Kevin flanagan senior director inside sales emea
This presentation is the property of its rightful owner.
Sponsored Links
1 / 30

Kevin Flanagan Senior Director – Inside Sales EMEA PowerPoint PPT Presentation


  • 128 Views
  • Uploaded on
  • Presentation posted in: General

Kevin Flanagan Senior Director – Inside Sales EMEA. Agenda. Introduction Sales 2.0 - Inside Sales The “What” - Is Inside Sales The “Why” - Inside Sales The “How” - Inside Sales works The EMC Inside Sales Journey Q&A. Kevin Flanagan – My background. Finance & Operations.

Download Presentation

Kevin Flanagan Senior Director – Inside Sales EMEA

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


Kevin flanagan senior director inside sales emea

Kevin Flanagan

Senior Director – Inside Sales EMEA


Agenda

Agenda

  • Introduction

  • Sales 2.0 - Inside Sales

    • The “What” - Is Inside Sales

    • The “Why” - Inside Sales

    • The “How” - Inside Sales works

  • The EMC Inside Sales Journey

  • Q&A


Kevin flanagan my background

Kevin Flanagan – My background

Finance & Operations

Sales & Marketing

Consulting

Sales

Inside Sales

Inside Sales


The what

The What?


What is inside sales

What is Inside Sales ?

  • Inside sales is “remote sales”

  • It is NOT telemarketing

  • It is NOT customer service

  • Inside Sales is professional sales done remotely


Inside sales telemarketing

Inside Sales & Telemarketing


Inside sales as a new concept

Inside Sales as a “new” concept?


Inside sales industry growth

Inside Sales Industry Growth

Source: BLS & 2013 Market size Study


Inside sales by selected vertical

Inside Sales by Selected Vertical


Sales team composition

Sales Team Composition

Source: BLS & 2013 Market size Study


Business awareness media use

Business Awareness - Media Use

High

Low

Source: BLS & 2013 Market size Study


The why

The Why?


Why the new empowered buyer

Why? The new empowered buyer


Why an internal perspective

Why? An Internal Perspective


Why inside sales for emc

Why Inside Sales for EMC ?

Application-Led

Datacenter

Dept. / ROBO

Hosted

Global

Accounts

EMC Led

Enterprise

Channel Led

Enterprise

Select

Inside Sales

Mid-Market

SMB


The how

The How?


The role of inside sales in the sales cycle

The role of Inside Sales in the Sales Cycle

Secondary Role

5

4

Primary Role

3

Revenue Generation

2

1

Lead &Opportunity Generation


The era of the empowered seller

The Era of the Empowered Seller………….


Gtm analytics

GTM Analytics

HIGH-LIKELIHOOD TO PURCHASE

LOW-LIKELIHOOD TO PURCHASE

0

1,000

5,000

10,000

2,000

15,000

3,000

4,000

20,000

5,000

25,000

6,000

30,000

35,000

7,000


Tools used by inside sales

Tools Used by Inside Sales


Kevin flanagan senior director inside sales emea

EMC – Our Inside Sales Journey


Many possibilities but what makes most sense for you

Many possibilities....but what makes most sense for You?


The key considerations questions for emc

The Key Considerations & Questions for EMC............

  • Considerations

    • How strong is our Brand in the target segments?

    • How strong is our Channel?

    • How technically complex are our products/ is the Sales Cycle?

  • The Questions

    • What is the role & charter of Inside Sales in EMEA ?

    • What segments will we support?

    • What is the Location strategy?

    • What is the engagement model with field and channel sales ?

    • How do we measure for success (KPIs)?

    • Which countries will we cover?

    • What is the Funding model?


Graduate talent strategy

Our Charter...

Cross Functional Alignment

Revenue Generation

Demand Generation

Talent Progression

Graduate Talent Strategy

Inside Sales EMEA

Grad

Rec

Co-op

Rec

Campus

Relations

Grad Ire

&

AHECS

Marketing

Sales Operations

Pre-Sales Support

Modernise the Selling Process – Operational Excellence


Emc going social

EMC Going Social


Kevin flanagan senior director inside sales emea

Modernize our Selling Process

  • Conduct rich, digital dialogues with a ‘concierge’ approach to service

  • Guide customers in their buying process

  • Leverage multimedia to improve our interpersonal connection with customers

  • Take a data-driven approach for a more robust understanding of our customers

  • Leverage analytics to determine buying patterns and build future pipeline


Better serving the new empowered buyer

Global Inside “Virtual” Sales

Better Serving the New Empowered Buyer

Modernized Sales Force


Final thoughts

Final thoughts

  • Clearly define the role you want IS to play to support your GTM

  • Ensure you have clear alignment with Key stakeholders

  • Define “what good looks like”

  • Identify the critical success factors for your IS function

  • Set and track KPIs

  • Drive for operational excellence

  • Understand how your customers want to buy

  • Get the right people and invest relentlessly in their development


Thank you

THANK YOU


  • Login