data science: your secret weapon to closing more deals

Mick Hollison, CMO InsidesSales.com

mhollison@insidesales.com

• Founded in 2004, HQ in Silicon Slopes, Utah

• $100m in Series C financing

• 3 years of 100%+ annual revenue growth

• Salesforce AppExchange top 5 paid app

• Over 1600 b2b customers

• 400 employees and a dozen data scientists

• 8 patents in sales communications & predictive analytics

#DataScience

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• Predictive analytics proven quantity for IT, B2C marketing and more

• Next big opportunity for applying predictive analytics is B2B sales

#DataScience

• Statistics

• Modeling

• Data mining

• Machine learning– Supervised & unsupervised

Analyzing current and historical facts to

make predictions about the future

• Politics

• Sports

• Energy exploration

• Consumer credit

• Fraud detection

• Healthcare outcomes

• B2B sales & marketing

#DataScience

Coming Soon!

NEURALVIEW

Traditional “Predictive” Dialers• Machine initiated

• Dial multi-lines

• Not for B2B

Predictive 2.0• Rep initiated

• Dials best leads at best times

• Good for B2B

Predictive Analytics• Supervised machine learning

Intelligent Communications• Dialing, Voicemail, SMS, Email

• Recording & Monitoring

• Native reporting

Benefits• Up to 8x call volume

• Up to 38% increased contact ratios

• Up to 30% revenue increase in as little as 90 days

Advanced Inbound• expansive call paths, including rerouting and

recording based on volume or time of day

NeuralScore™ • Scores leads based on likelihood to close

NeuralSort™ • Enables reps to work most contactable leads first

PowerStandings™ basic• Motivates reps with real-time rankings &

customizable achievements, badges & challenges

#1 communications solution on Salesforce

AppExchange

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Likely to Respond Preferred Contact Method

• Runs server-side on all major email platforms

• zero-touch on end point devices

• Tracks every interaction

• Patented PowerTrackingTM tracks email opens, web links, and file downloads

• Supports multi-recipients & forwards

• Works on any device

• Delivers centralized reporting

• Provides enterprise-grade security

• Auto-sync with salesforce.com

• Scalable to 100s of millions of email interactions

#DataScience

• Predictive analytics for email content delivery

• Recommendation engine for preferred language

• Self-learning algorithms measure effectiveness of email language

Coming Soon!

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EmpathyAbility to put yourself in your client’s position

ResilienceThe ability to manage adversity during the sales process

AmbitionAn intense desire to be successful in sales

OpennessA passion for expanding one’s understanding

• Points

• Leaderboards

• Badges

• Throwdowns

• Notifications

Visually stunning. Infinitely engaging. Real-time.

Bring your sales data to the forefront by

making it visual, meaningful, and actionable.

IDX from InsideSales.com generates real-time

data visualizations of your sales activity and

processes, available on any device, any time.

Coming late 2014

• Big data is feeding new, predictive systems that dramatically improve marketing effectiveness and accelerate sales

• InsideSales.com is at the forefront of this movement with the industry’s first sales acceleration platform

Mick Hollison

CMO, InsideSales.com

mhollison@insidesales.com

@mickhollison

#DataScience