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Aaron Ross (Author, Predictable Revenue) - Building Predictable Revenue With Outbound Sales

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

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
  • What’s different for each: ICP,leadgen process, response process, funnels & metrics
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • “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 yourselfGreen – prosepctingYellow - closing
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Under intense scrutiny?

Transcript

  • 1. create predictable, scalable sales revenue aaron ross @motoceo
  • 2. #1 award-winning bestseller
  • 3. the “hot coals”
  • 4. companies again and again have… • tripled their growth rate with repeatable leadgen • stopped “hoping”; starting knowing • created predictable, scalable growth • developed amazing sales talent
  • 5. aaron ross $100m @ salesforce.com father of four 7+!? 25 hour workweek
  • 6. 1 fatal mistake: afraid to pick a niche (& get rich)
  • 7. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
  • 8. feel like you’re just banging around?
  • 9. speaking to everyone = no one can hear _______ 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.
  • 10. what are you the King/Queen of? who’s been your ideal customer? get SPECIFIC SMALL clues!
  • 11. 2 fatal mistake: treating all leads alike
  • 12. 3 lead types: seeds, nets & spears
  • 13. 3 fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation
  • 14. what do customers want? people don’t care what you do they care about what you can do for them
  • 15. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
  • 16. sell ideas, not stuff 3. feature 2. benefit 1. idea
  • 17. PredictableRevenue.com/matrix
  • 18. 4 fatal mistake: making salespeople prospect
  • 19. 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)
  • 20. when to hand off outbound leads
  • 21. 5 fatal mistake: getting blinded by the resume
  • 22. builders vs. growers
  • 23. farm your own best sales hires • • • • grow your best future hires lower risk, cost faster ramp time better client experience
  • 24. so…what’s so great about these Predictable Revenue ideas?
  • 25. this stuff works • $1m to $20m in 3 years; IPO track (Private) • Flat to 30% growth, then IPO (Private) • +$10m in new pipeline / quarter (Acquia) • Inc. 500 list 5+ years (Wpromote)
  • 26. success tastes sweet! want more?
  • 27. on Amazon.com paperback kindle audiobook
  • 28. www.PredictableRevenue.com
  • 29. QUESTIONS?
  • 30. questions, speaking, consulting, partnering, epic jokes… alicia@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross
  • 31. QUESTIONS?