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1. Business
Intelligence
&
Analytics
Jordan
Christopher / Vice
President
Sales

2. #SELFIE
• Entire Career Enterprise Field Sales
• Head of WW Sales,
• +300% Growth FY11,FY12,FY13
• +100% Target last 12 Consecutive Quarters
@jmachristopher

3. #PARADIGMSHIFT
• Consumers Are SMARTER Than Ever
• Consulting Service Margin DECREASE
• Long/Complex POC Aren’t EFFICENT
@jmachristopher
• Inside Sales Is NOT Telemarketing

4. #SALES2DOT
CLOUD COLLABORATION INBOUND
+ +
@jmachristopher

5. #SISENSEWAY
*STATUS QUO
• 94% of MQL Will Never Close
About Half of All Reps Didn’t Make Quota FY13
http://topliners.eloqua.com/servlet/JiveServlet/previewBody/6711-102-1-15426/MMT_Boston_Lattice%20Engines.pdf
http://blog.bridgegroupinc.com/inside-sales-onboarding
!•
!•
24% of Reps Time Spent on Research
!
•Avg. Rep takes 4.5 Months To Start Producing
!!
• 11.6% of MQL Close
!•
90% of Team +100% of Quota
!•
0% Rep Time Spent on Research
!
•Avg. Rep Takes 3 Months to Produce
!!
@jmachristopher

6. #STEP1
Get Found Generate
Awareness
Web Site
Free Trial
- PR
- Bloggers/Influences
- Industry Analysts
- Targeted Web Ads
- SEO
- SEM
- Social Networking
- Blogging
5K Inbound Leads Per Quarter
@jmachristopher

7. #STEP2
SDR B.A.N.T
Lead Nurturing
Score High
Enough?
Qualified?
AE Discovery
Call
Opportunity?
No
No
Yes
Yes
12% Raw Leads Moved to AE Calendar
70% MQL Become Opportunities
Each Rep Gets about 70 Opps Per Quarter
17% of Opps Convert to Revenue
@jmachristopher

8. #STEP3
POC Using
Customer’s Data
Business Case and
ROI Presentation
Work to Close
r
Close Deal
Land and Expand
11% Opps Close after Intro Call
19% Close After Tech Eval
46% Close After Tech Fit
68% Close After Sales Order Sent
@jmachristopher

9. #RESULTS
@jmachristopher

10. Business
Intelligence
&
Analytics
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