1. business and industrial
2. advertising and marketing
3. telemarketing

DRIVING HIGH-VELOCITY
SELLING THROUGH
SALES CLOUD
for
Velocify for Salesforce
Integrated Solution Whitepaper
Introduction
Customer Relationship Management (CRM) technology has now existed for over a decade, designed, in part, to address
the needs of sales managers in organizing their teams and sales efforts in an increasingly hectic business world. Today,
almost all aspects of sales are accelerating, and keeping pace can mean the difference between success and failure.
Revenue targets continue to rise, making it necessary to throw more money at lead generation and lead development
efforts. Sales rep performance expectations grow as sales tools and inbound demand generation practices increase
in sophistication. There’s no longer acceptance of leads going to waste, and optimizing lead response and follow-up
practices has proven to make a dramatic impact on revenue attainment. These forces and developments have paved the
way for a new kind of sales technology.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
2
Executive Summary
This paper is intended to help sales leaders discover the value of adding a sales acceleration solution, specifically;
Velocify for Salesforce, to Salesforce.com Sales Cloud. You will learn how, through unique features designed for highvelocity selling, Velocify can help sales organizations work at a faster (and smarter) pace, and drive more leads into the
sales pipeline, ultimately boosting revenue.
We will first discuss the existing challenges sales leaders and their teams face, such as getting the right leads in the hands
of the right reps, ensuring a fast and disciplined response to new leads, guiding a consistent selling process, and keeping
reps more focused and productive each day. We’ll review new research that illustrates the increasing volume of daily
activity for sales reps and the growing complexities that leaders must solve for as a result. Following that, we’ll explain
the importance of developing high-velocity sales practices as an integral part of your overall sales process. We’ll outline
Velocify’s offering in detail, providing an overview of the key components, including Dynamic Distribution, Automated
Guided Selling, Intelligent Activity Prioritization, Integrated Sales Dialer, Funnel Insights, and Configuration Console. To
conclude, we’ll provide you with a checklist of key items to consider in helping with your evaluation and likely decision
surrounding this emerging category of technology.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
3
Challenges Facing Sales Teams Today
If you’re like most sales organizations using Sales Cloud today, you’ve implemented a successful solution that gives you
visibility, flexibility, and a solid foundation for operating and managing your sales function. However, keeping up with the
demands and speed of business today is a real challenge. A portion of your leads continue to fall through the cracks or
don’t receive the proper attention they deserve, and reps continue to take their own approach to building their pipeline.
Meanwhile, you may be contemplating new processes, team composition, and technologies in search of a springboard
to more revenue. Even for organizations that believe they’re capturing all the revenue available to them, where these
challenges may not apply, research proves otherwise.
Sales reps are too slow and too inconsistent when following up with leads
Velocify recently conducted a study of seller response to inbound leads by some of the world’s most admired companies
in the Fortune 100. In the study, Velocify found that one-third of inquiring buyers never received a phone call from the
seller’s sales team. Another third never received email communication, and 12% received no response of any kind. Also,
the mean response time to a new inbound lead ranked up there with the speed of molasses, averaging 3.5 days before
the first phone call to the inquiring prospect was made. In addition, the study found that most sales reps gave up trying
to reach the inquiring prospect after just one contact attempt. These stats aren’t exclusive to the Fortune 100; this most
recent study mirrors the findings in other research conducted on companies of all sizes.
CRM puts process onus on the rep, and selling discipline is tough to enforce
These deficient sales practices are likely happening for a number of reasons. First, ongoing lead follow-up practices
routinely suffer as the sales rep’s daily “To Do” list piles up, and connecting with new leads or leads from prior day’s slips
increasingly lower in priority. Not to mention, keeping tabs on the leads that came in yesterday, the day before, or last
week is no easy task for any human without the help of technology. Also, even with a directive, only a fraction of sales
reps are organized and disciplined enough to maintain consistent response to new leads as they arrive.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
4
Challenges Facing Sales Teams Today
Sales leaders are pressed to grow revenues, challenged by CRM limitations
Just as challenged are the sales leaders, who are under significant pressure to drive more revenue while simultaneously
increasing the efficiency of their sales machine. Fact is, most sales leaders have trouble pinning down exactly how leads
become “opportunities.” A recent CSO Insights sales performance study found that sales organizations often aren’t familiar
with the steps and actions that drive conversion, and instead rely on “hope and miracles” when it comes to turning a lead
into a qualified sales opportunity. The process of identifying and reassigning leads that aren’t receiving the appropriate
treatment is similarly challenging. Implementing a uniform contact strategy and ensuring the usage of desired lead followup processes is nearly impossible. In addition, sales leaders are ever pressed to increase the net daily selling time of their
reps and optimize processes, often times with only opportunity-to-close reports and anecdotal information.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
5
Making the Case for a High-Velocity Sales Solution
Sales acceleration technology can help address the many challenges described in the prior section. Through the use of
high-velocity sales practices and automation, sales leaders can inject more speed, discipline, and productivity into their
sales organization. High-velocity sales solutions provide many sales and marketing success benefits.
