Getting in the Game

• 1. Get The game Unlimited reach Cross team success K Strategy in action ZMake your claim & plant your flag x Cutting edge tools to scale the play ( Create from scratch b 8 5 $ a > [K S Present Success 9 Its all a Game Play to Win [ In ]

2. Steve Hays Henry Schuck Todays presenters Get in the Game How to Launch or Re Launch an Inside Sales Play Inside sales team New york www.insidesalesteam.com [email protected] Discover org Washington www.discoverorg.com [email protected] Theyll see you now We do the research. You make the sale. 3. z Youve identified a viable market to pursue z You have assembled a team capable of executing the play z No half measures. z You have built a business model that calculates the true costs and justified the expense z You have been honest during the analysis phase. ( #s, capabilities, past history ) z Everyone has agreed to check baggage at the door ( no grudges, no shame ) Pre ignition assumptions Check these first 4. Fish where the fishing is good Lead Scoring I What do we want to sell Who are we trying to sell to What are they buying from us Who has bought from us Why did they buy from us What accounts look like our current base What is our ideal target and can that be profiled in some meaningful way Can we segment A-B-C and 1-2-3 Likely to buy and when 5. Are our existing accounts targets for up sell / cross sell opportunity Are our known contacts relevant to what we want to sell now Can we revisit our previous losses, stalled deals and stuck or abandoned leads What does our customer base tell us about our future targeting approach Do we have enough data to build a look alike model If previous experience is not relevant to future plan what else can we look to for best practices and guidance If data doesnt tell our story can we find data that is directionally accurate to other non data items ( healthy co, fast growth, dynamic, security minded ) Ideal profile + Lead Scoring Things to Consider 6. data in B2b =location in Retail Database Build Out Build Buy or Both Ii What sources are available to us based on the models we built Titles, roles, verticals, size, competitive technology in place, geography, budgets What is the % match ( cos. + contact ) Whats the effort to improve close match data ( time, cost ) How does data integrate with our current systems + sales process How do we keep it fresh ( shelf life ) 7. If building out the database causes a major delay and youve already taken on costs to run a team its a major problem Is time an issue is cost clock already running Whats the competition doing while youre building out database Who is going to keep the data fresh ( honesty is key here ) Is a directionally accurate database better than no database ( hybrid model ) - ideal company, ideal referrer What arent you able to do without good data What are you going to do anyways that will be wasted $,time, energy & emotion Whats the emotional / motivational impact of bad data on inside sales & marketing With good data do we need fewer people + can we do cooler things database build Buy Both Things to Consider 8. Discover Org Hands On How it Works 9. Segments + Content Iii Build content to match targets Identify variables between segments, titles, roles, competitive landscape Stage content to match process and ongoing lead scoring Never enter an account through only 1 door 10. Campaign + Conversational Content is Key Dont forget to arm and train the reps on their own messaging as well Customize as much as makes sense ( vertical, titles, situational ) Map the lead management process to Content Delivery & Cost Right content, right time, right investment Give reps ability & training to deliver great content at right time Measure what gets used, and effectiveness of content Dont let reps make excuses for lack of content if theyre not using it Automate as much as humanly possible ( you dont want 100 freestyle writers ) Integrate in CRM as much as possible segmentation+ content Things to Consider 11. something cool Integrated Direct Mail from Salesforce.com High End Direct Mail at Right Time Whats old is new again? 12. Goals Metrics reporting iV Set realistic goals based on current reality Make sure you can measure key metrics Iterative wins are key #s drive coaching #s drive content refinement #s drive targeting enhancements Reports, dashboards, field customizations 13. Competitive Install Base ID Competitive Contract Expiration Product + Service Provider Install Dates # of Users Modules in Use Today Plans for Future Use ID Product Perception +/- Detailed Conversation Notes Precise Nurture Path Data discipline wins 14. Gamification Keep it Fun 15. Gamification Keep it Fun 16. Gamification Keep it Fun Account Names Blocked 17. Weekly Program review v Review of program results vs. goals Sales activity & conversion rates Trending Analysis Marketing Content Review Lead source analysis Is focus aligned with goals Are results in step with expectations Changes, action items needed Inside Sales Marketing/ Field Marketing Content Product Mangers Sales Operations / CRM 18. Mandatory yes or no? Is the content and agenda worthy of attendance? Is our dashboard and reporting system in sync with our needs Have we built crm in a way the reps will embrace and use the system Are we providing feedback so crm isnt a black hole Does sales see marketing making use of the mandatory things theyre asked to do Do we have enough data to make decisions on facts. Is the data were tracking providing enough info ( fast enough ) to coach the reps. Do we know whats working and what isnt and do we know why Specific weekly agenda with who does what outlined Stick to the facts and dont chase excuses Its not personal. Its just facts. Embrace the facts and take action. weekly review Things to Consider 19. We use an an integrated dialer that has allowed us to increase volume and also track call results in a very effective manner. ( beyond dial counts ) Weve used an email marketing suite for about 4 years now. Its fully integrated with salesforce.com and allows us to run campaigns, score leads and launch conversational content on the fly at the rep level. Discover Org is fully integrated in our salesforce.com instance. Our pitch rates have gone up, weve been able to do more with fewer resources and were investing more heavily in content development due to the success. We use a gamification system integrated with salesforce.com. Its now a must have culturally. It also gives us dashboarding tools we cant get with sfdc. Our technology, process, people, content development team, and data capabilities have earned us a seat at the table with our customers. Were fully integrated. Interesting items Possibly worth sharing 20. Inside sales & marketing The Ultimate Team Effort. x 21. Discover org henry schuck Phone 360-783-6812 Email [email protected] www.discoverorg.com Inside sales team steve hays Phone 716-222-0423 Email [email protected] www.insidesalesteam.com how to reach us