prospecting automation for sales professionals using salesforce.com

1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue

for

Prospecting Automation for Sales Professionals Using Salesforce.com

1


Discussion Agenda

Introductions

Client Challenges and Goals

Value Proposition and Company Origins

Prospecting Automation Structure and Capabilities

Analytics and Insights

Next Steps


Our Value Proposition

“I need a way to manage my teams prospecting efforts that instills a process, drives efficiency and gives me the insight to understand what’s working and what’s not.

• Mike Rutz, Angie’s List VP of Sales

“I want my reps prospecting as efficiently as possible and doing it in a similar fashion every week so there is no ambiguity.” Your product enables that.”

• Ken Dodd, SVP of Sales, XEROX, ACG Division

“I want to ensure adequate lead follow-up through a standardized process, I have not been able to do that to date with my current vendor.”

• Wanda Pansky, FICO, Director of Inside Sales

1311 W. 96th Street, Indianapolis, IN 46260 (C)© 2013 SalesVue4

Everybody Wins

Sales Rep Fewer Clicks Fewer Page-views Organized Tasks Automated Follow Up More time to SELL More opportunity for COMMISSION

Sales Management More productive reps Less strain to add payroll More insight More coaching opportunities Better analysis of what’s working and

what’s not Better marketing feedback More REVENUE


Product Heritage and Evolution

Branded offering of SaaS prospecting automation and SFA tool

Software capabilities expanded to deliver end-to-end SFA capabilities

Strong customer adoption success: Xerox, Equifax, FICO, Carmax, Wolters Kluwer

Direct competitor to SalesForce, MS Dynamic, etc

An outsourced lead and demand generation services provider

Growth and success underscored the need to automate their activities

Workflow technology was written to enable Automated Prospecting Processes and customer reporting

Ported Jesubi’s workflow engine to native Salesforce composite application

Single sign-on, SalesVue tabs and completely integrated

Hardened and extended the workflow engine for more transactional throughput and performance

Enhanced analytics engine and data warehouse for more customer flexibility and reporting insight

Signed Angie’s List to 800 user SalesVue for Salesforce.com solution

(2004)

(2006)

(2013)


SalesVue for SaleForce

CRM Track and manage Objects: Accounts, Contacts, Leads, Opportunities, Tasks, Events, Cases

Workflow Basic Decision-Tree “IF/THEN” testing: Send Email. Create Task. Update Field.

Reporting Basic list reporting of objects and simple joined table reporting

Native Application Tabs within your existing SalesForce instance. Fully integrated with all native SalesForce Objects.

Automation Engine Prospecting automation engine which tracks, manages and coordinates all sales and prospecting activities

Advanced Analytics Robust analytics which provide productivity insights and highlights effectiveness of sales strategies and field execution

+


Prospecting Plan Structure

Call 2

Conversation

No Interest

Meeting

Send Proposal

Email 1

Call 1

Call 3

(2 days)

(3 days)

(1 day)

Create a Calling Cadence Plan

Identify Targets And Plan Goal

Identify Possible Results

Automate Next Steps


Customizable Prospecting Plans

Sales Team

Field Sales Inside SalesAccount

Development/Lead Generation

Channel Sales

Marketing Support

SalesVue Plan #1

SalesVue Plan #2

SalesVue Plan #3SalesVue Plan #4


SalesForce CRM

Identify Contacts/Leads• Create View• Pull down tasks

Start Prospecting• Who to touch?• When to touch?• How often to

touch?

Log Activity• ~12 Clicks• Multiple Page-

Views• When to follow

up?

Back to View• Now who to touch?

Ad-Hoc Prospecting Activities and Follow Up


SalesForce CRM With SalesVue…

Identify Contacts/Leads• Create View• Pull down tasks

Pick A Plan• Know Who, When, and

How often to touch• Measure results• Optimize

Log Activity• 2 clicks• Target Contact, Lead,

Account, and Opportunity members

Structured Prospecting Cadence and Orchestrated Follow Up


Analytics and Insight

1) Activity ResultsAnalysis of Outbound Activity

2) Conversation ResultsAnalysis of Live Prospect Interactions

3) Meeting/Appointment ResultsAnalysis of Meeting and Appointment Outcomes

4) Forecast AnalysisAnalysis of Forecast by Configurable Attributes

5) Plan ResultsOptimization of Prospecting Plan


Bob Matt Jake Will Maureen0

10

20

30

40

50

60

70

80

Current Overdue

Category 1: Activity

Current vs. Overdue Activities

Matt and Jake need more leads. Maureen has substantial overdue activity.


1 2 3 4 5 6 7 8 9 100

100

200

300

400

500

600

MattKurtJakeBillJeff

Week

Activ

ities

/Wee

kRep Analysis: Activity Trending

Why is Kurt the only rep with a downward trend in Activity/Week?

