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© No part or process to be used without permission.
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© No part or process to be used without permission.
3
© No part or process to be used without permission.
4
© No part or process to be used without permission.
5
© No part or process to be used without permission.
6
Technology as Catalyst for Change
Automation + Acceleration
© No part or process to be used without permission.
7
Value vs. Volume
Value + Volume
Value @ Volume
SiriusPerspective:
9
© 2016 SiriusDecisions. All Rights Reserved
Management
Job Design
Measurement
DevelopmentSelection
Cu...
10
© 2016 SiriusDecisions. All Rights Reserved
of live connects last less than 3 minutes
88%
The average call with a decis...
SiriusPerspective:
11
© 2016 SiriusDecisions. All Rights Reserved
Stopping at voicemail renders the initial call a total w...
12
© 2016 SiriusDecisions. All Rights Reserved
LDR Winning Percentage is the percentage of combined wins and
losses that w...
13
© 2016 SiriusDecisions. All Rights Reserved
Words Typed
Monday 125
Tuesday 175
Wednesday 150
Thursday
Friday
If your jo...
SiriusPerspective:
14
© 2016 SiriusDecisions. All Rights Reserved
Attempts Blocks Conversations Genuine Dialogs
TxL
End Go...
SiriusPerspective:
16
© 2016 SiriusDecisions. All Rights Reserved
Contact Discovery
Synchronous vs. Asynchronous
Opportuni...
SiriusPerspective:
17
© 2016 SiriusDecisions. All Rights Reserved
Schedule live
conversations
Qualify leads
1. Establish r...
SiriusPerspective:
18
© 2016 SiriusDecisions. All Rights Reserved
Phone and Social Outreach
MAP | SFA
Known visitors
Retir...
SiriusPerspective:
19
© 2016 SiriusDecisions. All Rights Reserved
OptimizationExecutionPreparationPlanning
Teleprospect
(O...
SiriusPerspective:
20
© 2016 SiriusDecisions. All Rights Reserved
From when to call… To how often to call… To what to say…
SiriusPerspective:
21
© 2016 SiriusDecisions. All Rights Reserved
Acme
Template: Wins
Acme
Lost
Predictive Model
MAP
SFA
W...
SiriusPerspective:
22
© 2016 SiriusDecisions. All Rights Reserved
Results fed back into model
for continuous improvement
A...
Science + Data = Revolutionized our Personal Lives
8AM7AM6AM5AM 12PM 6PM 8PM9AM
?
1PM
?
Elements Of a Winning A.I. Solution
ApplicationMath Data
BestProspect QualityWorst
Effort
CloseRate
NO-LIFT A.I.
BestProspect QualityWorst
Effort
CloseRate
APPS INCREASE PRODUCTIVITY
Increased Capacity
Develop
Game Plan
Always
Accessible
Profile
Targets
Introducing Playbooks
Sell more through personalized engagement
Know
WHO
to sell to
Companies People
(in or out of the CRM)
Know
HOW
to engage them
(beyond email and phone)
Know
WHAT
to say and sell
(personalize to gain access and loyalty)
Know
WHEN
to engage
Be Persistent
Current Practice
1.5
Attempts
Best Practice
6-9
Attempts
Lift
3x
Initial Contact Rates
Establish Cadence
Current Practice
no
Outreach Strategy
Best Practice
10d
Outreach Strategy
Lift
26%
Increase in
Appointme...
Motivate
Current Practice
Manual
Whiteboards
Cash & Prizes
Best Practice
Real-Time
Points
Leaderboard
Lift
38%
Increase in...
PREDICTIVE PLATFORM ACCELERATES REVENUE
Increased
Revenue
15% - 30%
© No part or process to be used without permission.
37
The New Science for Optimizing your Tech Sales Reach with N3, InsideSales + SiriusDecisions
The New Science for Optimizing your Tech Sales Reach with N3, InsideSales + SiriusDecisions
The New Science for Optimizing your Tech Sales Reach with N3, InsideSales + SiriusDecisions
The New Science for Optimizing your Tech Sales Reach with N3, InsideSales + SiriusDecisions
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The New Science for Optimizing your Tech Sales Reach with N3, InsideSales + SiriusDecisions

As B2B buyers take more control over the buying process, technology sellers are struggling with how to reach them. Cold calling is no longer effective.

Today, powerful tools exist to help Inside Sales teams optimize their outreach to prospects, accelerating the technology solution sales cycle.

Join SiriusDecisions, InsideSales.com, and N3 as we explore Reach Optimization technologies and the part they play in the modern, Inside Sales stack. The insights we’ll share will enable you to:
• Increase Inside Sales productivity and drive technology solution sales through best practices
• Connect your Inside Sales team with more qualified prospects who are ready to buy
• Arm your Inside Sales team with deep insights about prospects and increase close rates

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The New Science for Optimizing your Tech Sales Reach with N3, InsideSales + SiriusDecisions

