DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUDpages.velocify.com/rs/leads360/images/Velocify-for-SFDC-WP-Final.pdfDRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD Executive Summary

for

Velocify for Salesforce

Integrated Solution Whitepaper

DRIVING HIGH-VELOCITY SELLING THROUGH

SALES CLOUD

http://www.velocify.com/

DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD

Introduction

2

Customer Relationship Management (CRM) technology has now existed for over a decade, designed, in part, to address

the needs of sales managers in organizing their teams and sales efforts in an increasingly hectic business world. Today,

almost all aspects of sales are accelerating, and keeping pace can mean the difference between success and failure.

Revenue targets continue to rise, making it necessary to throw more money at lead generation and lead development

efforts. Sales rep performance expectations grow as sales tools and inbound demand generation practices increase

in sophistication. There’s no longer acceptance of leads going to waste, and optimizing lead response and follow-up

practices has proven to make a dramatic impact on revenue attainment. These forces and developments have paved the

way for a new kind of sales technology.



Executive Summary

3

This paper is intended to help sales leaders discover the value of adding a sales acceleration solution, specifically;

Velocify for Salesforce, to Salesforce.com Sales Cloud. You will learn how, through unique features designed for high-

velocity selling, Velocify can help sales organizations work at a faster (and smarter) pace, and drive more leads into the

sales pipeline, ultimately boosting revenue.

We will first discuss the existing challenges sales leaders and their teams face, such as getting the right leads in the hands

of the right reps, ensuring a fast and disciplined response to new leads, guiding a consistent selling process, and keeping

reps more focused and productive each day. We’ll review new research that illustrates the increasing volume of daily

activity for sales reps and the growing complexities that leaders must solve for as a result. Following that, we’ll explain

the importance of developing high-velocity sales practices as an integral part of your overall sales process. We’ll outline

Velocify’s offering in detail, providing an overview of the key components, including Dynamic Distribution, Automated

Guided Selling, Intelligent Activity Prioritization, Integrated Sales Dialer, Funnel Insights, and Configuration Console. To

conclude, we’ll provide you with a checklist of key items to consider in helping with your evaluation and likely decision

surrounding this emerging category of technology.



Challenges Facing Sales Teams Today

4

If you’re like most sales organizations using Sales Cloud today, you’ve implemented a successful solution that gives you

visibility, flexibility, and a solid foundation for operating and managing your sales function. However, keeping up with the

demands and speed of business today is a real challenge. A portion of your leads continue to fall through the cracks or

don’t receive the proper attention they deserve, and reps continue to take their own approach to building their pipeline.

Meanwhile, you may be contemplating new processes, team composition, and technologies in search of a springboard

to more revenue. Even for organizations that believe they’re capturing all the revenue available to them, where these

challenges may not apply, research proves otherwise.

Velocify recently conducted a study of seller response to inbound leads by some of the world’s most admired companies

in the Fortune 100. In the study, Velocify found that one-third of inquiring buyers never received a phone call from the

seller’s sales team. Another third never received email communication, and 12% received no response of any kind. Also,

the mean response time to a new inbound lead ranked up there with the speed of molasses, averaging 3.5 days before

the first phone call to the inquiring prospect was made. In addition, the study found that most sales reps gave up trying

to reach the inquiring prospect after just one contact attempt. These stats aren’t exclusive to the Fortune 100; this most

recent study mirrors the findings in other research conducted on companies of all sizes.

Sales reps are too slow and too inconsistent when following up with leads

CRM puts process onus on the rep, and selling discipline is tough to enforce

These deficient sales practices are likely happening for a number of reasons. First, ongoing lead follow-up practices

routinely suffer as the sales rep’s daily “To Do” list piles up, and connecting with new leads or leads from prior day’s slips

increasingly lower in priority. Not to mention, keeping tabs on the leads that came in yesterday, the day before, or last

week is no easy task for any human without the help of technology. Also, even with a directive, only a fraction of sales

reps are organized and disciplined enough to maintain consistent response to new leads as they arrive.



