#SalesSummit | @DaveElkington Sales Acceleration Technology Sales Acceleration Summit 2014 Keynote Dave Elkington, CEO and Founder
Oct 19, 2014
#SalesSummit | @DaveElkington
Sales Acceleration Technology
Sales Acceleration Summit 2014 KeynoteDave Elkington, CEO and Founder
#SalesSummit | @DaveElkington
#SalesSummit@DaveElkington
Twitter Q&A
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2nd Sales Acceleration Virtual Summit
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83 Speakers
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90+ books & publications
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Breaking World Records
10,899 registrants at the largest webinar in history
16,873 registrants at last year’s summit
20,000+ registrants at today’s summit
2011
2013
2014
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Sponsors
Platinum
Gold
Silver
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Registrant Stats• 11,000+ companies registered• 20,000+ Registrants• 83% leadership
– 5,400+ C-Level Executives– 2,500+ VPs– 4,000+ Directors– 4,600+ Managers– 3,400+ Staff
27%
13%
20%
23%
17%
C-Levels VPs Director Managers Staff
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Registrant Company Stats40% of US workforce (67M employees) represented by the companies in attendance
8,305
6,438
2,781
2,476
Registrant company revenue
>$10 $10 $100 $1,000
8,202
7,479
2,053
9111,355
Registrant company employees
>100 100 1,000 5,000 10,000Millions Employees
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Registrant Companies
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Non US RegistrantsPresenters
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Why are we here?
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Sales Disruption
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History of Sales Pre 1900’s 1900’s 1970’s 1990’s
2000’s 2014
TravelingSalesman
Inventionof Phone
Dialer Inventionof Internet
SalesAcceleration
Explosion ofSales Technologies
CommodityTrade
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Crossing the Inside Sales Chasm
The
Chas
m
Innovators Early Adopters
Early Majority
LateMajority
Laggards20
10
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Inside Sales Grassroots Movement
Founded in 20087,500 Members≈100% CAGR
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US Total Growth of Inside Sales
2010 2011 2012 2013 2014 20151.5
1.7
1.9
2.1
2.3
2.5
2.7
Non
-Ret
ail I
nsid
e Sa
les
Reps
(Mill
ions
)
5% CAGR
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2010 2011 2012 2013 2014 20150
2
4
6
8
10
12
14
Outside Sales Inside Sales
Sales Rep Growth Projections
Inside sales is growing 3x faster than outside
sales
2% CAGR
5% CAGR
Source: BLS.gov & 2013 Market Size Study
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Inside Sales vs. Outside Sales
⅓ Cost – ⅓ TimeCustomer Empowerment
Employee Preference
Auto
nom
y
Productivity
Acceleration Technology
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Technology Accelerates Inside Sales
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Marketing Automation
CRM Sale
s Ac
cele
ratio
n
Sales Acceleration Industry
Sales Acceleration
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Sales Acceleration Market
Data Visualization
Employee Success
Sales Automation
Data Management
Predictive Analytics
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Sales Acceleration Market
*InsideSales.com 2014 Sales Acceleration Study; **Gartner Forecast, Enterprise Software Markets, Worldwide
$12.8B Current Spend | $33.6B Potential Market
Voice
Communicato
n
Data Viz
Presentati
onVideo
Intelligence
Socia
lChat
Texting
Gamifica
tion
Contract Fa
x
Predictive-10%
0%10%20%30%40%50%60%
% o
f Ind
ivid
ual S
pend
ing
vs
Tota
l Te
ch B
udge
t
#SalesSummit | @DaveElkington
Total US Sales Acceleration
Technology Budget
Inside Sales Outside Sales$0.0
$500.0
$1,000.0
$1,500.0
$2,000.0
$2,500.0 $2,330.00 $2,229.00
2013 Sales Acceleration Tech-nology Budget / Sales Rep
4% Higher
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Total Cost per Sales Rep
Inside Sales Outside Sales$0
$20,000$40,000$60,000$80,000
$100,000$120,000$140,000
$73,391.00
$123,869.00
Salaries + Technology Budget per Sales Rep
62% Higher
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Sales Technology Spending
More than 1/3 think they should be spending more
on technology
Source: 2014 Sales Acceleration Market Size Study
Too Little Just Right Too Much0%
10%20%30%40%50%60%70%
36%
58%
6%
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Why spend more on sales acceleration technology?
Bigger DealsFaster Sales CycleHigher Close Rate
Stronger Corporate Success
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Bigger deals
Sales acceleration technology drives larger deal size
Top Companies Average$0
$1,000
$2,000
$3,000
$4,000
$5,000
Technology Spend
Per R
ep A
vg.
Greater than $100k in annual revenue
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Faster Deals
Intelligence & Communication technology drives shorter sales
cycles
Top Companies Average$0
$100
$200
$300
$400
$500
$600
Intel and Comms Spend
Per R
ep A
vg.
Less than 60-day sales cycle
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Highest Close Rates
Communication, Intelligence, Voice, and Data Visualization
technologies drive higher close rates
Top Companies Average$0
$200
$400
$600
$800
$1,000
$1,200Comms, Intel, Voice, Data Viz Spend
Per R
ep A
vg.
Close ratio greater than 20%
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Strongest Corporate Success
Sales acceleration technology drives top-line revenue growth
Top Companies Average$0
$500$1,000$1,500$2,000$2,500$3,000$3,500$4,000$4,500
Technology Spend
Per R
ep A
vg.
Close ratio greater than 20%
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Improve your Deal SizeThe Predictable Revenue Guide To Tripling Your SalesAaron Ross
10:00 amINSIDESALES
So, the Key to Increased Sales is … a Marketing Tool?Janelle Johnson
10:00 amMARKETING
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Improve your Sales CycleThe Agile Selling ImperativeJill Konrath
10:30 amKEYNOTE
Accelerating Sales Pipeline to Close Deals Faster with DTMDustin Grosse
9:45 amSALES
Better Forecasting-Shorter Buying CyclesLarry D’Angelo
2:30 pmKEYNOTE
Product Announcement: Adivino – See Your Email in a Whole New WayJared Haleck
10:00 amHOST
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Improve your Close RateSell from Anywhere with the Salesforce1 Customer PlatformJim Steele
12:00 pmKEYNOTE
5 Secrets to Sales Operations SuccessMaria Pergolino
10:00 amSALES
Will You Marry Me?Jeffrey Gitomer
10:15 amKEYNOTE
Sales Values That Raise the Bar and Raise Your IncomeGrant Cardone
10:15 amKEYNOTE
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Improve your Corporate SuccessHow to Achieve 40% SequentialQuarter-Over-Quarter GrowthJosh James
12:15 pmKEYNOTE
Driving Growth by Taking Control of the Customer ConversationMatt Dixon
9:00 amKEYNOTE
Eradicating Global Sales Poverty: 7 Steps to Restoring GreatnessKraig Kleeman
1:30 pmKEYNOTE
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Sales Acceleration Summit
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May 27-29, 2014
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Sales Acceleration Technology