Keep leads from falling through the cracks
If you have ever pulled a sales report and found new leads were going un-contacted or had received just one or two
voicemails before a sales rep moved on, you know you’re leaving money on the table. Velocify’s solutions are laser
focused on helping sales teams easily ensure they’re following up promptly on all qualified leads and doing so with the
appropriate persistence. No lead is left behind and you get more R in your ROI.
Ensure your sales reps respond rapidly
Velocify and industry research continues to show that most organizations take more than 24 hours to follow up with a new
lead. If that’s you, your competition is likely eating your lunch. Surveys show that the first sales organization to respond has
a definite advantage with the buyer, so why not boost revenue by making sure that your team is first? Making a call attempt
within a minute of receiving a lead can increase conversion by 391%, and Velocify technology can help you get there.
The Impact of Speed-to-call on Conversion
400%
Improvement on Lead Conversion Rate
391%
300%
C
200%
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98%
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1 min.
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1 hr.
5 hrs.
24 hrs.
Time Elapsed
Figure 1: The Impact of Speed-to-Call on Conversion
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
6
Making the Case for a High-Velocity Sales Solution
Deploy incredibly consistent sales practices
If you’re like many sales organizations, you have a lead follow-up policy in place, but tracking and enforcing your desired
follow-up practice is a significant challenge, and you know the team is falling short. Velocify research has found most
sales reps make just 1-2 contact attempts on a new lead before giving up, yet it’s proven that 5-8 calls is optimal.
Through Velocify’s proprietary technology, you can put your follow-up efforts on rails, ensuring consistent and thorough
sales practices for everyone on the team.
14
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Ultimate Contact Strategy
22
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Focus reps on revenue-generating activities
Research from Forrester and IDC has found that many reps spend more than half their day on non-selling activities. The
reality is, your reps are faced with hundreds of daily activities, and struggle to efficiently prioritize tasks. And most CRM
solutions don’t help much with all the different screens, clicks and procedures required to get from point A to B. In an ideal
world, you’d like to see your reps continuously taking action on the highest priority items throughout the day, without
having to remind or instruct them. With Velocify you can do just that, ensuring your team is always working on the highest
priority items, while empowering them to accelerate their activity, and spend more time selling.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
7
Making the Case for a High-Velocity Sales Solution
Make more money
If you’re like a majority of sales organizations, you watch your opportunity pipeline and win rate like a hawk and are
ready to pounce on any abnormality that surfaces. But what about the process that occurs before a lead converts to
an opportunity? Most organizations treat the processes in the lead-to-opportunity stage too informally, and rely too
heavily on miracles for conversion. As a result, they’re missing a lot of revenue. Consider just a 20% increase in lead-toopportunity conversion can translate to millions of dollars in additional sales for some firms. Velocify can help you drive
selling practices that make dramatically more opportunities of your leads, taking both your pipeline and your revenues
to new heights.
Velocify has been instrumental in our growth. We now have our
sales efforts on a fast, consistent, predictable track.
MERCHANT INDUSTRY
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
8
Key Features of Velocify for Salesforce
Velocify for Salesforce invigorates Salesforce.com Sales Cloud with sales acceleration capabilities through the
following unique features:
Dynamic Distribution
Driving performance by delivering the right leads to the right sales reps is paramount in ensuring rapid response and
maximum conversion. And getting the lead to the right rep can mean ensuring it’s assigned to the rep most able to
respond rapidly, or the rep with the highest propensity to convert that lead given their skillset or domain knowledge.
This flexible, modifiable feature helps you build intelligent lead distribution and redistribution programs that can be
leveraged to distribute leads or opportunities. Sales managers, sales operations leaders, and sales administrators can
easily deploy multi-layered distribution programs such as round-robin, skills-based, performance-based, territory-based,
and product-based methods.