Challenges Facing Sales Teams Today

5

Just as challenged are the sales leaders, who are under significant pressure to drive more revenue while simultaneously

increasing the efficiency of their sales machine. Fact is, most sales leaders have trouble pinning down exactly how leads

become “opportunities.” A recent CSO Insights sales performance study found that sales organizations often aren’t familiar

with the steps and actions that drive conversion, and instead rely on “hope and miracles” when it comes to turning a lead

into a qualified sales opportunity. The process of identifying and reassigning leads that aren’t receiving the appropriate

treatment is similarly challenging. Implementing a uniform contact strategy and ensuring the usage of desired lead follow-

up processes is nearly impossible. In addition, sales leaders are ever pressed to increase the net daily selling time of their

reps and optimize processes, often times with only opportunity-to-close reports and anecdotal information.

Sales leaders are pressed to grow revenues, challenged by CRM limitations



Making the Case for a High-Velocity Sales Solution

6

17%

24%36%

62%

98%

160%

1 min.0

100%

200%

300%

Impr

ovem

ent o

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ad C

onve

rsio

n Ra

te

400%

2 mins. 3 mins. 30 mins.

Time Elapsed

The Impact of Speed-to-call on Conversion

1 hr. 5 hrs. 24 hrs.

391%

CONVERSION

Figure 1: The Impact of Speed-to-Call on Conversion

Sales acceleration technology can help address the many challenges described in the prior section. Through the use of

high-velocity sales practices and automation, sales leaders can inject more speed, discipline, and productivity into their

sales organization. High-velocity sales solutions provide many sales and marketing success benefits.

If you have ever pulled a sales report and found new leads were going un-contacted or had received just one or two

voicemails before a sales rep moved on, you know you’re leaving money on the table. Velocify’s solutions are laser

focused on helping sales teams easily ensure they’re following up promptly on all qualified leads and doing so with the

appropriate persistence. No lead is left behind and you get more R in your ROI.

Keep leads from falling through the cracks

Ensure your sales reps respond rapidly

Velocify and industry research continues to show that most organizations take more than 24 hours to follow up with a new

lead. If that’s you, your competition is likely eating your lunch. Surveys show that the first sales organization to respond has

a definite advantage with the buyer, so why not boost revenue by making sure that your team is first? Making a call attempt

within a minute of receiving a lead can increase conversion by 391%, and Velocify technology can help you get there.




7

Cal

ls a

nd e

ma

ils c

ontin

ue u

ntil

you

spea

k to

your lead or re

ach max effort

DA

Y 1D

AY

4D

AY

5

DAY

8

DAY14

DAY15

DA

Y

22

START FINISH

Ultimate Contact Strategy

Figure 2: Example of a Contact Strategy

If you’re like many sales organizations, you have a lead follow-up policy in place, but tracking and enforcing your desired

follow-up practice is a significant challenge, and you know the team is falling short. Velocify research has found most

sales reps make just 1-2 contact attempts on a new lead before giving up, yet it’s proven that 5-8 calls is optimal.

Through Velocify’s proprietary technology, you can put your follow-up efforts on rails, ensuring consistent and thorough

sales practices for everyone on the team.

Deploy incredibly consistent sales practices

Research from Forrester and IDC has found that many reps spend more than half their day on non-selling activities. The

reality is, your reps are faced with hundreds of daily activities, and struggle to efficiently prioritize tasks. And most CRM

solutions don’t help much with all the different screens, clicks and procedures required to get from point A to B. In an ideal

world, you’d like to see your reps continuously taking action on the highest priority items throughout the day, without

having to remind or instruct them. With Velocify you can do just that, ensuring your team is always working on the highest

priority items, while empowering them to accelerate their activity, and spend more time selling.