Category 1: Activity Analysis


Ed Matt

JakeShiela

JeremyChristy

Brian

0%

2%

4%

6%

8%

10%

12%

14%

16%

18%

Rep Analysis: Conversion Rate

Coaching Opportunity: Jeremy and Matt’s Conversion Rate substantially lower than rest of team – do they struggle with the Value Proposition? What is Brian saying?

Category 2: Conversation Results


Rep Analysis: “No Interest”

Ed

Mary

Jake

Shiela

Jeremy

Matt

Christy

Brian

0% 2% 4% 6% 8% 10% 12% 14% 16%

3%

5%

2%

4%

1%

2%

9%

15%

Coaching Opportunity: Brian’s “No Interest” Rate is considerably higher than the rest of the team – does he struggle with Objection Handling?



200; 12%

100; 6%

356; 21%

756; 44%

211; 12%

98; 6%

Sent Proposal No Interest Not A FitFollow Up Requested More Info Wrong Contact

Team Analysis: Conversation Results

Marketing Feedback:

Appears to be a high rate of “Not A Fit” –

Are we targeting the right leads?



Appointment/Meeting ResultsCategory 3: Meeting Analysis

7AM-8AM 8AM-9AM 9AM-10AM

10AM-11AM

11AM-12PM

12PM-1PM 1PM-2PM 2PM-3PM 3PM-4PM 4PM-5PM 5PM-6PM 6PM-7PM0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

1.42%

8.03%

15.86%

22.19%

18.98%

8.69%

7.08%5.85%

3.97% 4.15%3.02%

0.76%

% of Appointments Set

57% of Meetings are being set between the hours of 9AM-12PM


Appointment/Meeting ResultsCategory 3: Meeting Analysis

RFP High Interest Moderate Interest Low Interest Not A Fit

25%

22%

6% 8%

39%

Why are reps considering so many potential customers “Not A Fit”?


Pipeline Analysis: By Team

$500,000

$369,570$194,500

VEIADM EH VEICON

What factors affect the success of “VEICON” team versus “VEIADM” team?

Category 4: Forecast Analysis


Pipeline Analysis: By Region

Why is the Central Region Struggling?

East Central West$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

$3,000,000

$464,744

$102,455

$741,021

$754,210

$155,452

$802,366

$903,654

$398,566

$1,017,843

30d 60d 90d



Pipeline Analysis: By Stage

30d

60d

90d

$0 $50,000 $100,000 $150,000 $200,000 $250,000 $300,000

Negotiation Proposal Needs Analysis Qualified Contacting



Pipeline Analysis: Lost Reason

Competition; $89,254

Not A Fit; $45,852

Timing; $88,745

No Decision; $15,425

Acquired; $9,656

Price; $23,548

In-House Solution; $12,007



Plan Analysis: Diminishing Returns

Email1

Call1

Call2

Call3

Email2

Call4

Call5

Call6

0%5%

10%15%

20%25%

OPTIMIZE: Call 5 yields the highest

conversion rate within this

Plan, while Call 6 drops off

considerably and has the

worst conversion rate of all Call tasks.

Category 5: Plan Results


Leveragability and Learning

By providing a 50% gain in activities through

automated workflows and providing a 20% gain in Conversions through

better insight – SalesVue will boost revenue by

49%!

ADD PAYROLL SALESVUEA. Account Manager (AM) Headcount 5 6 5B. Outbound Activities / AM / Day 60 60 90C. Annual Selling Days 260 260 260D. Annual Activities of Sales Team 78,000 93,600 117,000

1 Activities 78,000 93,600 117,0002 Connection Rate 10% 10% 10%3 Conversations 7,800 9,360 11,7004 Conversion Rate 20% 20% 24%5 Conversions 1,560 1,872 2,8086 Close Rate 20% 20% 20%7 Closed Deals 312 374 5628 Average Deal Size 30,000$ 30,000$ 30,000$ 9 Total Revenue 9,360,000$ 11,232,000$ 16,848,000$

1 Incremental Revenue 1,872,000 7,488,000 2 Average Gross Profitability 40% 40%3 Incremental Gross Profit 748,800 2,995,200 4 Investment to Drive Growth 50,000 25,000 4 RETURN ON INVESTMENT 1498% 11981%4 SIMPLE PAYBACK (MONTHS) 0.80 0.10

PROSPECTING ACTIVITY METRICS AND CALCULATIONS

RETURN ON INVESTMENT AND PAYBACK

CONNECT - CONVERSION - CLOSE METRICS


Next Steps

• Productivity Gains• Easy-to-use software• Tailored to activity Dispositioning

• Best Practices• Prospecting Plan Templates• Analytics and Insights

• Enable Increased Sales Throughput• Leverage Existing Sales Teams• Increase activity volume 50%-200%

• Drive More Revenue• More revenue, less payroll

prospecting automation for sales professionals using salesforce.com

Business

svp of sales

teams prospecting efforts

director of inside sales

angies list vp of sales

capabilities analytics

native salesforce objects

salesvue tabsand

activity trendingwhy