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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



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



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