Focus reps on revenue-generating activities




8

If you’re like a majority of sales organizations, you watch your opportunity pipeline and win rate like a hawk and are

ready to pounce on any abnormality that surfaces. But what about the process that occurs before a lead converts to

an opportunity? Most organizations treat the processes in the lead-to-opportunity stage too informally, and rely too

heavily on miracles for conversion. As a result, they’re missing a lot of revenue. Consider just a 20% increase in lead-to-

opportunity conversion can translate to millions of dollars in additional sales for some firms. Velocify can help you drive

selling practices that make dramatically more opportunities of your leads, taking both your pipeline and your revenues

to new heights.

Make more money

Velocify has been instrumental in our growth. We now have our sales efforts on a fast, consistent, predictable track.

MERCHANT INDUSTRY



Key Features of Velocify for Salesforce

9

Velocify for Salesforce invigorates Salesforce.com Sales Cloud with sales acceleration capabilities through the

following unique features:

Driving performance by delivering the right leads to the right sales reps is paramount in ensuring rapid response and

maximum conversion. And getting the lead to the right rep can mean ensuring it’s assigned to the rep most able to

respond rapidly, or the rep with the highest propensity to convert that lead given their skillset or domain knowledge.

This flexible, modifiable feature helps you build intelligent lead distribution and redistribution programs that can be

leveraged to distribute leads or opportunities. Sales managers, sales operations leaders, and sales administrators can

easily deploy multi-layered distribution programs such as round-robin, skills-based, performance-based, territory-based,

and product-based methods.

Dynamic Distribution

With Velocify, we found that certain performers were doing a lot better with certain lead sources; which allowed me to drive more of those

leads toward those performers.M&T BANK




10

To help ensure rapid response, no matter which initial lead distribution method is utilized, automated reassignment based

on minutes or hours can be easily configured. It ensures that the business doesn’t miss out on revenue opportunities due

to the inaction of a single sales rep.

With the flexibility of Dynamic Distribution, sales managers can set hourly limits and daily caps to ensure the ongoing

volume of leads are dispersed to reps as desired. And with ideal lead distribution and re-distribution capabilities in place,

sales managers are freed to focus more attention on other elements of the sales process.

Figure 3: Illustration of the system flexibility with ability to layer multiple distribution programs at once depending on lead characteristics.

Dynamic Distribution

RE-DISTRIBUTION PROGRAM

System automatically re-assigns lead to

another available rep

SKILLS-BASED & PERFORMANCE-BASED

DISTRIBUTION PROGRAM

Lead is distributed to certain rep who is

skilled with product domain knowledge

ROUND-ROBIN DISTRIBUTION

PROGRAM

Lead is distributed equally via

Round Robin

LEAD ENTERSSALESFORCE

Distribution Feature Graphic




11

Co

nta

ct S

tra

teg

y

Contacting 1

Called Left Message

Easily map out your companies’ optimal contact strategy

Contacting 2

STATUS

ACTION

NEW STATUS

AUTOMATED EMAIL SENT 3

AUTOMATICALLY APPEARS IN PRIORITIZED

QUEUE 3 DAYS LATER

AUTOMATED TASK

Sa

les

Pro

spe

ctin

g

Contact Attempt 6

Called Left Message

Automatically set trigger follow up to re-engage with prospects with longer sales cycles

Occasional Outreach

STATUS

ACTION

NEW STATUS

NURTURE EMAIL 60 DAYS OUT

AUTOMATICALLY APPEARS IN PRIORITIZED QUEUE 61 DAYS

OUT TO CALL

AUTOMATED TASK

Another key to creating sales velocity is to guide selling processes. With Velocify for Salesforce, you can first leverage

Automated Guided Selling to easily implement a contact strategy that determines when your reps will follow up by phone, how

many times they’ll follow up before giving up, and what email messages are to be automatically triggered in between calls.

