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Kevin Flanagan Senior Director – Inside Sales EMEA. Agenda. Introduction Sales 2.0 - Inside Sales The “What” - Is Inside Sales The “Why” - Inside Sales The “How” - Inside Sales works The EMC Inside Sales Journey Q&A. Kevin Flanagan – My background. Finance & Operations. - PowerPoint PPT Presentation
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1EMC CONFIDENTIAL—INTERNAL USE ONLY
Kevin FlanaganSenior Director – Inside Sales EMEA
2EMC CONFIDENTIAL—INTERNAL USE ONLY
Agenda
Introduction
Sales 2.0 - Inside Sales– The “What” - Is Inside Sales– The “Why” - Inside Sales – The “How” - Inside Sales works
The EMC Inside Sales Journey
Q&A
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Kevin Flanagan – My background Finance & Operations
Sales & Marketing
Inside Sales
ConsultingSales
Inside Sales
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The What?
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What is Inside Sales ?
Inside sales is “remote sales”
It is NOT telemarketing
It is NOT customer service
Inside Sales is professional sales done remotely
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Inside Sales & TelemarketingTelemarketing Inside Sales
Sales Quota € No Yes
€ Volume None/Small Med / Large
Demand Generation Yes Yes
Scripted Yes No
# of Calls Single Multiple
B2B / B2C B2C B2C / B2B
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Inside Sales as a “new” concept?
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Inside Sales Industry Growth
Source: BLS & 2013 Market size Study
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Inside Sales by Selected Vertical
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Sales Team Composition
Source: BLS & 2013 Market size Study
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Business Awareness - Media Use
Source: BLS & 2013 Market size Study
High
Low
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The Why?
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Why? The new empowered buyer
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Why? An Internal Perspective
Productivity Inside Sales as a measureable and effective route to market, ability to drive consistency and higher ROI
Coverage Inside Sales will cover a significantly higher amount of accounts and revenue opportunities than the field organisations
Cost Inside Sales costs are far lower than the cost of deploying a field sales resource
Modernise Inside sales can be the leading technology users within an organisation – implementing social media and sales process tools is comparatively easier to introduce
Talent Inside Sales allows an organisation to grow its people from within and provide very concise career paths
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Why Inside Sales for EMC ?
EMC Led
Datacenter Application-Led Dept. / ROBO
Channel Led
Hosted
GlobalAccounts
Enterprise
Mid-Market
SMB
Enterprise Select
Inside Sales
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The How?
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Outbound Dialing
Qualification
PositioningQuoting
Closing5
1
4
3
2
The role of Inside Sales in the Sales Cycle
Revenue Generation
Lead &Opportunity Generation
Secondary Role
Primary Role
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The Era of the Empowered Seller………….
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GTM Analytics
0 1,000 2,000 3,000 4,000 5,000 6,000 7,0000%
5%
10%
15%
20%
25%
30%
35%
40%
PredictedAverage
Accounts
Pu
rch
ase
Pro
bab
ilit
y
1,000 2,000 3,000 4,000 5,000 6,000 7,0005,000 10,000 15,000 20,000 25,000 30,000 35,0000
HIGH-LIKELIHOOD TO PURCHASE
LOW-LIKELIHOOD TO PURCHASE
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Tools Used by Inside Sales
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EMC – Our Inside Sales Journey
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Many possibilities....but what makes most sense for You?
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The Key Considerations & Questions for EMC............
1. Considerations1. How strong is our Brand in the target segments?2. How strong is our Channel?3. How technically complex are our products/ is the Sales Cycle?
2. The Questions1. What is the role & charter of Inside Sales in EMEA ? 2. What segments will we support?3. What is the Location strategy?4. What is the engagement model with field and channel sales ?5. How do we measure for success (KPIs)?6. Which countries will we cover?7. What is the Funding model?
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Graduate Talent Strategy
GradRec
CampusRelations
Co-opRec
Grad Ire&
AHECS
Tale
nt P
rogr
essi
on
Dem
and
Gen
erati
on
Reve
nue
Gen
erati
on
Cros
s Fu
nctio
nal
Alig
nmen
t
Inside Sales EMEA
Modernise the Selling Process – Operational ExcellencePre-Sales Support Marketing Sales Operations
Our Charter...
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EMC Going Social
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Modernize our Selling Process1. Conduct rich, digital dialogues
with a ‘concierge’ approach to service
2. Guide customers in their buying process
3. Leverage multimedia to improve our interpersonal connection with customers
4. Take a data-driven approach for a more robust understanding of our customers
5. Leverage analytics to determine buying patterns and build future pipeline
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Global Inside “Virtual” Sales
Modernized Sales Force
Better Serving the New Empowered Buyer
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Final though
ts
• Clearly define the role you want IS to play to support your GTM
• Ensure you have clear alignment with Key stakeholders• Define “what good looks like”
• Identify the critical success factors for your IS function
• Set and track KPIs
• Drive for operational excellence
• Understand how your customers want to buy
• Get the right people and invest relentlessly in their development
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THANK YOU
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