di Rust!
Nell’iperspazio con Rocket: il Framework Web di Rust!
"ML in Production",Oleksandr Bagan
"ML in Production",Oleksandr Bagan
How AI, OpenAI, and ChatGPT impact business and software.
How AI, OpenAI, and ChatGPT impact business and software.
"Debugging python applications inside k8s environment", Andrii Soldatenko
"Debugging python applications inside k8s environment", Andrii Soldatenko
TeamStation AI System Report LATAM IT Salaries 2024
TeamStation AI System Report LATAM IT Salaries 2024
Human Factors of XR: Using Human Factors to Design XR Systems
Human Factors of XR: Using Human Factors to Design XR Systems
DMCC Future of Trade Web3 - Special Edition
DMCC Future of Trade Web3 - Special Edition
Anypoint Exchange: It’s Not Just a Repo!
Anypoint Exchange: It’s Not Just a Repo!
How to write a Business Continuity Plan
How to write a Business Continuity Plan
"LLMs for Python Engineers: Advanced Data Analysis and Semantic Kernel",Oleks...
"LLMs for Python Engineers: Advanced Data Analysis and Semantic Kernel",Oleks...
Powerpoint exploring the locations used in television show Time Clash
Powerpoint exploring the locations used in television show Time Clash
Advanced Computer Architecture – An Introduction
Advanced Computer Architecture – An Introduction
Scanning the Internet for External Cloud Exposures via SSL Certs
Scanning the Internet for External Cloud Exposures via SSL Certs
DSPy a system for AI to Write Prompts and Do Fine Tuning
DSPy a system for AI to Write Prompts and Do Fine Tuning
Artificial intelligence in cctv survelliance.pptx
Artificial intelligence in cctv survelliance.pptx
Streamlining Python Development: A Guide to a Modern Project Setup
Streamlining Python Development: A Guide to a Modern Project Setup
High Lead Velocity with InsideSales.com and ActOn
1.
Increase Lead Cycle
Velocity and Close More Deals Raghu Raghavan, CEO, Act-On Software Dave Elkington, CEO, InsideSales.com #AOWEB
2.
What is High-Velocity
Low-Friction? • Removing barriers – Internal • Real-time workflow • Real-time knowledge sharing – External • Multi-channel content delivery • Multi-channel conversation monitoring • Creating real marketing & sales alignment Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
3.
The Social Enterprise
Changes Everything • Speed – Time to respond – Velocity to market • Openness – Highly integrated – End-to-end processes • Ease – Simplicity over complexity – Minimal support requirements • Everywhere – Communities not customers – Thought leadership Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
4.
Raghu Raghavan
• Chief Executive Officer, Act-On Software • www.actonsoftware.com • (877) 530-1555 • rr@actonsoftware.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
5.
Marketing Today
• Must Be Agile & Nimble – Must adapt to fast-changing market conditions – Speed of planning & execution is paramount • Must Be Fully Integrated With Sales – Prospect info at both sales & marketing fingertips – Dynamic prospect engagement model • Must Do More with Less – Small marketing teams (SMT); big ambitions – Line-of-business people, minimal IT support Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
6.
Emergence of SMTs
• Reflects the new Social Enterprise • Outgrowth of pervasive decentralization trend • Specialized roles based around Inbound/Outbound tactics • SMT Characteristics – Small companies or departments of large companies – SMB type budgets – Fortune 500 type marketing sophistication – Typically 10 people or less – Minimal IT / technical support Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
7.
What Do SMTs
Need? • Enterprise software “consumerized” user experience – Expecting to see/use familiar consumer web & social media paradigms • To be up and running quickly – Cannot tolerate complex database implementation needs • To create content quickly – Should be as easy to use as Microsoft Word • To use all available marketing channels – Social media • Real-time business intelligence, out of the box – Multi-channel behavioral analysis & segmentation • Flexible business terms – Getting CFO involved is quickest way to slow things down Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
8.
Explosive Growth =
SMT Validation • Act-On Software was a late entrant to market • Act-On has quickly become an established player – Passed Pardot in Q2 2011 and Q3 2011 in number of new customers added – Passed Marketo in Q3 2011 in number of new customers added • Tripling in year-over-year revenue growth • Very short sales cycle (~30 days) • Negligible churn Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
9.
Dave Elkington
CEO | InsideSales.com www.insidesales.com 801.853.4090 delkington@insidesales.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
10.
Copyright © InsideSales.com
Inc. All Rights Reserved
11.
Copyright © InsideSales.com
Inc. All Rights Reserved #AOWEB
12.
Copyright © InsideSales.com
Inc. All Rights Reserved #AOWEB
13.
Copyright © InsideSales.com
Inc. All Rights Reserved #AOWEB
14.
