Dave Elkington - Sales Acceleration Summit 2014 Keynote

#SalesSummit | @DaveElkington

Sales Acceleration Technology

Sales Acceleration Summit 2014 KeynoteDave Elkington, CEO and Founder


#SalesSummit@DaveElkington

Twitter Q&A


2nd Sales Acceleration Virtual Summit


83 Speakers


90+ books & publications


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


Sponsors

Platinum

Gold

Silver


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


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


Registrant Companies


Non US RegistrantsPresenters


Why are we here?


Sales Disruption


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


Crossing the Inside Sales Chasm

The

Chas

m

Innovators Early Adopters

Early Majority

LateMajority

Laggards20

10


Inside Sales Grassroots Movement

Founded in 20087,500 Members≈100% CAGR


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


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


Inside Sales vs. Outside Sales

⅓ Cost – ⅓ TimeCustomer Empowerment

Employee Preference

Auto

nom

y

Productivity

Acceleration Technology


Technology Accelerates Inside Sales


Marketing Automation

CRM Sale

s Ac

cele

ratio

n

Sales Acceleration Industry

Sales Acceleration


Sales Acceleration Market

Data Visualization

Employee Success

Sales Automation

Data Management

Predictive Analytics


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

Email

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


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


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


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%


Why spend more on sales acceleration technology?

Bigger DealsFaster Sales CycleHigher Close Rate

Stronger Corporate Success


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


Faster Deals

Intelligence & Communication technology drives shorter sales

cycles


$100

$200

$300

$400

$500

$600

Intel and Comms Spend

Per R

ep A

vg.

Less than 60-day sales cycle


Highest Close Rates

Communication, Intelligence, Voice, and Data Visualization

technologies drive higher close rates


$200

$400

$600

$800

$1,000

$1,200Comms, Intel, Voice, Data Viz Spend

Per R

ep A

vg.

Close ratio greater than 20%


Strongest Corporate Success

Sales acceleration technology drives top-line revenue growth


$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%


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


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


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


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


Sales Acceleration Summit


May 27-29, 2014


Sales Acceleration Technology