The process automation will provide additional touches and schedule follow-up calls throughout the sales cycle. Once

contact is made, guided selling technology can help keep your sales process and your team on a disciplined and consistent

track to optimize performance. This feature can also be leveraged to trigger check-in calls with leads 60, 90, 120 days

from now, and so on.

Automated Guided Selling




12

14

Velocify Admin +Home Leads Opportunities Velocify

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Search... Search VelocifyHelp & TrainingKristin Penney

DisconnectRun Wizard

Available Actions

Help

To add an Action to the Status, select the Action from the Available Actions list and click Add.

To remove an Action from the Status, select the Action from the Actions in Status list and click Remove.

To automatically change the Status upon the Action taken, select the Action from the Actions in Status list, select the Status from the dropdown,and click the Trigger Status Change button.

If the controls on this page are inactive (grayed out), it is because your workflow functions have been locked down to prevent changes to yourMilestone data. Please contact Leads360 Support for assistance.

Actions in Status [New [Lead]]

Up

Down

« Remove

Trigger Status Change »

Return to Manage Statuses

Add » Set as Default Set as Quick

Called - Left Message (Change Status to Contact Attempt 1 [Lead])Called - No Contact (Change Status to Contact Attempt 1 [Lead])

Contacted - Chat (Change Status to Contacted [Lead])Contacted - Email (Change Status to Contacted [Lead])Contacted - Follow up Scheduled (Change Status to Contacted [Lead])

Contacted - No Follow up Scheduled (Change Status to Contacted [Lead])Demonstration - Scheduled (Change Status to Demonstration Scheduled [Lead])Qualified (Change Status to Qualified [Lead])

Contacted - Interested (Change Status to Contacted [Lead])

Comment

Accept LeadConvert LeadDemonstration- CompletedDemonstration - No ShowDemonstration - RescheduledDemonstration - Send ReminderKill LeadManager Review NeededReject LeadRevive Lead

--Status--

Automation Engine Duplicate Management Users Setup

Actions Conversion SettingsStatusPrioritizationDistribution

Key to streamlining sales processes in Automated Guided Selling is the manager-defined actions and subsequent lead

statuses that drive ongoing sales activities. As reps follow up on leads, they are given a drop down menu of dynamic

action choices within the lead profile. They take a specific action and the lead moves to the next appropriate step within

the sales cycle, while the status automatically updates based on the action taken.

Reps will no longer have to log Salesforce tasks or activities manually – no longer create error-prone or even missed

entries that summarize the engagement or manually have to schedule the next follow up on a lead - Velocify will remove

these time consuming steps. Thus, entire sales teams will be able to treat leads with more consistency and discipline

throughout the sales cycle and deliver more opportunities to the pipeline. Managers gain more reliable visibility into daily

sales activities, coaching opportunities, and driving sales funnel conversion team-wide.

Automated Guided Selling

We build the logic on the backend so it just makes it easier for sales to make the right call at the right time.

MEDIGAP




13

Leads, Priority View

Next Call

VelocifyHome Leads Opportunities


+

14Search... Search

Create New...

VelocifyHelp & TrainingJanelle Pierce

Leads Opportunities Leads and Opportunities

leads: ONRefresh Data

Recycle Bin

Michael Lee

Andrew Nelson

Steve Wright

Jenelle Pierce

James Jones

William Clark

Consolidated Debt-

Consolidated Debt

Paul Hall

Paul Hall

Recent Items

Action Type First Name Last Name Name Status Stage Company Industry Phone Lead Source

