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Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue

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Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue

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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
  • 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 yourselfGreen – prosepctingYellow - 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 yourselfGreen – prosepctingYellow - closing

Transcript

  • 1. create predictable, scalable sales revenue aaron ross / @motoceo
  • 2. #1 award-winning Bestseller Called “The Sales Bible Of Silicon Valley”
  • 3. the “hot coals”
  • 4. www.PredictableRevenue.com/triple
  • 5. aaron ross $100m @ salesforce.com father of five+ 20-30 hour workweek
  • 6. fatal mistake: sales churn of 10%+ (blaming people, not systems) 1
  • 7. what’s it take to scale a team?
  • 8. how much is it the people vs. your systems?
  • 9. 2 fatal mistake: afraid to pick a niche (& get rich)
  • 10. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
  • 11. feel like you’re just banging around?
  • 12. _______ 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
  • 13. what are you the King/Queen of? who’s been your ideal customer? where can you win easily? get SPECIFIC SMALL clues!
  • 14. fatal mistake: thinking sales team size drives growth 3
  • 15. • 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”
  • 16. 3 lead types: seeds, nets & spears
  • 17. seeds: turn your funnel into an hourglass
  • 18. three saas success metrics 15% 0% $2M
  • 19. example Customer Success dashboard
  • 20. nets: example marketing funnel
  • 21. inbound marketing tips • Remember it ain’t free • Become an expert at one primary method – Ex: InsideSales.com @ webinars • Partner marketing is effective & simple – Make a list: who do you know or admire? • Realistic expectations on lead size, quality • Don’t pass leads straight to salespeople
  • 22. spears: example outbound funnel
  • 23. www.PredictableRevenue.com/acquia
  • 24. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 4
  • 25. _______ 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
  • 26. what do customers want? people don’t care what you do they care about what you can do for them
  • 27. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
  • 28. sell ideas, not stuff 3. feature 2. benefit 1. idea
  • 29. PredictableRevenue.com/matrix
  • 30. fatal mistake: not specializing sales roles (enough) 5
  • 31. 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)
  • 32. specialization = focus
  • 33. specialization = predictability insights scalability talent / farm team system you will struggle without specialization
  • 34. So – is the problem your people, or your systems?
  • 35. 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 -
  • 36. want more?
  • 37. on Amazon.com paperback kindle audiobook
  • 38. www.PredictableRevenue.com/triple
  • 39. QUESTIONS?
  • 40. www.PredictableRevenue.com aaron@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross contact