View
331
Download
2
Tags:
Embed Size (px)
DESCRIPTION
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/dave-elkington This session is for those looking to generate a large number of high-value leads that put sales people in front of the best prospects when there is often no competition. In just 15 minutes you’ll learn the single most effective lead generation method I have ever seen, the sales 2.0 and social selling tools that can be used to make it happen, and the best thing sales people can say when they call the leads generated. Participants receive a free copy of the award-winning sales book SHiFT!, the native PowerPoint slides from the presentation, and access to the recording of a social selling webinar that had over 3,500 registrants.
Citation preview
#SalesSummit | @DaveElkington
Sales Acceleration Technology
Sales Acceleration Summit 2014 KeynoteDave Elkington, CEO and Founder
#SalesSummit | @DaveElkington
#SalesSummit@DaveElkington
Twitter Q&A
#SalesSummit | @DaveElkington
2nd Sales Acceleration Virtual Summit
#SalesSummit | @DaveElkington
83 Speakers
#SalesSummit | @DaveElkington
90+ books & publications
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
Sponsors
Platinum
Gold
Silver
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
Registrant Companies
#SalesSummit | @DaveElkington
Non US RegistrantsPresenters
#SalesSummit | @DaveElkington
Why are we here?
#SalesSummit | @DaveElkington
Sales Disruption
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
Crossing the Inside Sales Chasm
The
Chas
m
Innovators Early Adopters
Early Majority
LateMajority
Laggards20
10
#SalesSummit | @DaveElkington
Inside Sales Grassroots Movement
Founded in 20087,500 Members≈100% CAGR
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
Inside Sales vs. Outside Sales
⅓ Cost – ⅓ TimeCustomer Empowerment
Employee Preference
Auto
nom
y
Productivity
Acceleration Technology
#SalesSummit | @DaveElkington
Technology Accelerates Inside Sales
#SalesSummit | @DaveElkington
Marketing Automation
CRM Sale
s Ac
cele
ratio
n
Sales Acceleration Industry
Sales Acceleration
#SalesSummit | @DaveElkington
Sales Acceleration Market
Data Visualization
Employee Success
Sales Automation
Data Management
Predictive Analytics
#SalesSummit | @DaveElkington
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
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
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
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%
#SalesSummit | @DaveElkington
Why spend more on sales acceleration technology?
Bigger DealsFaster Sales CycleHigher Close Rate
Stronger Corporate Success
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
Faster Deals
Intelligence & Communication technology drives shorter sales
cycles
Top Companies Average$0
$100
$200
$300
$400
$500
$600
Intel and Comms Spend
Per R
ep A
vg.
Less than 60-day sales cycle
#SalesSummit | @DaveElkington
Highest Close Rates
Communication, Intelligence, Voice, and Data Visualization
technologies drive higher close rates
Top Companies Average$0
$200
$400
$600
$800
$1,000
$1,200Comms, Intel, Voice, Data Viz Spend
Per R
ep A
vg.
Close ratio greater than 20%
#SalesSummit | @DaveElkington
Strongest Corporate Success
Sales acceleration technology drives top-line revenue growth
Top Companies Average$0
$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%
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
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
#SalesSummit | @DaveElkington
Sales Acceleration Summit
#SalesSummit | @DaveElkington
May 27-29, 2014
#SalesSummit | @DaveElkington
Sales Acceleration Technology