Big business expo 2015 - The Next Generation of Sales

KEN KROGUE

PRESIDENT, FOUNDER & CHIEF STRATEGY OFFICER

INSIDESALES.COM

THE NEXT GENERATION

OF SALES

BACKGROUND

IS IT

WORKING?

http://bit.ly/ForbesSocialSellers

#1

http://bit.ly/No1SocialCurrency

Copyright © InsideSales.com Inc. All Rights Reserved

IT’S ALL ABOUT THE LEADS

Copyright © InsideSales.com Inc. All Rights Reserved

INNOVATION IS…

Taking something that works somewhere else and applying it in your world.

SALES

REVOLUTION

A NEW WAY OF SELLING…

THE SALES REVOLUTION

MAN +

MACHINE

SPECIALIZATION

SPECIALIZATION

THE NEXT

GENERATION...

BE HUNGRY…

WOMEN IN

INSIDE

SALES

DEFINITION OF INSIDE SALES

Professional Sales Done

Remotely

MARKET SIZE

http://bit.ly/is-resources

Copyright © InsideSales.com Inc. All Rights Reserved

Industry Growth

Source: 2009 infoUSA/MIT Study

15x

ORIGINAL 2009 MARKET SIZE STUDY

GOOGLE VS

MAGAZINES VS

NEWSPAPERS

Why?

Immediate,

Measurable,

Results…

INBOUND

MARKETING

Source: business2community.com

BRAD PITT

MONEYBALL

BILLY BEANE – OAKLAND A’S

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

OAKLAND A’S ANNUAL PAYROLL 2013

http://www.sportingcharts.com

OAKLAND A’S MOST WINS 2012-2013

http://www.sportingcharts.com

15X

InInclue

IMMEDIATE RESPONSE

http://bit.ly/lrmstudy

Qualification Rate21x decrease from 5 min to 30 min

Contact Rate100x decrease from 5 min to 30 min

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

CompaniesResponse

Time% Responded

Response Attempts

Avg

39:22Avg

1.50only

27%

SMARTER

SALES…

PLATFORMS

What is working for B2B?

CONTENT WITH DISTRIBUTION

Jeffrey Harmon speaking at Google Conference

RESEARCH

CONTENT…

SOCIAL MEDIA

CERTIFICATION

UtahScouts.org

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

DIVERT A RIVER…

DON’T DIG A

WELL…Swim with the Sharks…

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

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

571/6429

250/10,662

105/7158

4482/13681

840/11917

910/9254

1ST PLACE, 1ST YEAR…

THE DAILY HERALD – 32,000

SALT LAKE TRIBUNE – 102,691

THE GAME OF

WORK

GAMIFICATION…

DOES 1 PERSON MATTER?

Cyber warriors-Forbes The 2500 rule

BE A BRIDGE

COLLABORATION

Ice Castles Frozen Crystallize

CROSS MEDIA COLLABORATION…

Lindsey Stirling 850+M Views

I’M LINDSEY STIRLING

forbes.com/sites/kenkrogue

Blog = kenkrogue.com

linkedin.com/in/kenkrogue

Twitter = @kenkrogue

[email protected]

LET’S CONNECT!

Q&A