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 pros...
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 Sal...
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 be...
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 th...
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 ...
#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...
#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
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
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Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar

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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

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  • 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

    1. 1. create predictable, scalable sales revenue aaron ross @motoceo
    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
    4. 4. aaron ross $100m @ Salesforce.com father of four six 25 hour workweek
    5. 5. the “hot coals”
    6. 6. fatal mistake: treating all leads alike1
    7. 7. 3 lead types: seeds, nets & spears
    8. 8. fatal mistake: marketing to the wrong prospects 2
    9. 9. fatal mistake: making salespeople prospect3
    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. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 4
    13. 13. what do customers want? people don‟t care what you do they care about what you can do for them
    14. 14. sell ideas, not stuff 3. feature 2. benefit 1. idea
    15. 15. simple questions • “how do you help customers?” • “so what?” • “what‟s so great about that?” (WSGAT)
    16. 16. so…what’s so great about these Predictable Revenue ideas?
    17. 17. • 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…
    18. 18. examples a) +$10m in new pipeline last quarter b) $1m to $20m in three years c) 0% to 30% growth (adding $10m)
    19. 19. learn more • Predictable Revenue is on Amazon (paperback, Kindle, audiobook) • detailed information on our website & in the “Triple Your Pipeline Guide”
    20. 20. www.PredictableRevenue.com
    21. 21. QUESTIONS?
    22. 22. @motoceo www.LinkedIn.com/in/aaronross aaron@PredictableRevenue.com Contact Me
    23. 23. Ken Krogue, President and Founder InsideSales.com
    24. 24. www.InsideSales.com/Insider www.KenKrogue.com Top ranked blog globally on „Inside Sales‟ Ken Krogue President and Founder
    25. 25. #salesstrategy
    26. 26. NEW…
    27. 27. #salesstrategy
    28. 28. #salesstrategy
    29. 29. #salesstrategy Chet Holmes, The Ultimate Sales Machine
    30. 30. #salesstrategy
    31. 31. DAILY RATIO VOLUME Dials 200 Contacts 14% 28 Leads 20% 5.6 Closes 10% .56 Voicemail Receptionist Fax # 86%
    32. 32. 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
    33. 33. #salesstrategy
    34. 34. call e-mail call call e-mail v-mail call call fax call mail call
    35. 35. #salesstrategy
    36. 36. #salesstrategy
    37. 37. #salesstrategy
    38. 38. #salesstrategy Kraig Kleeman Author: The Must React System
    39. 39. #salesstrategy Amy Rees Anderson CEO
    40. 40. #salesstrategy Steve Richard Co-Founder - Vorsight
    41. 41. #salesstrategy
    42. 42. #salesstrategy
    43. 43. #salesstrategy Companie s Response Time Percent Responded Response Attempts 39:22 Event
    44. 44. #salesstrategy Mark Roberge SVP Sales and Services
    45. 45. #salesstrategy Greg Heaps COO
    46. 46. #salesstrategy
    47. 47. #salesstrategy
    48. 48. #salesstrategy
    49. 49. #salesstrategy
    50. 50. #salessummit
    51. 51. #salesstrategy
    52. 52. #salesstrategy #24 - 360 o Swarming Offense Targetting
    53. 53. #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
    54. 54. #salesstrategy
    55. 55. • 8 Dials • 6 Web visits • 3 Voicemails • 3 Emails • 3 Social Media • 1 Text Reminder • 24 Total
    56. 56. #salesstrategy Could you please point me to the person in charge of … Aaron Ross Author: Predictable Revenue
    57. 57. @kenkrogue kenkrogue.com @motoceo www.predictablerevenue.com
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