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View & listen to the recorded webinar here!
                                         June 14, 2012
Logistics for today’s call….

 At the conclusion of the presentation, the moderator
 will facilitate the “Question & Answer” session utilizing
 the “Questions” feature.




                                                             2
Logistics for today’s call….
 Additional questions can be sent directly to:
  ryan.tognazzini@salesbenchmarkindex.com
Join us for our next Webinar….
    Sneak Preview of Sales Benchmark Index’s annual
       research study, “Make the Number: How Sales
       Leaders Plan to Allocate People, Time, and Money
       in 2013”
      Thursday, July 12th
      Speaker: Greg Alexander, CEO Sales Benchmark Index
      1:00 p.m. Central
      30 minutes
      Register at the Link Here!
                                                            3
Ryan Tognazzini
 Brief Bio
  • Associate Principal at Sales
      Benchmark Index
  •   Prior to SBI, spent 10 years with Cintas
      Corporation, a $4B business services
      company:
       • Ran a $20M business as a GM in San
          Francisco
       • Managed a $5M portfolio as a Key
          Account Manager in the healthcare
          vertical
  •   13 years of experience in sales and
      marketing, compensation planning and
      building and enabling sales organizations
Buyer Behavior Has Changed
                     Customer Purchase Decision Timeline

                                          57% Complete




 Customer                                  Customer’s      Purchase
Begins Due                                    First        Decision
 Diligence                                  Contact
                                           with Sales
       Customer’s largely deciding on
      their needs, leaving suppliers to
              compete on price



 Source – Sales Executive Council
What the Buyer Wants
   What is the primary way you would like to conduct business
                            with us?
                                                        $550M
                                                       Software
                                                        (SaaS)
                                                       Company
    $6B
Information
   Mgmt.
 Company




                                $3B
                          Transportation
                          Svcs. Company
Strategic Relevance of Inside Sales




                        8.95%
                       Average
     71% of       unemployment in
                                      Primary focus
   companies        the US in 2011
                                      on expanding
   planned to
                                     the inside sales
 expand in 2011
                                          force
Acquisition Cost vs. Sales Complexity
                                          High Touch
                                Light                                Field Sales
   Freemium        No-Touch                 Inside     Field Sales
                                Touch                                 with SEs
                                             Sales



                      Customer Acquisition Cost Estimates

                    $100-      $ 1000-     $2500-      $20,000-
     $0-50                                                           $75,000+
                    1000        2500       10,000       75,000


  • Cost of acquisition increases roughly 10X with the increase of sales
    complexity
  • Where are you on the spectrum?
     • What is cost to acquire?
     • How much should it cost?
     • What roles does sales play (inside vs. outside)

Source – Matrix Partners
Inside Sales Structure Options
  Stratification                      Activity                                                     Geography
       Top 1%
      Develop               Hunter                Farmer

      Long Tail




      Buying Roles                    Product                                         Industry Vertical
                                                                                                   Accounting
                                                                     Securities &     Banking &                  Advertising
                                                                                                       &                         Govt
                           Radian 3     Electroline     Venture       Investing         Credit                    & Comm
                                                                                                   Consulting

CEO       CFO        CSO

                                           Flux                                                      Strategic
                           Neptune                       C3PO         Institutional    Consumer                    Agencies     Pharma
                                         Capacitor


                                                                                                     Boutique

CMO       COO        HR     PRCC        WatchBright   Anti Cloning

                                                                      Private Mkts    Investment                   PR Firms    Commercial
                                                                                                    Big 5 Acct
                                                                                                      Firms
Inside Sales Structure Options
  Stratification                      Activity                                                     Geography
       Top 1%
      Develop               Hunter                Farmer

      Long Tail



                               Hybrid
      Buying Roles                    Product                                         Industry Vertical
                                                                                                   Accounting
                                                                     Securities &     Banking &                  Advertising
                                                                                                       &                         Govt
                           Radian 3     Electroline     Venture       Investing         Credit                    & Comm
                                                                                                   Consulting

CEO       CFO        CSO

                                           Flux                                                      Strategic
                           Neptune                       C3PO         Institutional    Consumer                    Agencies     Pharma
                                         Capacitor


