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1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
for
Prospecting Automation for Sales Professionals Using Salesforce.com
1
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Discussion Agenda
Introductions
Client Challenges and Goals
Value Proposition and Company Origins
Prospecting Automation Structure and Capabilities
Analytics and Insights
Next Steps
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Our Value Proposition
“I need a way to manage my teams prospecting efforts that instills a process, drives efficiency and gives me the insight to understand what’s working and what’s not.
• Mike Rutz, Angie’s List VP of Sales
“I want my reps prospecting as efficiently as possible and doing it in a similar fashion every week so there is no ambiguity.” Your product enables that.”
• Ken Dodd, SVP of Sales, XEROX, ACG Division
“I want to ensure adequate lead follow-up through a standardized process, I have not been able to do that to date with my current vendor.”
• Wanda Pansky, FICO, Director of Inside Sales
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue4
Everybody Wins
Sales Rep Fewer Clicks Fewer Page-views Organized Tasks Automated Follow Up More time to SELL More opportunity for COMMISSION
Sales Management More productive reps Less strain to add payroll More insight More coaching opportunities Better analysis of what’s working and
what’s not Better marketing feedback More REVENUE
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Product Heritage and Evolution
Branded offering of SaaS prospecting automation and SFA tool
Software capabilities expanded to deliver end-to-end SFA capabilities
Strong customer adoption success: Xerox, Equifax, FICO, Carmax, Wolters Kluwer
Direct competitor to SalesForce, MS Dynamic, etc
An outsourced lead and demand generation services provider
Growth and success underscored the need to automate their activities
Workflow technology was written to enable Automated Prospecting Processes and customer reporting
Ported Jesubi’s workflow engine to native Salesforce composite application
Single sign-on, SalesVue tabs and completely integrated
Hardened and extended the workflow engine for more transactional throughput and performance
Enhanced analytics engine and data warehouse for more customer flexibility and reporting insight
Signed Angie’s List to 800 user SalesVue for Salesforce.com solution
(2004)
(2006)
(2013)
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
SalesVue for SaleForce
CRM Track and manage Objects: Accounts, Contacts, Leads, Opportunities, Tasks, Events, Cases
Workflow Basic Decision-Tree “IF/THEN” testing: Send Email. Create Task. Update Field.
Reporting Basic list reporting of objects and simple joined table reporting
Native Application Tabs within your existing SalesForce instance. Fully integrated with all native SalesForce Objects.
Automation Engine Prospecting automation engine which tracks, manages and coordinates all sales and prospecting activities
Advanced Analytics Robust analytics which provide productivity insights and highlights effectiveness of sales strategies and field execution
+
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Prospecting Plan Structure
Call 2
Conversation
No Interest
Meeting
Send Proposal
Email 1
Call 1
Call 3
(2 days)
(3 days)
(1 day)
Create a Calling Cadence Plan
Identify Targets And Plan Goal
Identify Possible Results
Automate Next Steps
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Customizable Prospecting Plans
Sales Team
Field Sales Inside SalesAccount
Development/Lead Generation
Channel Sales
Marketing Support
SalesVue Plan #1
SalesVue Plan #2
SalesVue Plan #3SalesVue Plan #4
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
SalesForce CRM
Identify Contacts/Leads• Create View• Pull down tasks
Start Prospecting• Who to touch?• When to touch?• How often to
touch?
Log Activity• ~12 Clicks• Multiple Page-
Views• When to follow
up?
Back to View• Now who to touch?
Ad-Hoc Prospecting Activities and Follow Up
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
SalesForce CRM With SalesVue…
Identify Contacts/Leads• Create View• Pull down tasks
Pick A Plan• Know Who, When, and
How often to touch• Measure results• Optimize
Log Activity• 2 clicks• Target Contact, Lead,
Account, and Opportunity members
Structured Prospecting Cadence and Orchestrated Follow Up
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Analytics and Insight
1) Activity ResultsAnalysis of Outbound Activity
2) Conversation ResultsAnalysis of Live Prospect Interactions
3) Meeting/Appointment ResultsAnalysis of Meeting and Appointment Outcomes
4) Forecast AnalysisAnalysis of Forecast by Configurable Attributes
5) Plan ResultsOptimization of Prospecting Plan
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue12
Bob Matt Jake Will Maureen0
10
20
30
40
50
60
70
80
Current Overdue
Category 1: Activity
Current vs. Overdue Activities
Matt and Jake need more leads. Maureen has substantial overdue activity.
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
1 2 3 4 5 6 7 8 9 100
100
200
300
400
500
600
MattKurtJakeBillJeff
Week
Activ
ities
/Wee
kRep Analysis: Activity Trending
Why is Kurt the only rep with a downward trend in Activity/Week?
