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Leveraging  Science  To  Predict  The  Best  Leads  

Science holds the key to unlocking human potential

HOW DO YOU KNOW A GOOD LEAD?

Communication Data Visualization

Prediction Gamification

Sales Acceleration Platform

SALES ACCELERATION PLATFORM

•  Predictive Analytics

•  Machine Learning

•  NeuralView

•  Scenarios

AGENDA

PREDICTIVE ANALYTICS

Extracting information from data and using it to predict trends or behavioral patterns

54% of C-Suite executives believe that boosting sales is a top advantage of predictive analytics* Gartner has found that predictive analytics as a market segment is growing at a CAGR of 26%.

*SAP

PREDICTIVE ANALYTICS

This market segment is gaining so much speed that it has given rise to the position of CDO. First created in 2003, by 2015 est. 50% of Fortune 500 companies will have one.*

PREDICTIVE ANALYTICS

*Data Blueprint

•  Research provides best practices

•  Average contact time: 46 Hours

•  73% of web generated leads never contacted

IMMEDIATE RESPONSE

•  Enhances contact rates

•  Increase contact rates by up to 25% when switching from a long distance number

•  Increase contact rates by up to 38% when switching from a traditional 800 number

LOCALPRESENCE

MACHINE LEARNING

Field of study that gives computers the ability to learn without being explicitly programmed

MACHINE LEARNING

NEURALVIEW

MARKETING VS. SALES

400+ Data Points •  Record Attributes •  Interactions •  Stock Market •  Lunar •  Holiday •  Weather •  Web Ranking

NEURALYTICS® DATA

•  Customized predictive models starting day one

•  Generalized model

•  Continual learning

NeuralView

•  Identifies leads with high likelihood to qualify and close

•  Neural network provides unique scores per customer

•  Accommodates custom Fields

•  Continues analysis according to new data

NeuralView

Typical List

•  Model Scores Likelihood to Contact

•  Operates on Seek List •  Uses Updated Information to

Re-Sort Hourly •  Relevant Data is Refreshed

Multiple Times per Day

NeuralView

Typical List = High Contactability NeuralView

•  Model Scores Likelihood to Contact

•  Operates on Seek List •  Uses Updated Information to

Re-Sort Hourly •  Relevant Data is Refreshed

Multiple Times per Day

Neural Sort = High Contactability

•  Model Scores Likelihood to Contact

•  Operates on Seek List •  Uses Updated Information to

Re-Sort Hourly •  Relevant Data is Refreshed

Multiple Times per Day

NeuralView

Shelly Sales Ops

Leads the sales department. Wants reps working the best leads, and is always looking for ways to improve sales performance.

SCENARIO #1

$400-$2000 Average Cost to Qualify

7,000 Average Leads Worked per Month

LEAD SOURCE

Jennifer Mid-Market Sales Manager

Leads the mid-market sales team. Wants reps working the best leads, and is always looking for ways to improve sales performance.

SCENARIO #2

Dial Through List

Study Results

Create Seek List

Decide New Criteria

Synthesize Information

IDEAL POWERDIALER WORKFLOW

Dial Through List

Study Results

Create Seek List

Decide New Criteria

Synthesize Information X X

HOW DOES JENNIFER USE POWERDIALER?

THE RESULT

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Data

WHY?

THE NEW CRITERIA

NEURALSORT

Mark Mid-Market Fronter Mark is new and works hard, but resists change in his workflow, because he feels like new technology slows him down.

SCENARIO #3

NEW FRONTER WORKFLOW

Cameron Enterprise Closer Cameron is an experienced closer. He is much less directed, and largely decides who he calls and when.

SCENARIO #4

NeuralView

Communication Data visualization

Prediction Gamification

PLATFORM INTEGRATION

•  Currently in early beta at InsideSales.com

•  Look for release in Q3 2014

AVAILABILITY

•  Leveraging science to predict the best leads

•  NeuralView provides recommendations for which leads to pursue

•  NeuralView gives managers insight into the predictive model and its performance

•  NeuralView provides a very complex solution for predictive analytics that is dead simple to use

REVIEW

Thank You