This document discusses the future of sales and how inside sales is growing. It highlights how social media, content marketing, and new technologies are revolutionizing the sales process. Specialization and immediate response are emphasized as important strategies. Data shows inside sales growing 15 times faster than the original market size estimate.

1. KEN KROGUE
PRESIDENT, FOUNDER &
CHIEF STRATEGY OFFICER
INSIDESALES.COM
THE NEXT GENERATION
OF SALES

2. BACKGROUND

3. IS IT
WORKING?
http://bit.ly/ForbesSocialSellers

4. #1
http://bit.ly/No1SocialCurrency

5. Copyright © InsideSales.com Inc. All Rights Reserved
IT’S ALL ABOUT THE LEADS

6. Copyright © InsideSales.com Inc. All Rights Reserved
INNOVATION IS…
Taking
something
that works
somewhere
else and
applying it in
your world.

7. SALES
REVOLUTION

8. A NEW WAY OF SELLING…

9. THE SALES REVOLUTION

10. MAN +
MACHINE

11. SPECIALIZATION

12. SPECIALIZATION

13. THE NEXT
GENERATION...

14. BE HUNGRY…

15. WOMEN IN
INSIDE
SALES

16. DEFINITION OF INSIDE SALES
Professional Sales Done
Remotely

17. MARKET SIZE
http://bit.ly/is-resources

18. Copyright © InsideSales.com Inc. All Rights Reserved
Industry Growth
Source: 2009 infoUSA/MIT Study
15x
ORIGINAL 2009 MARKET SIZE STUDY

19. GOOGLE VS
MAGAZINES VS
NEWSPAPERS
Why?
Immediate,
Measurable,
Results…

20. INBOUND
MARKETING
Source: business2community.com 

21. BRAD PITT
MONEYBALL

22. BILLY BEANE – OAKLAND A’S

23. THE NUMBERS DON’T LIE
6’4” 200 lbs, 23rd pick 1st round 5’10” 160 lbs 314th pick 13th round
3x
All-Star
World
Series
Champion
Silver
Slugger
Award

24. OAKLAND A’S ANNUAL PAYROLL 2013
http://www.sportingcharts.com

25. OAKLAND A’S MOST WINS 2012-2013
http://www.sportingcharts.com

26. 15X

27. InInclue
IMMEDIATE RESPONSE
http://bit.ly/lrmstudy
Qualification Rate
21x decrease from 5 min to 30 min
Contact Rate
100x decrease from 5 min to 30 min

28. Copyright © InsideSales.com Inc. All Rights Reserved 2007-2013 ResponseAudit Research Studies
RESPONSE REPORTS
Cloudforce 2010 472 30.7% 49:49 1.32
LeadsCon East 2010 57 35.1% 56:05 2.00
Dreamforce 2011 3,051 51.4% 57:28 1.20
AA-ISP 2011 159 54.7% 40:24 2.60
AA-ISP 2012 696 64.2% 39:20 2.05
Dreamforce 2012 2,148 55.0% 38:30 1.57
Distance Education 69 73.0% 24:18 3.48
LeadsCon 2013 311 49.8% 17:17 1.63
AA-ISP 2013 760 58.6% 31:08 1.65
Companies
Response
Time
% Responded
Response
Attempts
Avg
39:22
Avg
1.50
only
27%

29. SMARTER
SALES…

30. PLATFORMS
What is working for B2B?

31. CONTENT WITH DISTRIBUTION
Jeffrey
Harmon
speaking at
Google
Conference

32. RESEARCH
CONTENT…

33. SOCIAL MEDIA
CERTIFICATION
UtahScouts.org

34. The 6 Levels (6 C’s)
1. CORE
2. Coach
3. Curator
4. Creator
5. Collaborator
6. Consultant
Level 1: The CORE Skills
• Complete
• Content
• Communities
• Connect
• Comment
• Call to Action
UtahScouts.org
SOCIAL MEDIA CERTIFICATION

36. DIVERT A RIVER…
DON’T DIG A
WELL…
Swim with the Sharks…

37. KEYWORDS…
Twitter Tips
Twitter Tips for Business
How to Use Twitter
How to Use Twitter for Business
How to Use Twitter Tools
Twitter Tools
Twitter Tools for Business
Twitter Best Practices
Twitter Best Practices for
Business

38. THE BOY SCOUT BLOG & NEWSLETTER – 93,000  250,000!

39. 571/
6429
250/
10,662
105/
7158
4482/
13681
840/
11917
910/
9254

40. 1ST PLACE, 1ST YEAR…

41. THE DAILY HERALD – 32,000

42. SALT LAKE TRIBUNE – 102,691

43. THE GAME OF
WORK

44. GAMIFICATION…

45. DOES 1 PERSON MATTER?
Cyber warriors-Forbes The 2500 rule

46. BE A BRIDGE

47. COLLABORATION

48. Ice Castles Frozen Crystallize
CROSS MEDIA COLLABORATION…

49. Lindsey Stirling 850+M Views

50. I’M LINDSEY STIRLING

51. forbes.com/sites/kenkrogue
Blog = kenkrogue.com
linkedin.com/in/kenkrogue
Twitter = @kenkrogue
kk@insidesales.com
LET’S CONNECT!
Q&A