Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Upcoming SlideShare
Loading in...5
×
 

Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar

on

  • 1,546 views

Create Predictable, Scalable Sales Revenue- How Salesforce.com Sourced $100 Million in Recurring Revenue ...

Create Predictable, Scalable Sales Revenue- How Salesforce.com Sourced $100 Million in Recurring Revenue

Aaron Ross- Author of #1 Amazon Bestseller "Predictable Revenue"
http://predictablerevenue.com/
LinkedIn: http://www.linkedin.com/in/aaronross
Twitter: https://twitter.com/motoceo

Ken Krogue - President & Founder at InsideSales.com
http://www.insidesales.com
LinkedIn:http://www.linkedin.com/in/kenkrogue
Twitter: https://twitter.com/kenkrogue

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

Statistics

Views

Total Views
1,546
Slideshare-icon Views on SlideShare
1,481
Embed Views
65

Actions

Likes
1
Downloads
146
Comments
0

4 Embeds 65

http://eturnkeysb4543828a7237f.users.site2you.com 47
https://twitter.com 15
http://www.eturnkeysb4543828a7237f.users.site2you.com 2
https://web.tweetdeck.com 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • “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
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Under intense scrutiny?
  • “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

Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar Presentation Transcript

  • create predictable, scalable sales revenue aaron ross @motoceo
  • 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
  • award-winning bestseller
  • aaron ross $100m @ Salesforce.com father of four six 25 hour workweek
  • the “hot coals”
  • fatal mistake: treating all leads alike1
  • 3 lead types: seeds, nets & spears
  • fatal mistake: marketing to the wrong prospects 2
  • fatal mistake: making salespeople prospect3
  • 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
  • when to hand off outbound leads
  • fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 4
  • what do customers 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
  • simple questions • “how do you help customers?” • “so what?” • “what‟s so great about that?” (WSGAT)
  • so…what’s so great about these Predictable Revenue ideas?
  • • triple your growth rate by enabling you to control your pipeline • create predictable & scalable sales • develop your best sales talent specialized sales roles + dedicated prospectors can…
  • examples a) +$10m in new pipeline last quarter b) $1m to $20m in three years c) 0% to 30% growth (adding $10m)
  • learn more • Predictable Revenue is on Amazon (paperback, Kindle, audiobook) • detailed information on our website & in the “Triple Your Pipeline Guide”
  • www.PredictableRevenue.com
  • QUESTIONS?
  • @motoceo www.LinkedIn.com/in/aaronross aaron@PredictableRevenue.com Contact Me
  • Ken Krogue, President and Founder InsideSales.com
  • www.InsideSales.com/Insider www.KenKrogue.com Top ranked blog globally on „Inside Sales‟ Ken Krogue President and Founder
  • #salesstrategy
  • NEW…
  • #salesstrategy
  • #salesstrategy
  • #salesstrategy Chet Holmes, The Ultimate Sales Machine
  • #salesstrategy
  • DAILY RATIO VOLUME Dials 200 Contacts 14% 28 Leads 20% 5.6 Closes 10% .56 Voicemail Receptionist Fax # 86%
  • DAILY RATIO VOLUME Dials 200 Contacts 14% 28 Leads 20% 5.6 Closes 10% .56 VM 60% 120 Email/Fax 65% 130 +6 = 34 +.12 + .13 = .81 1% 1% of 130 = 1.3 (leads) +.12 + .13 = 8.1
  • #salesstrategy
  • call e-mail call call e-mail v-mail call call fax call mail call
  • #salesstrategy
  • #salesstrategy
  • #salesstrategy
  • #salesstrategy Kraig Kleeman Author: The Must React System
  • #salesstrategy Amy Rees Anderson CEO
  • #salesstrategy Steve Richard Co-Founder - Vorsight
  • #salesstrategy
  • #salesstrategy
  • #salesstrategy Companie s Response Time Percent Responded Response Attempts 39:22 Event
  • #salesstrategy Mark Roberge SVP Sales and Services
  • #salesstrategy Greg Heaps COO
  • #salesstrategy
  • #salesstrategy
  • #salesstrategy
  • #salesstrategy
  • #salessummit
  • #salesstrategy
  • #salesstrategy #24 - 360 o Swarming Offense Targetting
  • #salesstrategy Profits, ROI, Trends, Dashboards Prestige, Trends, Operations, Quota Brand, Immediacy Easy, Simple, Reports Avoid hassles, Response Integration Proven, #1 ROI, Value Training, Certificatio n Forecast, Trends, Dashboards Results Visibility No Headaches or Hassles Simple, Fun, Helps me Clear easy reports Clear tactical strategy
  • #salesstrategy
  • • 8 Dials • 6 Web visits • 3 Voicemails • 3 Emails • 3 Social Media • 1 Text Reminder • 24 Total
  • #salesstrategy Could you please point me to the person in charge of … Aaron Ross Author: Predictable Revenue
  • @kenkrogue kenkrogue.com @motoceo www.predictablerevenue.com