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
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
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 Source: BLS & 2013 Market size Study
Sales Team Composition Source: BLS & 2013 Market size Study
Business Awareness - Media Use High Low Source: BLS & 2013 Market size Study
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 Secondary Role 5 4 Primary Role 3 Revenue Generation 2 1 Lead &Opportunity Generation
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............ • 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
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