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.
6. #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
9. #SalesSummit | @DaveElkington
Registrant Company Stats
40% 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
911
1,355
Registrant company employees
>100 100 1,000 5,000 10,000
Millions Employees
14. #SalesSummit | @DaveElkington
History of Sales
Pre 1900’s 1900’s 1970’s 1990’s 2000’s 2014
Traveling
Salesman
Invention
of Phone
Dialer Invention
of Internet
Sales
Acceleration
Explosion of
Sales Technologies
Commodity
Trade
26. #SalesSummit | @DaveElkington
Sales Technology Spending
More than 1/3 think they
should be spending more
on technology
Source: 2014 Sales Acceleration Market Size Study
36%
58%
6%
0%
10%
20%
30%
40%
50%
60%
70%
Too Little Just Right Too Much
27. #SalesSummit | @DaveElkington
Why spend more on sales
acceleration technology?
Bigger Deals
Faster Sales Cycle
Higher Close Rate
Stronger Corporate Success
28. #SalesSummit | @DaveElkington
Bigger deals
Sales acceleration technology
drives larger deal size
$0
$1,000
$2,000
$3,000
$4,000
$5,000
Top Companies Average
PerRepAvg.
Technology Spend
Greater than $100k in annual revenue
29. #SalesSummit | @DaveElkington
Faster Deals
Intelligence & Communication
technology drives shorter sales
cycles
$0
$100
$200
$300
$400
$500
$600
Top Companies Average
PerRepAvg.
Intel and Comms Spend
Less than 60-day sales cycle
30. #SalesSummit | @DaveElkington
Highest Close Rates
Communication, Intelligence, Voi
ce, and Data Visualization
technologies drive higher close
rates
$0
$200
$400
$600
$800
$1,000
$1,200
Top Companies Average
PerRepAvg.
Comms, Intel, Voice, Data Viz Spend
Close ratio greater than 20%
31. #SalesSummit | @DaveElkington
Strongest Corporate Success
Sales acceleration technology
drives top-line revenue growth
$0
$1,000
$2,000
$3,000
$4,000
$5,000
Top Companies Average
PerRepAvg.
Technology Spend
Close ratio greater than 20%
32. #SalesSummit | @DaveElkington
Improve your Deal Size
The Predictable Revenue Guide To
Tripling Your Sales
Aaron Ross
10:00 am
INSIDESALES
So, the Key to Increased Sales is … a
Marketing Tool?
Janelle Johnson
10:00 am
MARKETING
33. #SalesSummit | @DaveElkington
Improve your Sales Cycle
The Agile Selling Imperative
Jill Konrath
10:30 am
KEYNOTE
Accelerating Sales Pipeline to Close
Deals Faster with DTM
Dustin Grosse
9:45 am
SALES
Better Forecasting-Shorter Buying
Cycles
Larry D’Angelo
2:30 pm
KEYNOTE
Product Announcement: Adivino – See
Your Email in a Whole New Way
Jared Haleck
10:00 am
HOST
34. #SalesSummit | @DaveElkington
Improve your Close Rate
Sell from Anywhere with the
Salesforce1 Customer Platform
Jim Steele
12:00 pm
KEYNOTE
5 Secrets to Sales Operations
Success
Maria Pergolino
10:00 am
SALES
Will You Marry Me?
Jeffrey Gitomer
10:15 am
KEYNOTE
Sales Values That Raise the Bar and
Raise Your Income
Grant Cardone
10:15 am
KEYNOTE
35. #SalesSummit | @DaveElkington
Improve your Corporate Success
How to Achieve 40% Sequential
Quarter-Over-Quarter Growth
Josh James
12:15 pm
KEYNOTE
Driving Growth by Taking Control of the
Customer Conversation
Matt Dixon
9:00 am
KEYNOTE
Eradicating Global Sales Poverty: 7
Steps to Restoring Greatness
Kraig Kleeman
1:30 pm
KEYNOTE
-List of locations of where people recorded from = Italy, Canada, USA,Over 25 CountriesCountries registrants are from:CanadaMexicoBrazilSwedenDenmarkUnited KingdomIrelandNetherlandsBelgiumFrance PortugalSpainGermanySwitzerlandSloveniaCroatiaHungaryBulgariaMacedoniaTunisiaNigeriaSouth AfricaIndiaSingaporePhilippinesAustralia
Different
Caveman tradeTraveling Salesman1900: invention of phone70’s: dialer90’s: Internet (25 year anniversary)Internet & dialer converge2000’s: scattered technologies (explosion)2014: sales accelerationE
Inside Sales logo, new chasm graphic
Stats, how many members of aa-isp, growth rate of members (graph) , bob & larry pics, get specific year of aa-isp founding3008002000350050007500
Cagr (5%)Ben – more historical data (drop at 2015)
More CAGR
Get more dataWhere to put this slide? Insidesales is synonymous with sales acceleration
Inside Sales uses more technology, and technology improves sales