With Velocify, we found that certain performers were doing a lot better
with certain lead sources; which allowed me to drive more of those
leads toward those performers.
M&T BANK
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
9
Key Features of Velocify for Salesforce
Dynamic Distribution
LEAD ENTERS
SALESFORCE
Distribution Feature Graphic
ROUND-ROBIN
DISTRIBUTION
PROGRAM
SKILLS-BASED &
PERFORMANCE-BASED
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Lead is distributed
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Lead is distributed to
certain rep who is
skilled with product
domain knowledge
System automatically
re-assigns lead to
another available rep
Figure 3: Illustration of the system flexibility with ability to layer multiple distribution programs
at once depending on lead characteristics.
To help ensure rapid response, no matter which initial lead distribution method is utilized, automated reassignment based
on minutes or hours can be easily configured. It ensures that the business doesn’t miss out on revenue opportunities due
to the inaction of a single sales rep.
With the flexibility of Dynamic Distribution, sales managers can set hourly limits and daily caps to ensure the ongoing
volume of leads are dispersed to reps as desired. And with ideal lead distribution and re-distribution capabilities in place,
sales managers are freed to focus more attention on other elements of the sales process.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
10
Key Features of Velocify for Salesforce
Automated Guided Selling
Another key to creating sales velocity is to guide selling processes. With Velocify for Salesforce, you can first leverage
Automated Guided Selling to easily implement a contact strategy that determines when your reps will follow up by phone, how
many times they’ll follow up before giving up, and what email messages are to be automatically triggered in between calls.
The process automation will provide additional touches and schedule follow-up calls throughout the sales cycle. Once
contact is made, guided selling technology can help keep your sales process and your team on a disciplined and consistent
track to optimize performance. This feature can also be leveraged to trigger check-in calls with leads 60, 90, 120 days
from now, and so on.
Contact Strategy
STATUS
Contacting 1
ACTION
Called Left
Message
AUTOMATED TASK
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AUTOMATED EMAIL
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AUTOMATICALLY
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STATUS
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NURTURE EMAIL
60 DAYS OUT
AUTOMATICALLY APPEARS IN
PRIORITIZED QUEUE 61 DAYS
OUT TO CALL
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
11
Key Features of Velocify for Salesforce
Automated Guided Selling
Key to streamlining sales processes in Automated Guided Selling is the manager-defined actions and subsequent lead
14
statuses that drive ongoing sales activities.
leads, they are given a drop down menu of dynamic
Search... As reps follow up onSearch
action choices within the lead profile. They take a specific action and the lead moves to the next appropriate step within
the sales cycle, while the status automatically updates based on the action taken.
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the controls on this page are inactive (grayed out), it is because your workflow functions have been locked down to prevent changes to your
data. Please contact Leads360 Support for assistance.
throughoutMilestone
the sales
cycle and deliver more opportunities to the pipeline. Managers gain more reliable visibility into daily
sales activities, coaching opportunities, and driving sales funnel conversion team-wide.
We build the logic on the backend so it just makes it easier for sales to make the
right call at the right time.
MEDIGAP
2000-2014 salesforce.com, inc. All rights reserved. | Privacy Statement 12
| Security Stat
DRIVING HIGH-VELOCITYCopyright
SELLING©THROUGH
SALES CLOUD
Key Features of Velocify for Salesforce
Intelligent Activity Prioritization
It’s no secret that focus in anything we do has tremendous value. But for a sales rep, zeroing in on the best next activity
within Sales Cloud is a challenging task. To address this need, Velocify simplifies and automates the prioritization of daily
sales activities taking the guesswork out of the equation for the sales rep. Intelligent Activity Prioritization provides sales
reps with a single, consolidated, continuously updated view of what to do next, in priority order. No need to waste time
jumping around to multiple screens looking for information or ideal contacts to reach out to, and no need to worry about
the contact strategy. It’s all handled for the rep and delivered through one prioritized view. The feature keeps sales reps
focused on the most important tasks at any given time, throughout the day. New leads are highlighted as they arrive to
prompt quick response. Scheduled tasks, and prompts for the next follow up calls on leads in progress are all included,
providing a single centralized list for reps to work from. Opportunities can also be prioritized and included in an integrated
view with new and in-progress leads.