Opportunity

Opportunity

Opportunity

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Discovery

Discovery

Discovery

Dennis

Ted

Dennin

Andrew

Fred

John

Kevin

Steve

Matthew

Frank

Gary

Walter

Jessie

Robert

Ted

Michael

Charles

James

Sean

William

Frank

Steve

Carter

Brown

PHillips

Baker

Phillips

Davis

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Davis

Young

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Jones

Garcia

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New

New

New

New

New

New

New

New

New

New

New

New

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Contact Attempt 1

Contact Attempt 1

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Quick Recruiting

Self Storage Fa

Self Storage Fa

Self Storage Fa

UIAM Entertain

Green Solutions

Green Solutions

Green Ellis Con

Green Ellis Con

Green Ellis Con

Newscorp

Newscorp

Real Solar

Real Solar

Find a House N

Find a House N

Career Institute

Commuting Res

Commuting Res

Community Hea

Global Insuranc

Quick Recruiting

Staffing

Staffing

Storage

Storage

Storage

Services

Services

Solar

Transportaion

Transportaion

Real Estate

Real Estate

Education

Healthcare

Professional Service



Leisure/Hospitality

Media

Media

Financial - Insurance

Solar

(424) 543-1524

(424) 543-1531

(424) 543-3036

(424) 543-5023

(424) 570-6812

(424) 543-3118

(424) 543-3142

(424) 543-1528

(424) 543-1357

(310) 334-9928

(424) 543-2694

(424) 400-7527

(424) 400-7875

(424) 400-7654

(424) 400-7682

(424) 835-6252

(424) 835-6224

(424) 835-6225

(424) 835-6259

(424) 888-6450

(424) 888-6414

(424) 888-6452

Yipit

List Giant

Intern Reference

Web Reference

Search

Trace Show

Yelp

Harlem World

CitySearch

New York Times

Google Radio

Radio

Reseller

Search

Word of mouth

Zoominfo

Twitter

Zagat

Groupon

Chat

Employee

New York Times

View 1 - 25 of 59 Page of 3Next25 1Previous

It’s no secret that focus in anything we do has tremendous value. But for a sales rep, zeroing in on the best next activity

within Sales Cloud is a challenging task. To address this need, Velocify simplifies and automates the prioritization of daily

sales activities taking the guesswork out of the equation for the sales rep. Intelligent Activity Prioritization provides sales

reps with a single, consolidated, continuously updated view of what to do next, in priority order. No need to waste time

jumping around to multiple screens looking for information or ideal contacts to reach out to, and no need to worry about

the contact strategy. It’s all handled for the rep and delivered through one prioritized view. The feature keeps sales reps

focused on the most important tasks at any given time, throughout the day. New leads are highlighted as they arrive to

prompt quick response. Scheduled tasks, and prompts for the next follow up calls on leads in progress are all included,

providing a single centralized list for reps to work from. Opportunities can also be prioritized and included in an integrated

view with new and in-progress leads.

When logging into Salesforce, reps can choose the Velocify tab to review assigned leads, opportunities and combined

view of leads and opportunities.

With flexible configuration of the data that is presented to reps in their prioritized lists, they can easily review key details

about a record like their status (i.e. New, Contact Attempt 1, Demo Scheduled), lead source, industry, contact details, and

more. All pending activities are dynamically and continuously prioritized based on approaching appointments, arriving

new leads, and actions being taken on existing records. No longer are sales teams hunting and searching for which lead

to contact next or contemplating which activity takes priority over another throughout the day.

Administrative tasks are greatly minimized and new reps ramp faster than ever with the automated guidance provided.

Due to more productive and on-task selling, sales management benefits from shortened sales cycles, and ultimately a

healthier pipeline.

Intelligent Activity Prioritization




14

VelocifyHome Leads Opportunities


+

14Search... Search

Create New...