                                                                                                     Boutique

CMO       COO        HR     PRCC        WatchBright   Anti Cloning

                                                                      Private Mkts    Investment                   PR Firms    Commercial
                                                                                                    Big 5 Acct
                                                                                                      Firms
How Does It Work?
     Phase 1                            Phase 2 (Design)                                           Phase 3
                                                                  Ideal Structure &
                                       People                         Support
                                                                   Requirements



                                                                  Work Flow: Lead
       Conduct
                                       Process                     qualification –                    Execution
       Discovery
                                                                    Sales Process


Means                                                                                       1.    Program Management
                                                                                                  & Communication
1. Exec Interviews
                                                                       Process              2.    Field Integration
2. Documentation                    Technology
                                                                     Automation             3.    Sales Program Design -
    Review
                                                                                                  tactical level
3. Expert Panel
                                                                                            4.    Business & Sales
4. Metric Data             1. People – Ideal Structure;                                           Process
5. Customer Surveys           centralized /                3.   Technology -                5.    Reporting & Metrics
6. Sales Rep and Partner      decentralized, hunter, farm       CRM, Marketing              6.    Enablers, Technology &
    rep Survey                er, product specialist , etc      Automation, Social                Tools
7. Sales Rep DILO          2. Process – Sales                   Networking, account         7.    Recruiting & Training
8. Mystery Shop               Process, lead management          transition                  8.    Campaign Program (s)
9. Sales Mgmt. Survey         process, onboarding, traini       tracking, reporting, etc.
                                                                                            9.    Customer Transition
10. Prospect Survey           ng, account
                              transitioning, etc                                            10.   Audit Schedule & QBR
Key Takeaways – Designing Inside Sales

 The buyer climate is changing
 Use Outside-In Thinking
 Disciplined Approach
 Want help? Connect with me at:
  ryan.tognazzini@salesbenchmarkindex.com
http://www.linkedin.com/in/ryantognazzini




                                            12
View & listen to the recorded webinar with Q&A here!




                                                       13
Further interest….
 Sign-up for a free Inside Sales planning consultation by:
          E-mailing info@salesbenchmarkindex.com

Sales Benchmark Index will….
  Have copy of webinar slides available for download here
  Additional questions can be sent directly to:
    Ryan.Tognazzini@salesbenchmarkindex.com

Join us for our next Webinar….
     Sneak Peak of Sales Benchmark Index’s annual research study, “Make the Number:
        How Sales Leaders Plan to Allocate People, Time, and Money in 2013”
       Speaker: Greg Alexander, CEO Sales Benchmark Index
       Thursday, July 12th
       1:00 p.m. Central
       30 minutes
       Register at the Link Here!

                                   Thank-You for attending…                      14
15

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Designing organizational models for inside sales webinar slides

