ROI Analysis of Leads

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.

Founded: 2002

Patents: 4 Pending: 6

Location: Provo, UT

Annual Growth: 110%+

Venture Investors:– US Ventures– Hummer Winblad– Josh James

Dave ElkingtonCEO

Ken KroguePresident

Founders

InsideSales.com Background


Marquee Clients


PowerCall™

PowerDialer™

PowerSuiteTM

PowerText™

PowerSocial™

PowerStandings™InsideSales.com

Inside Sales Automation & Predictive Analytics Platform Neuralitics™


Recent Research

2013 Top Sales Challenges Survey

2012 DreamforceResponseAudit

2013 Lead Gen Methodologies

2013 LeadsCon ResponseAudit

2013 Distance EducationResponseAudit

2013 Market Size Survey


• What lead and company factors lead to success in an Inside Sales organization?

• Background– 6.0 Million Calls– 1.8 Million Lead Records– 4,500 Lead Sources– 4,000 Sales Reps– 106 Domestic Companies– 5 Major Industries– 1 Year of Data (6 Month Aging Time)

Inside Sales Effectiveness


Conversion Rates

100.0%

46.9%

24.9%

15.9%

3.9%

New .

Attempting Contact

Contacted / Appt Set

Qualified

Closed


Conversion Rates by Source

New .

Attempting Contact


Qualified

Closed

100.0%

76.4%

10.2%

2.3%

0.2%

Lists

100.0%

50.3%

40.7%

38.1%

7.3%

Referrals

100.0%

51.5%

23.1%

18.7%

1.8%

Search / Web

100.0%

38.4%

10.8%

3.3%

0.6%

Tradeshow

100.0%

40.6%

34.0%

16.8%

0.4%

Vendor

100.0%

22.7%

21.9%

16.1%

0.5%

Inbound Leads

New .

Attempting Contact


Qualified

Closed


Close Rate by Source

List Vendor Search/Web ACD / Inbound Referral0%

1%

2%

3%

4%

5%

6%

7%

8%

0.17%0.44%

1.77%

0.53%

7.31%


List Vendor Search/Web ACD / Inbound Referral$0

$200

$400

$600

$800

$1,000

$1,200

$1,400

$1,600

$46 $77

$476

$122

$1,477

Lead Source: Implied Lead Value


Avg Lead Cost: Industry

Bus. Services

Finance Software Healthcare Insurance Legal

B2B B2C

$-

$10

$20

$30

$40

$50

$60

$70

$80

Avg. Cost Aged Lead

Avg. Cost Shared Lead

Avg. Cost Unique Lead

Avg. Cost Live Transfer Lead


Avg Close Rates: Industry

Bus. Services Finance Software Healthcare Insurance LegalB2B B2C

0%

5%

10%

15%

20%

25%

30%

35%

Close Rate Aged Lead

Close Rate Shared Lead

Close Rate Unique Lead

Close Rate Live Transfers Lead


Avg Lead Cost: Business Type

B2B B2C$0

$5

$10

$15

$20

$25

$30

$35

$40

$45Avg. Cost Aged Lead

Avg. Cost Shared Lead

Avg. Cost Unique Lead

Avg. Cost Live Transfer Lead


Avg Close Rates: Business Type

B2B B2C0%

5%

10%

15%

20%

25%

Close Rate Aged Lead

Close Rate Shared Lead

Close Rate Unique Lead

Close Rate Live Transfers Lead


Avg Deal Size

Busin

ess

Servic

es

Finan

ce

Hardw

are

Softw

are

$- $10,000 $20,000 $30,000 $40,000 $50,000 $60,000 $70,000 $80,000 $90,000

$100,000

B2B

Enter

tain

men

t

Health

care

Insu

ranc

eLe

gal

$- $1,000 $2,000 $3,000 $4,000 $5,000 $6,000 $7,000 $8,000 $9,000

$10,000

B2C


Avg Lifetime Value

Busin

ess

Servic

es

Finan

ce

Hardw

are

Softw

are

$-

$50,000

$100,000

$150,000

$200,000

$250,000

$300,000

B2B

Enter

tain

men

t

Health

care

Insu

ranc

eLe

gal

$-

$5,000

$10,000

$15,000

$20,000

$25,000

B2C


Persistency

Not Closed Closed0

1

2

3

4

5

6

2.74

5.36

Nu

mb

er

of

Dia

ls

Closed leads are dialed 95% more than leads that don’t close

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Close Rate by Dials

Close Rates by Dial

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 200.00%

0.20%

0.40%

0.60%

0.80%

1.00%

1.20%

B2B B2C

Dials

Clo

se R

ate

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Increase Close Rate Per Dial