VelocifyHelp & TrainingJanelle Pierce

Leads Opportunities Leads and Opportunities

leads: ONRefresh Data

Recycle Bin

Michael Lee

Andrew Nelson

Steve Wright

Jenelle Pierce

James Jones

William Clark

Consolidated Debt-

Consolidated Debt

Paul Hall

Paul Hall

Recent Items

Action Type First Name Last Name Name Status Stage Company Industry Phone Lead Source

Opportunity

Opportunity

Opportunity

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Lead

Discovery

Discovery

Discovery

Dennis

Ted

Dennin

Andrew

Fred

John

Kevin

Steve

Matthew

Frank

Gary

Walter

Jessie

Robert

Ted

Michael

Charles

James

Sean

William

Frank

Steve

Carter

Brown

Phillips

Baker

Phillips

Davis

Hill

Wright

Davis

Young

Clark

Clark

Williams

Wright

Clark

Jones

Garcia

Williams

Baker

Moore

Garcia

Garcia

World Century

Consolidated De

Quick Recruiting

New

New

New

New

New

New

New

New

New

New

New

New

Contacted

Contact Attempt 1

Contact Attempt 1

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Contact Attempt 2

Quick Recruiting

Self Storage Fa

Self Storage Fa

Self Storage Fa

UIAM Entertain

Green Solutions

Green Solutions

Green Ellis Con

Green Ellis Con

Green Ellis Con

Newscorp

Newscorp

Real Solar

Real Solar

Find a House N

Find a House N

Career Institute

Commuting Res

Commuting Res

Community Hea

Global Insuranc

Quick Recruiting

Staffing

Staffing

Storage

Storage

Storage

Services

Services

Solar

Transportaion

Transportaion

Real Estate

Real Estate

Education

Healthcare




Leisure/Hospitality

Media

Media

Financial - Insurance

Solar

(424) 543-1524

(424) 543-1531

(424) 543-3036

(424) 543-5023

(424) 570-6812

(424) 543-3118

(424) 543-3142

(424) 543-1528

(424) 543-1357

(310) 334-9928

(424) 543-2694

(424) 400-7527

(424) 400-7875

(424) 400-7654

(424) 400-7682

(424) 835-6252

(424) 835-6224

(424) 835-6225

(424) 835-6259

(424) 888-6450

(424) 888-6414

(424) 888-6452

Yipit

List Giant

Intern Reference

Web Reference

Search

Trace Show

Yelp

Harlem World

CitySearch

New York Times

Google Radio

Radio

Reseller

Search

Word of mouth

Zoominfo

Twitter

Zagat

Groupon

Chat

Employee

New York Times

View 1 - 25 of 59 Page of 3Next25 1Previous

Next Call

ConnectingLoading...Phone:Company:Status:Lead Source:

(424) 543-1524Quick Recruiting

NewYipit

Clear Commit Action

Enter Notes

Select Action

Leads and Opportunities,Priority View

The integrated dialing features of Velocify for Salesforce simplify and streamline outbound calling for sales reps, helping

increase call volume. With click-to-dial, reps can call leads using any number listed in a Salesforce record. While logged

into Salesforce, reps can start calling leads and opportunities directly from the dialer display panel located to the left of

their lead and opportunity lists. Additionally reps can simply and swiftly call through their prioritized list using the “Next

call” button provided on the dialer display.

Integrated Sales Dialer

The “Next Call” feature lets reps quickly connect with the next lead or opportunity shown on the list – priority or standard

view; and won’t have to disconnect from a previous call to initiate engagement to next lead on the list. From the dialer

display panel, reps can call any phone number available within the record, take action following interaction with the

prospect (i.e. Left Message, Gave Price Quote) and enter any additional notes about the event directly within the dialer

display. Call recordings automatically track calls on a daily basis to monitor call effectiveness and for added coaching

and development opportunities. For maximum flexibility, sales teams have the option of tying Velocify’s integrated sales

dialing features to third-party dialers and phone systems through Open CTI.




15

As the saying goes, what gets measured gets managed. Leveraging the granular lead response and sales process data

collected by Velocify, and the power of Salesforce.com reporting, Funnel Insights provides sales leaders with newfound

visibility and insights for performance monitoring, coaching, and improvement. The feature provides visibility into

adherence to desired response and process practices and a view into performance at every granular step of a higher-

velocity sales process. Insights available to the sales leader in order to make more informed decisions and uncover

coaching moments include speed-to-first attempt, speed-to-contact, sales performance on certain lead types, contact

rates, pre-opportunity pipeline activity volume, and milestone attainment throughout sales cycle. Gaining this level of sales

performance visibility cannot be attained with Sales Cloud alone.