14
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25
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13
Key Features of Velocify for Salesforce
Integrated Sales Dialer
The integrated dialing features of Velocify for Salesforce simplify and streamline outbound calling for sales reps, helping
increase call volume. With click-to-dial, reps can call leads using any number listed in a Salesforce record. While logged
into Salesforce, reps
14can start calling leads and opportunities directly from the dialer display panel located to the left of
Search and swiftly call through their prioritized list using the “Next
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their lead and opportunity lists.
Additionally reps can simply
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DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
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Copyright © 2000-2014 salesforce.com, inc. All rights reserved. | Privacy Statement | Security Statement | Terms o
Key Features of Velocify for Salesforce
Funnel Insights
As the saying goes, what gets measured gets managed. Leveraging the granular lead response and sales process data
collected by Velocify, and the power of Salesforce.com reporting, Funnel Insights provides sales leaders with newfound
visibility and insights for performance monitoring, coaching, and improvement. The feature provides visibility into
adherence to desired response and process practices and a view into performance at every granular step of a highervelocity sales process. Insights available to the sales leader in order to make more informed decisions and uncover
coaching moments include speed-to-first attempt, speed-to-contact, sales performance on certain lead types, contact
rates, pre-opportunity pipeline activity volume, and milestone attainment throughout sales cycle. Gaining this level of sales
performance visibility cannot be attained with Sales Cloud alone.
Velocify Sales Executive Dashboard
Edit
Find a dashboard...
Refresh As of May 23, 2014 at 11:45 AM
Clone
Nip in the Bud
Land Owner
Speed to Contact
Speed to Call
5
4
1
1
0
10
20
Record Count
30
40
Lead Status
Contact Attempt 1
Contact Attempt 3
Contacted
New
Contact Attempt 2
Contact Attempt 4
Lead and Opportunity Pipeline
3
5
4
5
11
5
16
5
3
2
6
Record Count
6
1
7
Record Count
Lead Status
Current Status: Status Name
Sales Qualified [Lead]
Qualified [Lead]
Proposal/Price Quote [Oppt]
Nurture Contacted [Lead]
New [Lead]
Negotiation/Review [Oppt]
Manager Review [Oppt]
LEADING
INSURANCE AGENCY
Interested [Lead]
Discovery [Oppt]
Demonstration Scheduled [Oppt]
Contacted [Lead]
Contact Attempt 6 [Lead]
Contact Attempt 5 [Lead]
Contact Attempt 4 [Lead]
Contact Attempt 3 [Lead]
HIGH-VELOCITY
SELLING
Contact Attempt
2 [Lead] THROUGH
Contact Attempt 1 [Lead]
Conversion Rate (by Product by User)
SL-2800 S..
SL-9500 S..
Product Interest
5
1
5
4
2
7
3
9
2
11
New
Contact Attempt 1
Contact Attempt 2
Contact Attempt 3
Contact Attempt 4
Contact Attempt 5
Contacted
Demonstration Scheduled
Demonstration Completed
Transferred to AE
0
Average Speed-to-Contact (days)
Average Speed-to-Call (hours)
Pre-Opportunity Pipeline
10
0
13.8
Alex
Ben
Harry
Janelle
John
Josh
Kam
Kristin
Nick
Robert
SL-6000 S..
SL-2500 S..
SL-5700 S..
SL-5000 S..
SL-4500 S..
0%
50%
100% 150% 200%
Conversion Rate
Lead Owner
Alex Popoff
Harry Beck
John Reese
Kamalesh Thakker
Robert Cooper
With Velocify, you can inspect what you expect!
DRIVING
250%
Ben Schor
Hector Galicia
Josh Evans
Nick Hodges
Tim Dunlea
Speed to Conversion
SALES CLOUD
20
40
15
Key Features of Velocify for Salesforce
Configuration Console
One of the biggest challenges for sales managers and sales operations professionals is to easily and quickly make
changes to lead assignment and sales process to either accommodate change within the sales organization, or simply
deploy new sales strategies. The Velocify Configuration Console allows you to eliminate your reliance on IT resources or
custom development as you refine and make changes to lead assignment, sales processes, or priorities.
Velocify Dynamic Distribution, Automated Guided Selling and Intelligent Activity Prioritization feature settings are easily
managed via the Console. This administrative interface accessed through your Salesforce account, acts as a centralized
“sales automation cockpit” to easily make dynamic changes to lead and opportunity distribution programs, automated
guided selling configurations, pre-defined actions and statuses, marked milestones in sales cycle, intelligent activity
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prioritization rules, and
lead-to-opportunity
conversion settings.
