Mick Hollison, CMO of InsideSales.com, gave a presentation at the #SalesSummit about using technology and data to communicate quickly with customers and gain a competitive advantage. He discussed how predictive analytics can be used to analyze data and make predictions, and how tools like predictive dialers and automated communications systems can help sales teams contact more leads and increase revenue. Hollison also covered how visualizing sales data in real-time helps teams be more effective.

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The Quick and the Dead:
Use Technology to Communicate Quickly and
Kill your Competition
Mick Hollison, CMO InsidesSales.com
mhollison@insidesales.com

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7. Analyzing current and historical facts to
make predictions about the future
• Statistics
• Modeling
• Data mining
• Machine learning
– Supervised & unsupervised
#SalesSummit | @MickHollison

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• Politics
• Sports
• Energy exploration
• Consumer credit
• Fraud detection
• Healthcare outcomes
• B2B sales & marketing

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18. 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
#SalesSummit | @MickHollison

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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

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21. 72%
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39%
67%
83%
28% 31%
8% 10% 12%
100%
80%
60%
40%
20%
0%
Email Mobile
Phone
Text
Message
Voicemail Office
Phone
Linked-In Online
Instant
Message
Facebook Twitter Video Chat Fax
Likely to Respond Preferred Contact Method

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• 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

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24. 100%
80%
60%
40%
20%
0%
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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

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27. • Points
• Leaderboards
• Badges
• Throwdowns
• Notifications
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30. 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

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• 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

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