1. #SalesSummit | @Sales20Leader

2. 8 Simple Suggestions for Growing Revenue through Inside Sales Brent Holloway Global Inside Sales Leader HP Enterprise Security Products brent.holloway@hp.com

3. #SalesSummit | @Sales20Leader Agenda People 1.Sales Model: Numbers and Roles 2.Hire and Retain Great People 3.Career Path Process 4.Buyer’s Process 5.Internal Sales Processes Technology 6. Social Selling 7. Sales Analytics 8. Others including emerging

4. #SalesSummit | @Sales20Leader 1. Sales Model: Numbers and Roles Partnering with Field Sales vs. ISR Only Testing with minimal risk Example, ABC Software: Before: 20 field reps X $2.0M = $40M/year After: 20 field reps X $2.4M = $48M/year +10 ISRs X $2M X 30% = $6M/year Total = $54M/year (+$14M or 35%) in additional sales, on a ~$1.8M investment (loaded)

5. #SalesSummit | @Sales20Leader 2. Hire and Retain Great Salespeople Assessments Situational Interviewing Questions Role Play Call? Recruiters (Cost vs. Opportunity Cost) CSO Insights (www.csoinsights.com)www.csoinsights.com

6. #SalesSummit | @Sales20Leader 3. Career Path Have one (not just on paper) with executive support Real world examples Sales Development (SDRs) Inside Sales (ISRs) ISR Manager Field / Channel Sales Sr. ISR / Hybrid SDR Manager

7. #SalesSummit | @Sales20Leader Qualify the opportunity Develop and propose solution Negotiate and close Implement & success Expand & extend Research Recognize Needs Evaluate Options Select Solution Options Resolve Concerns & Decide Implement Solution & Evaluate Align to sales process Exit criteria (I.e. timing of PoV) Easy to test response to initial customer engagement 4. Buyer’s process Understand the customer

8. #SalesSummit | @Sales20Leader Does it look like this? Is it documented? Day in the life? % of time on admin? Approval bottlenecks? 5. Internal Sales Processes

9. #SalesSummit | @Sales20Leader “Engage with Insight” -LinkedIn Sales Navigator SFDC integration 6. Social Selling

10. #SalesSummit | @Sales20Leader Excel / CRM / Salesforce.com (Sales, Pipeline In/Outbound, Activities, etc.) Predictive Analytics (I.e. Lattice Engines) 7. Sales Analytics

11. #SalesSummit | @Sales20Leader 8. Other technologies including emerging CRM/PRM, Prospect and Customer Intelligence, Incentive/Compensation Management, Video, Sales Playbooks, Web-based Collaboration, ROI tools, Gamification, Sales and Forecast Analytics, Big Data, Marketing Automation, Social Selling, etc. AA-ISP (www.aa-isp.org)www.aa-isp.org

12. #SalesSummit | @Sales20Leader Thank you 8 Simple Suggestions for Growing Revenue through Inside Sales Brent Holloway Global Inside Sales Leader HP Enterprise Security Products brent.holloway@hp.com