Close Rate Increase Per Dial

2 3 4 5 6 7 8 9 10 11 12 13 14 150%

5%

10%

15%

20%

25%

30%

35%

40%

45%

B2B B2C

Dial Number

Inc

rea

se

in

Clo

se

Ra

te f

rom

Pre

vio

us

Dia

l

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Additional Revenue Per Dial

Additional Revenue Per Dial

1 2 3 4 5 6 7 8 9 10 11 12 13 14$0

$5,000

$10,000

$15,000

$20,000

$25,000

$30,000

$35,000

$0

$50

$100

$150

$200

$250

$300

$350

B2B B2C

Dial Number

Ad

dit

ioa

na

l R

ev

en

ue

fo

r B

2B A

dd

ition

al R

ev

en

ue

for B

2C

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Close Rates by Dial per Industry

Close Rates by Dial

1 3 5 7 9 11 13 15 17 19 210.00%

0.10%

0.20%

0.30%

0.40%

Finance

1 3 5 7 9 11 13 15 17 19 210.00%

0.20%

0.40%

0.60%

Business Services

1 3 5 7 9 11 13 15 17 19 210.00%

0.40%

0.80%

1.20%

Healthcare

1 3 5 7 9 11 13 15 17 19 210.00%

0.50%

1.00%

1.50%

2.00%

Telecommunications

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Additional Revenue per Dial

Additional Revenue per Dial

1 3 5 7 9 11 13 15 17$0

$5,000$10,000$15,000$20,000

Business Services

1 3 5 7 9 11 13 15 17$0

$400

$800

Finance

1 3 5 7 9 11 13 15 17$0

$20$40$60$80

Healthcare

1 3 5 7 9 11 13 15 17$0

$2,000

$4,000

$6,000

Telecommunications

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Close Rate by Email

Close Rate by Email

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 210.0%

0.2%

0.4%

0.6%

0.8%

1.0%

1.2%

1.4%

1.6%

1.8%

B2B B2C

Number of Emails

Cu

mu

lati

ve

Clo

se

Ra

te


Close Rate Increase for Each Email

2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 200%

5%

10%

15%

20%

25%

30%

35%

40%

45%

B2B B2C


Close Rates for Each Email

1 3 5 7 9 11 13 15 17 19 210.00%0.50%1.00%1.50%2.00%

Finance

1 3 5 7 9 11 13 15 17 19 210.00%

0.50%

1.00%

1.50%

Business Services

1 3 5 7 9 11 13 15 17 19 210.00%

1.00%

2.00%

Healthcare

1 3 5 7 9 11 13 15 17 19 210.00%

0.40%

0.80%

Telecommunications


1 3 5 7 9 11 13 15 17$0

$1,000$2,000$3,000$4,000$5,000$6,000

Telecommunications

Additional Revenue for Each Email

1 3 5 7 9 11 13 15 17$0

$5,000

$10,000

$15,000

$20,000

Business Services

1 3 5 7 9 11 13 15 17$0

$500

$1,000

$1,500

Finance

1 3 5 7 9 11 13 15 17$0

$100$200$300$400$500$600

