Ever wish your sales reps and executives could predict the future? With predictive analytics, they can come pretty close. Predictive analytics is transforming the nature of politics, consumer credit, fraud detection and healthcare outcomes, but nowhere is the use of analytics potentially more valuable than in sales. Predictive analytics helps you make better informed decisions using existing and historical patterns and behaviors of people. Learn how predictive analytics: • Improves the accuracy of your sales forecasting • Enables you to know how and when to communicate with prospects • Identifies the best leads and predicts who to call and when to call them • Pinpoints the opportunities that are most likely to close, fastest to close, or that offer the largest revenue • Empowers you to consistently hire top sales performers

1. Mick Hollison, CMO InsidesSales.com
mhollison@insidesales.com

2. • Founded in 2004, HQ in Silicon Slopes, Utah
• $100m in Series C financing
• 3 years of 100%+ annual revenue growth
• Salesforce AppExchange top 5 paid app
• Over 1600 b2b customers
• 400 employees and a dozen data scientists
• 8 patents in sales communications & predictive analytics
#DataScience

5. 0%
10%
20%
30%
40%
50%
60%
%ofIndividualSpending
vsTotalTechBudget

6. • Predictive analytics proven quantity
for IT, B2C marketing and more
• Next big opportunity for applying
predictive analytics is B2B sales
#DataScience

11. • Statistics
• Modeling
• Data mining
• Machine learning
– Supervised & unsupervised
Analyzing current and historical facts to
make predictions about the future

12. • Politics
• Sports
• Energy exploration
• Consumer credit
• Fraud detection
• Healthcare outcomes
• B2B sales & marketing
#DataScience

21. Coming Soon!

23. NEURALVIEW

25. 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

26. 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

27. Advanced Inbound
• expansive call paths, including rerouting and
recording based on volume or time of day
NeuralScore™
• Scores leads based on likelihood to close
NeuralSort™
• Enables reps to work most contactable leads first
PowerStandings™ basic
• Motivates reps with real-time rankings &
customizable achievements, badges & challenges
#1 communications
solution on
Salesforce
AppExchange

30. 72%
39%
67%
83%
28% 31%
8% 10% 12%0%
20%
40%
60%
80%
100%
Likely to Respond Preferred Contact Method

31. • Runs server-side on all major email platforms
• zero-touch on end point devices
• Tracks every interaction
• Patented PowerTrackingTM tracks email opens,
web links, and file downloads
• Supports multi-recipients & forwards
• Works on any device
• Delivers centralized reporting
• Provides enterprise-grade security
• Auto-sync with salesforce.com
• Scalable to 100s of millions of email interactions

32. #DataScience

36. • Predictive analytics for email
content delivery
• Recommendation engine for
preferred language
• Self-learning algorithms measure
effectiveness of email language
Coming Soon!

38. 0%
20%
40%
60%
80%
100%

39. Empathy
Ability to put yourself in your
client’s position
Resilience
The ability to manage adversity
during the sales process
Ambition
An intense desire to be
successful in sales
Openness
A passion for expanding
one’s understanding

42. • Points
• Leaderboards
• Badges
• Throwdowns
• Notifications

45. 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

48. • Big data is feeding new, predictive
systems that dramatically improve
marketing effectiveness and
accelerate sales
• InsideSales.com is at the forefront of
this movement with the industry’s
first sales acceleration platform

50. Mick Hollison
CMO, InsideSales.com
mhollison@insidesales.com
@mickhollison
#DataScience