Kevin flanagan senior director inside sales emea
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Kevin Flanagan Senior Director – Inside Sales EMEA PowerPoint PPT Presentation


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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.

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Kevin Flanagan Senior Director – Inside Sales EMEA

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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

Sales & Marketing

Consulting

Sales

Inside Sales

Inside Sales


The What?


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 as a “new” concept?


Inside Sales Industry Growth

Source: BLS & 2013 Market size Study


Inside Sales by Selected Vertical


Sales Team Composition

Source: BLS & 2013 Market size Study


Business Awareness - Media Use

High

Low

Source: BLS & 2013 Market size Study


The Why?


Why? The new empowered buyer


Why? An Internal Perspective


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 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………….


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


EMC – Our Inside Sales Journey


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


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?


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


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


Global Inside “Virtual” Sales

Better Serving the New Empowered Buyer

Modernized Sales Force


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


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