  1. 1. © No part or process to be used without permission. 2
  2. 2. © No part or process to be used without permission. 3
  3. 3. © No part or process to be used without permission. 4
  4. 4. © No part or process to be used without permission. 5
  5. 5. © No part or process to be used without permission. 6 Technology as Catalyst for Change Automation + Acceleration
  6. 6. © No part or process to be used without permission. 7 Value vs. Volume Value + Volume Value @ Volume
  7. 7. SiriusPerspective: 9 © 2016 SiriusDecisions. All Rights Reserved Management Job Design Measurement DevelopmentSelection Culture TargetsExecution
  8. 8. 10 © 2016 SiriusDecisions. All Rights Reserved of live connects last less than 3 minutes 88% The average call with a decision-maker is just over 4 minutes 4.2 of outbound calls result in no progress toward qualifying a lead 50%
  9. 9. SiriusPerspective: 11 © 2016 SiriusDecisions. All Rights Reserved Stopping at voicemail renders the initial call a total waste of time Playing tricks on or bullying gatekeepers = winning the battle at the expense of winning the war 95% of teleprospector calls end with neutral or negative outcome
  10. 10. 12 © 2016 SiriusDecisions. All Rights Reserved LDR Winning Percentage is the percentage of combined wins and losses that were wins (qualified leads). Talk-time does not help identify what makes a rep successful 1 Talk-time and percentage of long calls are nearly unrelated 3 Calls over 3 minutes % Winning Percentage Total Talk Time 32% 2%2% Reps who consistently engage prospects also convert them 2
  11. 11. 13 © 2016 SiriusDecisions. All Rights Reserved Words Typed Monday 125 Tuesday 175 Wednesday 150 Thursday Friday If your job were measured like this….
  12. 12. SiriusPerspective: 14 © 2016 SiriusDecisions. All Rights Reserved Attempts Blocks Conversations Genuine Dialogs TxL End Goal Calls longer than 3 minutes As % of Attempts As % of Conversations As % of Attempts, Conversations, Dialogs
  13. 13. SiriusPerspective: 16 © 2016 SiriusDecisions. All Rights Reserved Contact Discovery Synchronous vs. Asynchronous Opportunity Research Prospect Outreach The telephone is a purely synchronous medium and is perceived by many as disruptive • Synchronous communications involve live two-way interactions • Asynchronous communications allow a delay between receipt of a communication and response
  14. 14. SiriusPerspective: 17 © 2016 SiriusDecisions. All Rights Reserved Schedule live conversations Qualify leads 1. Establish relevant prospect role first. 2. Offer value before asking for time or information. 3. Don’t simply ask for a phone call – earn the right and be prepared to engage electronically. Rules of Engagementv v v v Contact Discovery Opportunity Research Prospect Outreach
  15. 15. SiriusPerspective: 18 © 2016 SiriusDecisions. All Rights Reserved Phone and Social Outreach MAP | SFA Known visitors Retired prospects Anonymous visitors in MAP Predictive Filter Email sequence Digital Outreach • Responders • High-propensity non- responders • Phone • Twitter • InMail • Communities Human-Directed Net new • Third party • Predictive + Targeted display by IP
  16. 16. SiriusPerspective: 19 © 2016 SiriusDecisions. All Rights Reserved OptimizationExecutionPreparationPlanning Teleprospect (Outbound) Tele-qual (Inbound) Account- Based Predictive models • Ideal customer models • Profile and behavior • Tactic matching • Account monitoring Select: MAP and SFA accounts, contacts 1 Match: Contacts to best- fit tactic and message 3 Engage: Accounts for calls 4 Alert: Monitor target accounts, alert account teams 5 Machine learning continuously improves prospect models 2 Source: Net new accounts, contacts Multi-touch, integrated tactics and programs • Email • Display • Social • Phone
  17. 17. SiriusPerspective: 20 © 2016 SiriusDecisions. All Rights Reserved From when to call… To how often to call… To what to say…
  18. 18. SiriusPerspective: 21 © 2016 SiriusDecisions. All Rights Reserved Acme Template: Wins Acme Lost Predictive Model MAP SFA Web Traffic Customer Experience 3rd Party Attributes/ Intent Addressable Market Won
  19. 19. SiriusPerspective: 22 © 2016 SiriusDecisions. All Rights Reserved Results fed back into model for continuous improvement Aggregate multiple individuals to accounts Acme Individuals take actions, enter map Predictive Model MAP SFA Web Traffic Customer Experience 3rd Party Attributes/Intent
  20. 20. Science + Data = Revolutionized our Personal Lives 8AM7AM6AM5AM 12PM 6PM 8PM9AM ? 1PM ?
  21. 21. Elements Of a Winning A.I. Solution ApplicationMath Data
  22. 22. BestProspect QualityWorst Effort CloseRate NO-LIFT A.I.
  23. 23. BestProspect QualityWorst Effort CloseRate APPS INCREASE PRODUCTIVITY Increased Capacity
  24. 24. Develop Game Plan Always Accessible Profile Targets Introducing Playbooks Sell more through personalized engagement
  25. 25. Know WHO to sell to Companies People (in or out of the CRM)
  26. 26. Know HOW to engage them (beyond email and phone)
  27. 27. Know WHAT to say and sell (personalize to gain access and loyalty)
  28. 28. Know WHEN to engage
  29. 29. Be Persistent Current Practice 1.5 Attempts Best Practice 6-9 Attempts Lift 3x Initial Contact Rates
  30. 30. Establish Cadence Current Practice no Outreach Strategy Best Practice 10d Outreach Strategy Lift 26% Increase in Appointments
  31. 31. Motivate Current Practice Manual Whiteboards Cash & Prizes Best Practice Real-Time Points Leaderboard Lift 38% Increase in Sales Activities
  32. 32. PREDICTIVE PLATFORM ACCELERATES REVENUE Increased Revenue 15% - 30%
  33. 33. © No part or process to be used without permission. 37

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