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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
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

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 industry growth
Inside Sales Industry Growth

Source: BLS & 2013 Market size Study

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

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 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

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

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

slide27

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
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
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