  • 1. View & listen to the recorded webinar here! June 14, 2012
  • 2. Logistics for today’s call….  At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature. 2
  • 3. Logistics for today’s call….  Additional questions can be sent directly to: ryan.tognazzini@salesbenchmarkindex.com Join us for our next Webinar….  Sneak Preview of Sales Benchmark Index’s annual research study, “Make the Number: How Sales Leaders Plan to Allocate People, Time, and Money in 2013”  Thursday, July 12th  Speaker: Greg Alexander, CEO Sales Benchmark Index  1:00 p.m. Central  30 minutes  Register at the Link Here! 3
  • 4. Ryan Tognazzini Brief Bio • Associate Principal at Sales Benchmark Index • Prior to SBI, spent 10 years with Cintas Corporation, a $4B business services company: • Ran a $20M business as a GM in San Francisco • Managed a $5M portfolio as a Key Account Manager in the healthcare vertical • 13 years of experience in sales and marketing, compensation planning and building and enabling sales organizations
  • 5. Buyer Behavior Has Changed Customer Purchase Decision Timeline 57% Complete Customer Customer’s Purchase Begins Due First Decision Diligence Contact with Sales Customer’s largely deciding on their needs, leaving suppliers to compete on price Source – Sales Executive Council
  • 6. What the Buyer Wants What is the primary way you would like to conduct business with us? $550M Software (SaaS) Company $6B Information Mgmt. Company $3B Transportation Svcs. Company
  • 7. Strategic Relevance of Inside Sales 8.95% Average 71% of unemployment in Primary focus companies the US in 2011 on expanding planned to the inside sales expand in 2011 force
  • 8. Acquisition Cost vs. Sales Complexity High Touch Light Field Sales Freemium No-Touch Inside Field Sales Touch with SEs Sales Customer Acquisition Cost Estimates $100- $ 1000- $2500- $20,000- $0-50 $75,000+ 1000 2500 10,000 75,000 • Cost of acquisition increases roughly 10X with the increase of sales complexity • Where are you on the spectrum? • What is cost to acquire? • How much should it cost? • What roles does sales play (inside vs. outside) Source – Matrix Partners
  • 9. Inside Sales Structure Options Stratification Activity Geography Top 1% Develop Hunter Farmer Long Tail Buying Roles Product Industry Vertical Accounting Securities & Banking & Advertising & Govt Radian 3 Electroline Venture Investing Credit & Comm Consulting CEO CFO CSO Flux Strategic Neptune C3PO Institutional Consumer Agencies Pharma Capacitor Boutique CMO COO HR PRCC WatchBright Anti Cloning Private Mkts Investment PR Firms Commercial Big 5 Acct Firms
  • 10. Inside Sales Structure Options Stratification Activity Geography Top 1% Develop Hunter Farmer Long Tail Hybrid Buying Roles Product Industry Vertical Accounting Securities & Banking & Advertising & Govt Radian 3 Electroline Venture Investing Credit & Comm Consulting CEO CFO CSO Flux Strategic Neptune C3PO Institutional Consumer Agencies Pharma Capacitor Boutique CMO COO HR PRCC WatchBright Anti Cloning Private Mkts Investment PR Firms Commercial Big 5 Acct Firms
  • 11. How Does It Work? Phase 1 Phase 2 (Design) Phase 3 Ideal Structure & People Support Requirements Work Flow: Lead Conduct Process qualification – Execution Discovery Sales Process Means 1. Program Management & Communication 1. Exec Interviews Process 2. Field Integration 2. Documentation Technology Automation 3. Sales Program Design - Review tactical level 3. Expert Panel 4. Business & Sales 4. Metric Data 1. People – Ideal Structure; Process 5. Customer Surveys centralized / 3. Technology - 5. Reporting & Metrics 6. Sales Rep and Partner decentralized, hunter, farm CRM, Marketing 6. Enablers, Technology & rep Survey er, product specialist , etc Automation, Social Tools 7. Sales Rep DILO 2. Process – Sales Networking, account 7. Recruiting & Training 8. Mystery Shop Process, lead management transition 8. Campaign Program (s) 9. Sales Mgmt. Survey process, onboarding, traini tracking, reporting, etc. 9. Customer Transition 10. Prospect Survey ng, account transitioning, etc 10. Audit Schedule & QBR
  • 12. Key Takeaways – Designing Inside Sales  The buyer climate is changing  Use Outside-In Thinking  Disciplined Approach  Want help? Connect with me at: ryan.tognazzini@salesbenchmarkindex.com http://www.linkedin.com/in/ryantognazzini 12
  • 13. View & listen to the recorded webinar with Q&A here! 13
  • 14. Further interest…. Sign-up for a free Inside Sales planning consultation by: E-mailing info@salesbenchmarkindex.com Sales Benchmark Index will….  Have copy of webinar slides available for download here  Additional questions can be sent directly to: Ryan.Tognazzini@salesbenchmarkindex.com Join us for our next Webinar….  Sneak Peak of Sales Benchmark Index’s annual research study, “Make the Number: How Sales Leaders Plan to Allocate People, Time, and Money in 2013”  Speaker: Greg Alexander, CEO Sales Benchmark Index  Thursday, July 12th  1:00 p.m. Central  30 minutes  Register at the Link Here! Thank-You for attending… 14
  • 15. 15