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

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

    1. 1. create predictable, scalable sales revenue aaron ross @motoceo
    2. 2. #1 award-winning bestseller
    3. 3. the “hot coals”
    4. 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. 5. aaron ross $100m @ salesforce.com father of four 7+!? 25 hour workweek
    6. 6. 1 fatal mistake: afraid to pick a niche (& get rich)
    7. 7. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
    8. 8. feel like you’re just banging around?
    9. 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. 10. what are you the King/Queen of? who’s been your ideal customer? get SPECIFIC SMALL clues!
    11. 11. 2 fatal mistake: treating all leads alike
    12. 12. 3 lead types: seeds, nets & spears
    13. 13. 3 fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation
    14. 14. what do customers want? people don’t care what you do they care about what you can do for them
    15. 15. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
    16. 16. sell ideas, not stuff 3. feature 2. benefit 1. idea
    17. 17. PredictableRevenue.com/matrix
    18. 18. 4 fatal mistake: making salespeople prospect
    19. 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. 20. when to hand off outbound leads
    21. 21. 5 fatal mistake: getting blinded by the resume
    22. 22. builders vs. growers
    23. 23. farm your own best sales hires • • • • grow your best future hires lower risk, cost faster ramp time better client experience
    24. 24. so…what’s so great about these Predictable Revenue ideas?
    25. 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. 26. success tastes sweet! want more?
    27. 27. on Amazon.com paperback kindle audiobook
    28. 28. www.PredictableRevenue.com
    29. 29. QUESTIONS?
    30. 30. questions, speaking, consulting, partnering, epic jokes… alicia@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross
    31. 31. QUESTIONS?

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