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#INBOUND13
Create Predictable, Scalable Sales
Revenue
AARON ROSS
Author “Predictable Revenue”
@motoceo
www.linkedin.com/in/aaronross
Slides: PredictableRevenue.com/inbound
• 3 Fatal Mistakes
• Why Salespeople Shouldn’t Prospect
• What It Takes To Create Sales
Growth That Scales
Welcome
#1 Bestseller
Aaron Ross
• $100m @ SFDC
• Father of four+
• 25 hr workweek
Crossing The Hot Coals
Fatal Mistake:
Treating All Leads Alike1
3 Lead Types: Seeds, Nets and Spears
Fatal Mistake:
Selling To The Wrong Prospects2
Fatal Mistake:
Making Salespeople Prospect3
• They aren’t any good at
it
• They don’t like it
• It’s not repeatable
Why Salespeople Shouldn’t Prospect
Google “Why Salespeople Shouldn’t
Prospect” and send it to your manager
When To Hand Off Outbound Leads
Fatal Mistake:
Mis-Hiring4
Builders Vs. Growers
• Grow your best future hires
• Lower risk, cost
• Faster ramp time
• Better client experience
Build A Farm Team System
• Enhance your inbound marketing
• Drive predictable results
• Triple your growth rate
• Be a great source of future all-around talent
Specialized Sales Roles + An Expert
Outbound Team Can…
Examples
1. +$10m in new pipeline last quarter
2. $1m to $20m in three years
3. 0% to 30% growth (adding $10m)
Want A Closer Look & Details?
#INBOUND2013
www.PredictableRevenue.c
om
QUESTIONS
?
@motoceo
www.LinkedIn.com/in/aaronross
aaron@PredictableRevenue.com
Contact Me

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Editor's Notes

  1. So you don’t have to worry about missing slide text or getting it all down
  2. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  3. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  4. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  5. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  6. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  7. Under intense scrutiny?