create predictable, scalable revenue
@motoceo
www.linkedin.com/in/aaronross
welcome to the webinar
• 3 fatal mistakes executives make
in creating predictable revenue
• why salespeople shouldn’t
pros...
award-winning
bestseller
“…a masterpiece...I'm
certain your methods will
dominate the way sales
organizations operate for
...
aaron ross
• $100m @ salesforce.com
• father of four
• 25 hr workweek
the “hot coals”
fatal mistake #1
treating all leads alike
3 lead types: seeds, nets & spears
fatal mistake #2
selling to the wrong prospects
fatal mistake #3
making salespeople prospect
why salespeople shouldn’t prospect
• they aren’t any good at it
• they don’t like it
• it’s not repeatable
google “Why Sal...
when to hand off outbound leads
an expert outbound team can…
• drive predictable results
• generate as much pipeline as you need
• triple your growth rate...
these ideas work
examples:
• “+$4m in new pipeline this quarter”
• “$1 million to $20 million in three years”
• “0% to 30%...
q&a / learn more
• the kindle version is $1
• tons of detailed information in the “Triple Your
Pipeline Guide” at:
www.Pre...
contact
aaron@predictablerevenue.com
www.PredictableRevenue.com/contact
END
extra
Fatal Mistake
creating a leading, next generation
scalable, social platform crowdfunded
glazed-eye jargonation
what do they want?
people don’t care what you do
they care about what
you can do for them
sell ideas, not stuff
3. feature
2. benefit
1. idea
Sell Ideas, Not Stuff
• Instead of “what do you do”, pretend they
asked “how do you help customers?”
• What is the result ...
fatal mistake
Mis-Hiring
3. Hire the Right People For Each Role
Builders vs. Growers
Your Best Future Hires
• Grow your best future hires
• Lower risk, cost
• Faster ramp time
• Better client experience
Predictable Revenue: Create Predictable & Scalable Revenue - Aaron Ross
Predictable Revenue: Create Predictable & Scalable Revenue - Aaron Ross
Predictable Revenue: Create Predictable & Scalable Revenue - Aaron Ross
Predictable Revenue: Create Predictable & Scalable Revenue - Aaron Ross
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Predictable Revenue: Create Predictable & Scalable Revenue - Aaron Ross

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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2

Aaron Ross - Author of best-selling book "Predictable Revenue"; grow 300% http://www.PredictableRevenue.com.

LinkedIn - http://www.linkedin.com/in/aaronross
Book - http://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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  • “hey tell this to my boss”
  • Need to chunk your time – at least 2 hours for prospecting
  • Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
  • “I’m a sales coach”We help companies triple
  • SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
  • Predictable Revenue: Create Predictable & Scalable Revenue - Aaron Ross

    1. 1. create predictable, scalable revenue @motoceo www.linkedin.com/in/aaronross
    2. 2. welcome to the webinar • 3 fatal mistakes executives make in creating predictable revenue • why salespeople shouldn’t prospect • what it takes to create sales growth that scales
    3. 3. award-winning bestseller “…a masterpiece...I'm certain your methods will dominate the way sales organizations operate for the next 10 years." thomas kattnigg, svp sales, pipeliner
    4. 4. aaron ross • $100m @ salesforce.com • father of four • 25 hr workweek
    5. 5. the “hot coals”
    6. 6. fatal mistake #1 treating all leads alike
    7. 7. 3 lead types: seeds, nets & spears
    8. 8. fatal mistake #2 selling to the wrong prospects
    9. 9. fatal mistake #3 making salespeople prospect
    10. 10. why salespeople shouldn’t prospect • they aren’t any good at it • they don’t like it • it’s not repeatable google “Why Salespeople Shouldn’t Prospect” and send it to your manager
    11. 11. when to hand off outbound leads
    12. 12. an expert outbound team can… • drive predictable results • generate as much pipeline as you need • triple your growth rate • give you a tool to get into new markets • be your best source of future sales talent • give you more peace of mind
    13. 13. these ideas work examples: • “+$4m in new pipeline this quarter” • “$1 million to $20 million in three years” • “0% to 30% growth” (adding $10m) “it is great to read to read the theory, but when you see the actual results coming through, it's incredible.” - paul, CRO ceros
    14. 14. q&a / learn more • the kindle version is $1 • tons of detailed information in the “Triple Your Pipeline Guide” at: www.PredictableRevenue.com/triple
    15. 15. contact aaron@predictablerevenue.com www.PredictableRevenue.com/contact
    16. 16. END
    17. 17. extra
    18. 18. Fatal Mistake creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation
    19. 19. what do they want? people don’t care what you do they care about what you can do for them
    20. 20. sell ideas, not stuff 3. feature 2. benefit 1. idea
    21. 21. Sell Ideas, Not Stuff • Instead of “what do you do”, pretend they asked “how do you help customers?” • What is the result you create? • Two great questions: – “So what?” – “What’s so great about that?” (WISGAT)
    22. 22. fatal mistake Mis-Hiring
    23. 23. 3. Hire the Right People For Each Role Builders vs. Growers
    24. 24. Your Best Future Hires • Grow your best future hires • Lower risk, cost • Faster ramp time • Better client experience
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