Category 1: Activity Analysis
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Ed Matt
JakeShiela
JeremyChristy
Brian
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
Rep Analysis: Conversion Rate
Coaching Opportunity: Jeremy and Matt’s Conversion Rate substantially lower than rest of team – do they struggle with the Value Proposition? What is Brian saying?
Category 2: Conversation Results
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Rep Analysis: “No Interest”
Ed
Mary
Jake
Shiela
Jeremy
Matt
Christy
Brian
0% 2% 4% 6% 8% 10% 12% 14% 16%
3%
5%
2%
4%
1%
2%
9%
15%
Coaching Opportunity: Brian’s “No Interest” Rate is considerably higher than the rest of the team – does he struggle with Objection Handling?
Category 2: Conversation Results
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
200; 12%
100; 6%
356; 21%
756; 44%
211; 12%
98; 6%
Sent Proposal No Interest Not A FitFollow Up Requested More Info Wrong Contact
Team Analysis: Conversation Results
Marketing Feedback:
Appears to be a high rate of “Not A Fit” –
Are we targeting the right leads?
Category 2: Conversation Results
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue17
Appointment/Meeting ResultsCategory 3: Meeting Analysis
7AM-8AM 8AM-9AM 9AM-10AM
10AM-11AM
11AM-12PM
12PM-1PM 1PM-2PM 2PM-3PM 3PM-4PM 4PM-5PM 5PM-6PM 6PM-7PM0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
1.42%
8.03%
15.86%
22.19%
18.98%
8.69%
7.08%5.85%
3.97% 4.15%3.02%
0.76%
% of Appointments Set
57% of Meetings are being set between the hours of 9AM-12PM
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue18
Appointment/Meeting ResultsCategory 3: Meeting Analysis
RFP High Interest Moderate Interest Low Interest Not A Fit
25%
22%
6% 8%
39%
Why are reps considering so many potential customers “Not A Fit”?
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Pipeline Analysis: By Team
$500,000
$369,570$194,500
VEIADM EH VEICON
What factors affect the success of “VEICON” team versus “VEIADM” team?
Category 4: Forecast Analysis
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Pipeline Analysis: By Region
Why is the Central Region Struggling?
East Central West$0
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
$464,744
$102,455
$741,021
$754,210
$155,452
$802,366
$903,654
$398,566
$1,017,843
30d 60d 90d
Category 4: Forecast Analysis
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Pipeline Analysis: By Stage
30d
60d
90d
$0 $50,000 $100,000 $150,000 $200,000 $250,000 $300,000
Negotiation Proposal Needs Analysis Qualified Contacting
Category 4: Forecast Analysis
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Pipeline Analysis: Lost Reason
Competition; $89,254
Not A Fit; $45,852
Timing; $88,745
No Decision; $15,425
Acquired; $9,656
Price; $23,548
In-House Solution; $12,007
Category 4: Forecast Analysis
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue23
Plan Analysis: Diminishing Returns
Email1
Call1
Call2
Call3
Email2
Call4
Call5
Call6
0%5%
10%15%
20%25%
OPTIMIZE: Call 5 yields the highest
conversion rate within this
Plan, while Call 6 drops off
considerably and has the
worst conversion rate of all Call tasks.
Category 5: Plan Results
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Leveragability and Learning
By providing a 50% gain in activities through
automated workflows and providing a 20% gain in Conversions through
better insight – SalesVue will boost revenue by
49%!
ADD PAYROLL SALESVUEA. Account Manager (AM) Headcount 5 6 5B. Outbound Activities / AM / Day 60 60 90C. Annual Selling Days 260 260 260D. Annual Activities of Sales Team 78,000 93,600 117,000
1 Activities 78,000 93,600 117,0002 Connection Rate 10% 10% 10%3 Conversations 7,800 9,360 11,7004 Conversion Rate 20% 20% 24%5 Conversions 1,560 1,872 2,8086 Close Rate 20% 20% 20%7 Closed Deals 312 374 5628 Average Deal Size 30,000$ 30,000$ 30,000$ 9 Total Revenue 9,360,000$ 11,232,000$ 16,848,000$
1 Incremental Revenue 1,872,000 7,488,000 2 Average Gross Profitability 40% 40%3 Incremental Gross Profit 748,800 2,995,200 4 Investment to Drive Growth 50,000 25,000 4 RETURN ON INVESTMENT 1498% 11981%4 SIMPLE PAYBACK (MONTHS) 0.80 0.10
PROSPECTING ACTIVITY METRICS AND CALCULATIONS
RETURN ON INVESTMENT AND PAYBACK
CONNECT - CONVERSION - CLOSE METRICS
1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue
Next Steps
• Productivity Gains• Easy-to-use software• Tailored to activity Dispositioning
• Best Practices• Prospecting Plan Templates• Analytics and Insights
• Enable Increased Sales Throughput• Leverage Existing Sales Teams• Increase activity volume 50%-200%
• Drive More Revenue• More revenue, less payroll