Funnel Insights

With Velocify, you can inspect what you expect!LEADING INSURANCE AGENCY

Speed to Conversion

0

4020

60

Average Speed-to-Convert (days)

Conversion Rate (by Product by User)

SL-2800 S..

SL-9500 S..

SL-6000 S..

SL-2500 S..

SL-5700 S..

SL-5000 S..

SL-4500 S..

Prod

uct I

nter

est

0% 50% 100% 150% 200% 250%Conversion Rate

Lead Owner

Alex PopoffHarry BeckJohn ReeseKamalesh ThakkerRobert Cooper

Ben SchorHector GaliciaJosh EvansNick HodgesTim Dunlea

Lead and Opportunity Pipeline

51542739

112

16

617

Record CountCurrent Status: Status Name

Sales Qualified [Lead]Qualified [Lead]Proposal/Price Quote [Oppt]Nurture Contacted [Lead]New [Lead]Negotiation/Review [Oppt]Manager Review [Oppt]Interested [Lead]Discovery [Oppt]Demonstration Scheduled [Oppt]Contacted [Lead]Contact Attempt 6 [Lead]Contact Attempt 5 [Lead]Contact Attempt 4 [Lead]Contact Attempt 3 [Lead]Contact Attempt 2 [Lead]Contact Attempt 1 [Lead]

Pre-Opportunity Pipeline

11

35455

5326

Record Count

Lead Status

NewContact Attempt 1Contact Attempt 2Contact Attempt 3Contact Attempt 4

ContactedContact Attempt 5

Demonstration ScheduledDemonstration CompletedTransferred to AE

Nip in the Bud

Alex Ben HarryJanelleJohnJoshKamKristinNickRobert

Land

Ow

ner

0 10 20 30 40Record Count

Lead Status

NewContact Attempt 2Contact Attempt 4

Contact Attempt 1Contact Attempt 3Contacted

Speed to Contact

Average Speed-to-Contact (days)

1

0 10

5

Speed to Call

Average Speed-to-Call (hours)

1

4

0 13.8

As of May 23, 2014 at 11:45 AMRefreshCloneEditFind a dashboard...

Velocify Sales Executive Dashboard




16

One of the biggest challenges for sales managers and sales operations professionals is to easily and quickly make

changes to lead assignment and sales process to either accommodate change within the sales organization, or simply

deploy new sales strategies. The Velocify Configuration Console allows you to eliminate your reliance on IT resources or

custom development as you refine and make changes to lead assignment, sales processes, or priorities.

Velocify Dynamic Distribution, Automated Guided Selling and Intelligent Activity Prioritization feature settings are easily

managed via the Console. This administrative interface accessed through your Salesforce account, acts as a centralized

“sales automation cockpit” to easily make dynamic changes to lead and opportunity distribution programs, automated

guided selling configurations, pre-defined actions and statuses, marked milestones in sales cycle, intelligent activity

prioritization rules, and lead-to-opportunity conversion settings.

Easily manage your desired configurations without the time and expense of involving IT.

Configuration Console

14

Velocify Admin +Home Leads Opportunities Velocify


Search... Search VelocifyHelp & TrainingRobert Cooper

DisconnectRun Wizard

Save

Conversion SettingsActionsStatusDistribution Prioritization

Qualification

Lead-to-Opportunity Conversion Settings

Convert Leads toOpportunities?