Healthcare

Copyright © InsideSales.com Inc. All Rights Reserved

0 1 2 3 4 5 More than 5

0.0%

0.2%

0.4%

0.6%

0.8%

1.0%

1.2%

1.4%

1.6%

1.8%

2.0%

Before First Contact After First Contact

Number of Voicemails

Close Ratios by Number of VMs


B2B B2C

Quantity of Leads

Quantity of Closes

LocalPresence

85%

15%

69%

31%

47%53%

35%

65%

Normal Caller ID

Local Caller ID


LocalPresence: Close Rate Increase

B2B B2C0.00%

0.50%

1.00%

1.50%

2.00%

2.50%

3.00%

3.50%

4.00%

4.50%

5.00%

Normal Caller ID Local Caller ID

550% Increase

320% Increase


LocalPresence: Additional Value

B2B B2C $-

$200

$400

$600

$800

$1,000

$1,200

$1,400

$1,600

$1,800

$2,000 $1,788

$67


In State vs Out of State

B2B B2C Average0.00%

0.50%

1.00%

1.50%

2.00%

2.50%

Out of State In State

39% Increase

600% Increase

85% Increase


Additional Value of In State Leads

B2B B2C Average -

50

100

150

200

250

300

255

8

225


Closes by Time of Day

7 AM 8 AM 9 AM 10 AM 11 AM 12 PM 1 PM 2 PM 3 PM 4 PM 5 PM 6 PM0.0%

0.5%

1.0%

1.5%

2.0%

2.5%

Time of Day First Contacted


Closes by Day of Week

Sunday Monday Tuesday Wednesday Thursday Friday Saturday0.0%

0.5%

1.0%

1.5%

2.0%

Day First Contacted


Closes by Day of Month

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 310%

1%

1%

2%

2%

3%

Day of Month First Contacted


Close Rate by Days to Contact

1 2 3 4 5 6 70.00%

0.50%

1.00%

1.50%

2.00%

2.50%

3.00%

B2B B2C

Days to Contact

Clo

se

Ra

te


Revenue by Days to Contact

1 2 3 4 5 6 $-

$50

$100

$150

$200

$250

$300

$350

$400

$450

B2B B2C

Days to Contact

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. 2007-2012 ResponseAudit Research Studies – InsideSales.com

ResponseAuditTM

Dreamforce 2009 2,875 39.9% 41:07 1.07

Cloudforce 2010 472 30.7% 49:49 1.32

LeadsCon East 2010 57 35.1% 56:05 2.00

Dreamforce 2011 3,051 51.4% 57:28 1.20

AA-ISP 2011 159 54.7% 40:24 2.60

AA-ISP 2012 696 64.2% 39:20 2.05

Dreamforce 2012 2,148 55.0% 38:30 1.57

Distance Education 69 73.0% 24:18 3.48

LeadsCon 2013 311 49.8% 17:17 1.63

Companies

AvgResponse Time by Phone

% Respondedby Phone or

Email

Avg Response Attempts

Avg

40:28

Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. 2007-2012 ResponseAudit Research Studies – InsideSales.com