• Cold Callers
– Based on lead behavior and content consumption • SEs – For technical influence/service • Lead Response Reps – Continuously engage with your leads with appropriate information • Closers – Bringing them in from the cold • Demo Specialists – The critical closing tool in a virtual world Copyright © InsideSales.com Inc. All Rights Reserved
15.
Copyright © InsideSales.com
Inc. All Rights Reserved
16.
Copyright © InsideSales.com
Inc. All Rights Reserved
17.
Inside Sales Market
Size 2009 – 800K 2012 – 2.3M Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
18.
Clouds are bringing
rain Salesforce.com “grew their company for the first five or six years with a telesales or Inside Sales model.” Marc Benioff Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
19.
Inside Sales Efficiency
⅓ – ½ Cost What is your total targeted compensation for a fully What is your average inside salesperson's annual productive inside salesperson? quota? >$1,000,000 23.6% < $250,000 $80,000 $70,154 30.2% $60,000 $40,000 $500,000 - $1,000,000 23.6% $250,000 - $499,999 $20,000 22.6% $0 $ Annual Targeted Compensation Copyright © InsideSales.com Inc. All Rights Reserved
20.
How to Structure
Inside Sales Copyright © InsideSales.com Inc. All Rights Reserved
21.
Copyright © InsideSales.com
Inc. All Rights Reserved
22.
InsideSales.com Structure Copyright ©
InsideSales.com Inc. All Rights Reserved
23.
Response Time
Contact rates significantly Contact Rate 100x decrease from 5 min to 30 min drop off after 5 minutes Qualification Rate 21x decrease from 5 min to 30 min Contacted Leads Qualified Leads Source: 2007 Original Kellogg/MIT Study, Dr. James Oldroyd Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
24.
ResponseAuditTM
Omniture Summit 2008 526 54.9% 54:06 1.74 Dreamforce 2008 124 53.2% 44:31 1.14 Dreamforce 2009 2,875 49:07 39.9% 41:07 1.07 Cloudforce 2010 472 30.7% 49:49 1.32 Leads Con East 2010 57 35.1% 56:05 2.00 Source: InsideSales.com Response Analysis Studies Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
25.
Sales Go to
the First Responder For inquiries submitted on the web 78% of sales go to the first company to respond! Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
26.
ResponseAuditTM
Omniture Summit 2008 526 54.9% 54:06 1.74 Dreamforce 2008 124 53.2% 44:31 1.14 Dreamforce 2009 2,875 1.22 39.9% 31:07 1.07 Cloudforce 2010 472 30.7% 49:49 1.32 Leads Con East 2010 57 35.1% 56:05 2.00 Source: InsideSales.com Response Analysis Studies Copyright © InsideSales.com Inc. All Rights Reserved
27.
% of Sales
Closed by Call Attempt Source: InsideSales.com Internal Study Copyright © InsideSales.com Inc. All Rights Reserved
28.
Thomas Oldroyd
Sr. Dir. Marketing | InsideSales.com www.insidesales.com 801.854.9936 toldroyd@insidesales.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
29.
Background/ Requirements
• Tactical immediate results with Strategic goals • Integration with our High Velocity Sales model • Email basics plus: – Robust A/B Testing – In-depth Tracking and Reporting – Ease of use • Additional Lead Mgmt. & Marketing Tools Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
30.
Real Results –
Lead to Sale • Immediate Response via Web Visitors • 100’s of Leads Per Week • A/B results: – Specific Location: 11.1% Open and .9% Click – Local Presence: 5.1% increase in Open, 37%+ Response Rate – Time of Day: 3-5pm best time and 33% lower Opt-out Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
31.
Shawn Naggiar
• Chief Revenue Officer, Act-On • www.actonsoftware.com • (877) 530-1555 • shawn.naggiar@actonsoftware.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
32.
Background/ Requirements
• Need to keep up with marketing velocity • Efficient follow up & appointment setting • Means to cycle through older or stalled opps • Ease of use and speed to implementation key • Huge adoption concerns from past experience Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
33.
Integrated Solution =
Real Results • No lead left behind program implemented • From max 100 to almost 350 calls per/rep/day • Increased # of booked appointments over 2X • Opportunity revival programs yielding return • Adoption and results within a week Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
34.
Summary
• Pipeline stage progression speed up by 20% • 269% year over year revenue growth: 2010-2011 • 50% quarter over quarter growth • From 75 to 500 customers in 14 months • We loved it so much we integrated with it for end to end Sales and Marketing alignment Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
35.
In Conclusion
• Social Enterprise has fundamentally altered marketing & sales • High-Velocity Low Friction model – technology, processes and practices – removes barriers; creates real marketing/sales alignment • Small Marketing Teams (SMTs) – marketing paradigm for the social enterprise • New Accelerated Sales Model creates new Superstars • SMTs & ASM align sales & marketing for maximum pipeline velocity for the Social Age Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
36.
Q&A Event slides and
recording will be emailed to all attendees. www.actonsoftware.com www.insidesales.com
Jetzt herunterladen