Yes

No

Conversion Milestone:

Conversion Performed: Automatic

Manual

i

i

i

i

Set-UpAutomation Engine Duplicate Management Users

Users will automatically be brought tothe Lead-to-Opportunity Conversionscreen once a milestone is reached



Justifying Your Investment in Velocify for Salesforce

17

I

DYNAMIC DISTRIBUTIONImplement smart distribution and re-distribution of leads to ensure rapid lead response, better allocation, and higher conversion.

II

AUTOMATED GUIDED SELLING Establish a guided selling framework that drives execution of your contact strategy and desired selling processes to improve sales effectiveness.

III

INTELLIGENT ACTIVITY PRIORITIZATION Ensure new and seasoned sales team members are working from a prioritized list of daily tasks to drive more opportunities into the pipeline and ramp new reps faster.

IV

INTEGRATED SALES DIALER Empower sales teams to rapidly call through records from any screen inside Salesforce and immediately capture sales action data to drive up daily call volume and revenue.

V

FUNNEL INSIGHTS Track daily sales performance on lead follow up, call volume, contact rates, milestone attainment, and more to improve funnel visibility, and revenue predictability.

VI

CONFIGURATION CONSOLE Easily manage and modify ongoing changes to lead assignment and sales process with no extra IT or development resources needed.

SalesforceSales Cloud

Only

AddingVelocify

for Salesforce

Any time you have an existing technology platform in place, internal constituents are bound to ask for reasons why the

need for additional technology exists and how the organization may benefit from them. Let’s first look at a summary of

the newfound capabilities that come with Velocify for Salesforce, and how they provide benefit beyond what can be

accomplished with Sales Cloud, then look at a simple method for calculating the substantial return on investment that the

solution can generate.

High-velocity selling requires a solution capable of enabling accelerated sales practices in order to drive more speed,

conversions, and revenue.

High-Velocity Selling Checklist – Key Capabilities Needed



Justifying Your Investment in Velocify for Salesforce

18

# OF LEADS GENERATED

OVER PERIOD

EXISTING LEAD TO

OPPORTUNITY RATE

20% LIFT USING VELOCIFY

EXISTING OPPORTUNITY TO WIN RATE

AVG DEAL SIZEX X X X

33,000 LEADS WASTED 5% CONVERSION RATE 1,650 EVAPORATED DEALSX =

With investment in any new technology, your needs must be addressed, and a return on the investment is important.

In the case of Velocify for Salesforce, return on your investment can come immediately in terms of responding faster to

leads, promoting more disciplined processes, and ramping new reps faster due to the guided nature of the solution. Per

Velocify and other industry research, a third of leads fall through the cracks by never receiving any follow up – call or

email, which translates into significant dollars lost. If a company is generating 100,000 leads per year this would equate to

up to 33,000 leads wasted. If the company was converting at a 5% rate, they would be losing up to 1,650 deals per year.

If the company’s average deal size was $25,000 that would mean losing $41.25 million potential annual revenue. How

could 1,650 additional deals impact your business?

After 90 days of using Velocify, our clients cite concrete results like 20-80% improvements in contact speed, call activity,

and lead qualification rates.

Using the output from the above equation as the total additional revenue generated via your Velocify for Salesforce

investment, you can now determine estimated return on investment using the following equation:

Calculating the Return

GAIN FROM INVESTMENT [ ADDITIONAL REVENUE ] — COST OF VELOCIFY

COST OF VELOCIFY

Taking the Next StepWith Velocify for Salesforce, you have the ability to transform your sales organization into a high-velocity selling machine.

Your reps will be empowered to work smarter while you drive a disciplined selling process and have peace of mind

knowing that desired practices are being followed. You’ll generate more revenue, and improve return on your business’s

lead generating investments. Contact sales today to schedule a sales consultation or preview a demo of the product at

(855) 965-1867 or visit velocify.com/salesforce.


http://www.velocify.com/products/salesforce/

Documents

DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUDpages.velocify.com/rs/leads360/images/Velocify-for-SFDC-WP-Final.pdfDRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD Executive Summary