ResponseAuditTM

Dreamforce 2009 2,875 39.9% 41:07 1.07

Cloudforce 2010 472 30.7% 49:49 1.32

LeadsCon East 2010 57 35.1% 56:05 2.00

Dreamforce 2011 3,051 51.4% 57:28 1.20

AA-ISP 2011 159 54.7% 40:24 2.60

AA-ISP 2012 696 64.2% 39:20 2.05

Dreamforce 2012 2,148 55.0% 38:30 1.57

Distance Education 69 73.0% 24:18 3.48

LeadsCon 2013 311 49.8% 17:17 1.63

Companies

AvgResponse Time by Phone

% Respondedby Phone or

Email

Avg Response Attempts

Avg

1.88


Total Dials Per LeadsCon Attendee

0 1 2 3 4 5 6 7 8 9 10 More than 10

0

50

100

150

200

250

Number of Dials

Nu

mb

er

of

Co

mp

an

ies

Overall average of 0.96 dials per company


1 2 3 4 5 6 7 8 9 10 More than 10

0

20

40

60

80

100

120

Emails Call Voicemail

Attempt Number

Nu

mb

er

of

Re

sp

on

se

sContact Method by Attempt Number


Total Phone & Email Attempts

0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 More

than 15

0

20

40

60

80

100

120

140

160

180

Number of Attempts

Nu

mb

er

of

Co

mp

an

ies

1.6 LeadsCon attendee average

3.4 Deals that don’t close 10.8 Deals that close


Company RankingsRank Company Rank Company Rank Company Rank Company

1 Ingram Medical 41 Cake Marketing 81 TTC Marketing Solutions 121 RevenueAds2 InsideSales.com 42 Little Brook Media 82 Connect Your Home 122 LeadSpend Inc3 Vivint 43 Precise Leads Inc 83 University Bound Inc 123 Millennial Media4 Endurance warranty 44 Leads360 Inc 84 Sumner insurance 124 Triggit Media5 Quicken Loans 45 SoftVu LLC 85 Mortech 125 Expertsender6 The Federal Savings Bank 46 Innovate Media 86 Inmobi 126 BuyerZone7 ActiveProspect 47 Gragg Advertising 87 Website Magazine 127 React2Media8 Brandman University 48 Geary LSF 88 Permission Data 128 Intermedia Advertising9 KB Synergy 49 SBBCollege 89 retargeter 129 Linton Investments10 Jones International University 50 RTK Media Inc 90 Impact Radius 130 Tipalti11 SelectQuote 51 Growth Works Ventures 91 Insurance Quote Exchange LP 131 Pinnacle Mortgage Group12 CorvisaCloud 52 SmartLead by AdTrack 91 Saveology.com 132 Twilio Inc13 MDT Direct 53 Assurance Direct Marketing 93 Free Pool Quotes 133 LeadId14 Shore Mortgage 54 List Giant 93 NextWaveMarketingStrategies 134 Prizm Media15 Speed to Contact 55 ALLPRO Direct Marketing 95 Zillow.com 135 Market Approach Consulting16 Total Attorneys 56 Rising Results Inc 96 Telic 136 Velma17 boberdoo.com 57 SeniorLiving.net 97 The Lead Company 137 Inside Response18 SendGrid 58 Adrea Rubin Marketing Inc 98 NewRetirement LLC 138 Barrington Media Group19 Safeco 59 LinkTrust 99 Personal Capital 139 Deutsche Bank20 Bills.com 60 WebMetro 100 Insurance Express.Com 140 optifinow21 LeadQual 61 Waterstone Capital Advisors 101 SnagAJob 141 Wisemuv22 Penn Foster 62 Republic Exchange 102 IntegriShield 142 GlobalWide Media23 The Princeton Review 63 Ring Revenue Inc 103 Envisage International Corp 143 Business.com24 NoCostRefi.com 64 Bankrate Inc 104 PlattForm 144 Koeppel Direct25 UnsubCentral 65 DMi Partners 105 the internet law group 145 Blue Phoenix Media26 Accurate Append 66 Best Rate Referrals 106 Response Mine Interactive 146 ListMarketer27 The DelFin Project 67 Brafton 107 Q Interactive 147 Submit Express28 Efinancial 68 Legal Brand Marketing 107 Round Sky Inc 148 Ampush Media29 eGenerationMarketing 69 Brighton College 109 Digital Bulldogs 149 eGentic30 TeleSign Corp 70 Prospect Mortgage 110 Silver Living 150 OpenJar Concepts31 Loan One 71 BackToLearn.com 111 ScreenPerks, Inc. 151 LifeScript32 Devry University 72 Neustar Information Services 112 Smart Rhino Labs 152 Supreme Lending33 Payvia 73 Moss Affiliate Marketing 113 InsideUp Inc 153 Call Pixels34 Log My Calls 73 Insurance321 114 Alliance Direct Media 154 Media Spade35 Northcentral University 73 Vantage Media 115 Adchemy Inc 155 InsideVault36 RMC Vanguard 76 Manage.com 116 Domain Sherpa37 Three Deep Marketing 76 Mediaspike Inc 117 the Underground Elephant38 IMG 76 netSpend.com 118 Partnerpedia39 TriOS College 79 ABC Leads 119 Optimizely40 Platt College 79 QuoteLab 120 Viral Ninjas


• 10 things you should learn from this

Summary

Take Aways


DAVE ELKINGTON

Try PowerDialerTM Free for 2 Weeks With 1000 Dialer Minutes

http://www.InsideSales.com/leadscon2013

[email protected]: @DaveElkingtonLinkedIn: http://www.linkedin.com/in/davidelkington

Dave Elkington

CEO & Co-Founder

InsideSales.com

mailto:[email protected]



http://www.linkedin.com/in/davidelkington

ROI Analysis of Leads - LeadsCon 2013

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Transcript of ROI Analysis of Leads - LeadsCon 2013