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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 …

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

Transcript

  • 1. create predictable, scalable revenue @motoceo www.linkedin.com/in/aaronross
  • 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. 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. aaron ross • $100m @ salesforce.com • father of four • 25 hr workweek
  • 5. the “hot coals”
  • 6. fatal mistake #1 treating all leads alike
  • 7. 3 lead types: seeds, nets & spears
  • 8. fatal mistake #2 selling to the wrong prospects
  • 9. fatal mistake #3 making salespeople prospect
  • 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. when to hand off outbound leads
  • 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. 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. 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. contact aaron@predictablerevenue.com www.PredictableRevenue.com/contact
  • 16. END
  • 17. extra
  • 18. Fatal Mistake creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation
  • 19. what do they want? people don’t care what you do they care about what you can do for them
  • 20. sell ideas, not stuff 3. feature 2. benefit 1. idea
  • 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. fatal mistake Mis-Hiring
  • 23. 3. Hire the Right People For Each Role Builders vs. Growers
  • 24. Your Best Future Hires • Grow your best future hires • Lower risk, cost • Faster ramp time • Better client experience