CRM alone is no longer sufficient for driving revenue growth. It provides limited and incomplete data while teams spend too much time on deals that will not close. Real Intelligence leverages collective human experience data from customers to target the right accounts, prioritize the right activities, and engage customers smarter across the entire revenue process. This results in more effectiveness, visibility, and alignment for revenue teams. Demo examples showed how Real Intelligence provides actionable insights to increase key metrics like touches, appointments, and contracts closed. Customers of InsideSales.com reported significant increases in opportunities, closeability, and production by using Real Intelligence to power their revenue acceleration.

1. CRM is a
DEAD END
Matt Langie
Chief Marketing Officer
InsideSales.com

2. Today’s Reality

3. 21.0
19.5
18.0
16.5
15.0
2013 2014 2015 2016 2017 20182011 2012
Sources: World Bank, Forbes, CSO
16.7T
17.4T
18.1T
18.6T
19.5T
15.5T
15.2T
20.5T
Gross Domestic Product (US)

4. 16.7T
17.4T
18.1T
18.6T
19.5T
15.5T
15.2T
2013 2014 2015 2016 2017 20182011 2012
50%
43%
58% 58%
57%
53%
63% 63%
40%
50%
60%20.5T
% of Reps Hitting Quota
Sources: World Bank, Forbes, CSO

5. 62%
of B2B buyers say
they can now develop
selection criteria or
finalize a vendor list –
based solely on digital
content
Source: Forrester US B2B Buyer
Channel Preferences Online Survey
“Today’s B2B
customers act like
consumers.”
Source: Cliff Condon
Chief Research & Product Officer
Forrester
5.4Decision
Makers
in 2015
<10Decision
Makers
in 2019
Source: HBR.org, Gartner
Confidential and Proprietary

6. Revenue reps spend only
34% of their time selling
Teams spend 297% more time on deals
that will never close vs deals that will
Teams are getting
caught in the curves.
>
We’re working on the wrong things.
>
Sources: CSO Insights, Forbes, InsideSales Labs
Confidential and Proprietary

7. It’s hard to know:
• Who to target?
• How to reach them?
• How they behave?
Confidential and Proprietary

8. CRM IS A
DEAD-END.

9. How We Currently Drive Revenue
Targeting and prioritizing the right things and optimizing engagement
Prospect
to Lead
Close to
Expansion
Build New Closeable Pipeline
MARKETING SALES CUSTOMER SUCCESS
Sales
Development
Account
Executive
Account
Manager
Customer
Success
Retain and Expand Existing Customers
Target and prioritize the right things (accounts, leads, activities)
Optimize engagement across the entire revenue funnel

10. Why It’s Broken Today
With only CRM and AI, your funnel breaks down. Data is the real problem
Prospect
to Lead
Close to
Expansion
MARKETING SALES CUSTOMER SUCCESS
Pursuing
the wrong
accounts
Engaging
the wrong
leads
Getting
stuck with
bad data
Not reaching
all the right
people
Chasing
bad deals
at a cost
CRM
AI
Cadence

11. powered by Real Intelligence
REVENUE ACCELERATION
A straight line to growth
Target the
right
accounts
Prioritize
the right
activities
Engage
smarter
Engage all key
influencers at an
account
Focus on
the right
things next
MARKETING SALES CUSTOMER SUCCESS
What is the Solution?
Real Intelligence accelerates revenue by solving problems CRM and AI alone cannot
Prospect
to Lead
Close to
Expansion

12. Revenue Acceleration is
the straight line to growth.

13. REAL > ARTIFICIAL
Real Intelligence leverages collective human experience data
Real Intelligence = +
(What)
Limited transactional data
• Transactional
• Historical
• Incomplete
(Why)
Insights from our customers buying & selling
• Behavioral
• Real-time
• Actionable
Collective Human ExperienceCRM + AI

14. How do we know
this works?
Confidential and Proprietary

15. Leveraging the Wisdom of the Crowd
Crowdsourced shopping
• People who bought X also
bought Y
• People like you rated these
items favorably
Collective Human Experience
Collaborative navigation
• What do other drivers report
between myself and my
destination right now?
Collective behaviors
• What shows would I like based
on the viewing behaviors of
other people like me?

16. Data is the new oil.
Confidential and Proprietary

17. Real Intelligence in action.
Confidential and Proprietary

19. DEMO GOES HERE

20. DEMO GOES HERE

21. DEMO GOES HERE
A call to this number was
answered 6 days ago.

22. DEMO GOES HERE

23. DEMO GOES HERE

24. DEMO GOES HEREVP of Sales
Sales Leader Play

25. Benefits of Revenue Acceleration
Effectiveness: do more of the right things, at the right time, with the right people
Visibility: know what is working and where to find hidden value
Alignment: revenue teams can now confidently unify efforts across departments
Revenue Acceleration: close more business, faster
Powered by Real Intelligence

26. “We’ve seen a 200% increase
in closeability after using AI
into our target
accounts…thanks to the
InsideSales.com tools”
Jonathan Blood– VP Direct to
Business and Indirect @work
Results from Real Intelligence
“We increased our
opportunity production by
36%. We now have 7x more
opportunities than our
competitors to reach our
prospects”
Katie Azuma– VP Global Inside
Sales & Business Development
“Since we have partnered with
Insidesales.com we have seen
increase in rep touches per day
by 41%, appointments by 21%,
and contracts closed per day by
33%”
• 19% increase in dials
• 17% increase in talk time
• Top sellers seeing upwards
of 34% more opportunities
created
Julie Tomich – SVP and
General Manager
Mark Brodahl– VP, NA Sales &
Sales Ops

27. Thank You
Matt Langie
Chief Marketing Officer
InsideSales.com