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Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross

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Predictable sales for small business and giant sales teams …

Predictable sales for small business and giant sales teams

Visit SalesHacker.com for more sales hacks, tips, and tactics.

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  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Shopping mall story
  • Shopping mall story
    If you were king
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Shopping mall story
  • What’s different for each: ICP, leadgen process, response process, funnels & metrics
  • Orange – whether you have marketing team or do it yourself
    Green – prosepcting
    Yellow - closing
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Shopping mall story
  • “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
  • SFDC sold the idea of “ondemand / cloud”
    Marketo sells the idea of leads coming to you + automation
  • 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 yourself
    Green – prosepcting
    Yellow - closing
  • 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

  • Salesforce.com / and all the other companies that we have seen succeed follow this model.

    Go through the 4 roles.

    To create control over your growth rate, to do it right on your target prospects, you need to have an outbound prospecting role. To make this successful you have to separate it from your closers. You have to specialize. You will not be successful otherwise. We’ve never seen a company succeed in creating an effective prospecting function without specialization.

    Stop and Talk..

    How is your sales structured?
    Do you have any prospectors today?
    Is this something you think is important?
    How is your sales team set up today?

    Reasons to Specialize:
    1. To be successful in prospecting today you have to have focused chunks of time. Blocks of 2 hours.
    2. AE’s can’t focus, and they don’t have the time to become experts at marketing.
    3. A lot more cost effective to have junior people doing it. Why would you have your highest cost people doing the lowest cost work.
    4. Side Benefit: Farm team system. Ongoing source of talent for your sales team.

    Having an expert at each stage, dedicated attention, rather than fragmented attention. All you have to manage the handover process. Customers get much better service this way. Feeling that they are taken care of.
  • “hey tell this to my boss”
  • Under intense scrutiny?

  • This illustrates the baton pass.

    Further illustrates the fact that AE’s are separate from prospectors.

    Prospector is doing the read, the closer is doing the blue and there is handoff.

    Very defined process to make it work seamlessly.
  • Transcript

    • 1. create predictable, scalable sales revenue aaron ross / @motoceo
    • 2. #1 award-winning Bestseller Called “The Sales Bible Of Silicon Valley”
    • 3. www.PredictableRevenue.com/triple
    • 4. the “hot coals”
    • 5. aaron ross $100m @ salesforce.com father of five+ 20-30 hour workweek
    • 6. • Repeatedly blown out their sales goals • Created predictable sales machines • Developed amazing sales talent With These Ideas, Companies -
    • 7. 1 fatal mistake: afraid to pick a niche (& get rich)
    • 8. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
    • 9. feel like you’re just banging around?
    • 10. _______ provides professional consulting services to develop and support online business solutions. From startup to Fortune 500 companies, _________ assists clients to maximize their return on investment in the Cloud by providing implementation, development, and value-added software solutions. speaking to everyone = no one can hear
    • 11. what are you the King/Queen of? who’s been your ideal customer? get SPECIFIC SMALL clues!
    • 12. fatal mistake: thinking sales team size drives growth 2
    • 13. • even with a perfect sales process or big sales team, if your leadgen is crummy, you’ll struggle • with great leads, you can get everything else wrong & still do well • there are 3 types of leads leadgen is your “big lever”
    • 14. 3 lead types: seeds, nets & spears
    • 15. seeds: turn your funnel into an hourglass
    • 16. example Customer Success dashboard
    • 17. nets: example marketing funnel
    • 18. spears: example outbound funnel
    • 19. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 3
    • 20. _______ provides professional consulting services to develop and support online business solutions. From startup to Fortune 500 companies, _________ assists clients to maximize their return on investment in the Cloud by providing implementation, development, and value-added software solutions. speaking to everyone = no one can hear
    • 21. what do customers want? people don’t care what you do they care about what you can do for them
    • 22. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
    • 23. sell ideas, not stuff 3. feature 2. benefit 1. idea
    • 24. PredictableRevenue.com/matrix
    • 25. fatal mistake: not specializing sales roles (enough) 4
    • 26. 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” & send to skeptics (like investors)
    • 27. specialization = focus
    • 28. specialization = predictability insights scalability talent / farm team system you will struggle without specialization
    • 29. fatal mistake: sales churn of 10%+5
    • 30. what’s it take to scale a team?
    • 31. how much is it the people vs. your systems?
    • 32. fatal mistake: dabbling in outbound4b
    • 33. fatal mistake: getting blinded by the resume5
    • 34. builders vs. growers
    • 35. grow your own talent • create a farm team system • lower risk, cost • faster ramp times • better sales, service, success
    • 36. 1. Focus on your sales system, not sales people 2. What can you win at easily? 3. Seeds, nets spears – focus on one at a time 4. If you have any customers worth >$10,000, build an outbound prospecting team 5. When people ask you what you do today, pretend they asked “how do you help customers?” 6. How can you further specialize (focus) you or your salespeople? So -
    • 37. success tastes sweet! want more?
    • 38. want more?
    • 39. on Amazon.com paperback kindle audiobook
    • 40. www.PredictableRevenue.com
    • 41. www.PredictableRevenue.com/triple
    • 42. QUESTIONS?
    • 43. www.PredictableRevenue.com aaron@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross contact
    • 44. END
    • 45. QUESTIONS?
    • 46. • tripled their growth rate • created predictable, scalable growth • developed amazing sales talent companies again and again have…
    • 47. when to hand off outbound leads