Home
Leads
Automation Engine
Distribution
Opportunities
Velocify
Duplicate Management
Users
Prioritization
+
Velocify Admin
Set-Up
Run Wizard
Status
Disconnect
Actions
Lead-to-Opportunity Conversion Settings
Convert Leads to
Yes
Opportunities?
No
Conversion Milestone:
Qualification
Conversion Performed:
Automatic
Manual
i
Conversion Settings
i
i
i
Users will automatically be brought to
the Lead-to-Opportunity Conversion
screen once a milestone is reached
Save
Easily manage your desired configurations without the time and expense of involving IT.
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DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
16
Justifying Your Investment in Velocify for Salesforce
Any time you have an existing technology platform in place, internal constituents are bound to ask for reasons why the
need for additional technology exists and how the organization may benefit from them. Let’s first look at a summary of
the newfound capabilities that come with Velocify for Salesforce, and how they provide benefit beyond what can be
accomplished with Sales Cloud, then look at a simple method for calculating the substantial return on investment that the
solution can generate.
High-Velocity Selling Checklist – Key Capabilities Needed
High-velocity selling requires a solution capable of enabling accelerated sales practices in order to drive more speed,
conversions, and revenue.
Salesforce
Sales Cloud
Only
Adding
Velocify
for Salesforce
DYNAMIC DISTRIBUTION
I
Implement smart distribution and re-distribution of leads
to ensure rapid lead response, better allocation, and
higher conversion.
AUTOMATED GUIDED SELLING
II
Establish a guided selling framework that drives
execution of your contact strategy and desired selling
processes to improve sales effectiveness.
INTELLIGENT ACTIVITY PRIORITIZATION
III
Ensure new and seasoned sales team members are working
from a prioritized list of daily tasks to drive more opportunities
into the pipeline and ramp new reps faster.
INTEGRATED SALES DIALER
IV
Empower sales teams to rapidly call through records from any
screen inside Salesforce and immediately capture sales action
data to drive up daily call volume and revenue.
FUNNEL INSIGHTS
V
Track daily sales performance on lead follow up, call
volume, contact rates, milestone attainment, and more
to improve funnel visibility, and revenue predictability.
CONFIGURATION CONSOLE
VI
Easily manage and modify ongoing changes to lead
assignment and sales process with no extra IT or
development resources needed.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
17
Justifying Your Investment in Velocify for Salesforce
Calculating the Return
With investment in any new technology, your needs must be addressed, and a return on the investment is important.
In the case of Velocify for Salesforce, return on your investment can come immediately in terms of responding faster to
leads, promoting more disciplined processes, and ramping new reps faster due to the guided nature of the solution. Per
Velocify and other industry research, a third of leads fall through the cracks by never receiving any follow up – call or
email, which translates into significant dollars lost. If a company is generating 100,000 leads per year this would equate to
up to 33,000 leads wasted. If the company was converting at a 5% rate, they would be losing up to 1,650 deals per year.
If the company’s average deal size was $25,000 that would mean losing $41.25 million potential annual revenue. How
could 1,650 additional deals impact your business?
33,000 LEADS WASTED
X
=
5% CONVERSION RATE
1,650 EVAPORATED DEALS
After 90 days of using Velocify, our clients cite concrete results like 20-80% improvements in contact speed, call activity,
and lead qualification rates.
# OF LEADS
GENERATED
OVER PERIOD
X
EXISTING
LEAD TO
OPPORTUNITY
RATE
X
20% LIFT USING
VELOCIFY
X
EXISTING
OPPORTUNITY
TO WIN RATE
X
AVG DEAL SIZE
Using the output from the above equation as the total additional revenue generated via your Velocify for Salesforce
investment, you can now determine estimated return on investment using the following equation:
GAIN FROM INVESTMENT [ ADDITIONAL REVENUE ] — COST OF VELOCIFY
COST OF VELOCIFY
Taking the Next Step
With Velocify for Salesforce, you have the ability to transform your sales organization into a high-velocity selling machine.
Your reps will be empowered to work smarter while you drive a disciplined selling process and have peace of mind
knowing that desired practices are being followed. You’ll generate more revenue, and improve return on your business’s
lead generating investments. Contact sales today to schedule a sales consultation or preview a demo of the product at
(855) 965-1867 or visit velocify.com/salesforce.
DRIVING HIGH-VELOCITY SELLING THROUGH SALES CLOUD
18