AND SPEARSLead PHILOSOPHY BY AARON ROSS
Who is aaron ross?
Author of best-selling sales
book, PRedictable revenue,
Aaron ross is a leading mind in
At salesforce.com, Aaron made a
name for himself creating a
scalable business model that
helped the business bloom into
one of the top software
companies in the world.
the key to creating sales growth
isn’t hiring perfect sales reps or
It’s creating a predictable,
scalable pipeline for your reps.
An outbound prospecting team
can help achieve this goal. WIth
quality prospecting, your reps
will have a much higher chance
of closing deals.
WHAT DOES IT TAKE?
For great prospecting, lead
classification is a keystone:
Aaron ross Uses three different
categories, based on how they’ve
been a contacted.
These categories are: Seeds, Nets,
Word of mouth
Seeds are LEads that have been
created through word of mouth,
primarily from prior
relationships or as referrals.
SEEDS ARE THE BEST LEADS YOU CAN
Highly profitable, deals close
quickly. Impacted by great
You can’T Grow them, you just
have to be patient. Often
associated with relationships of
the founders which is
Nets are leads you’ve gotten
through your Inbound marketing
effort: SEO, SEM, SOCIAL,
Webinars, VIDEO, blogs, etc.
You’re casting a wide net with
all your content, so this is
quantity over quality.
marketing programs can be
scalable and can pick up virally.
Leads that come to you are
already showing interest.
Many leads aren’t qualified, so
conversion rates can be low.
Spears Are Leads that your sales
reps and BDR’s have reached out
to directly, commonly from lists
gen and basic prospecting.
Specific and targeted, spears
focus on quality over quantity.
Predictable results, often
pinpointing specific executives.
You get to pick who you call.
Not profitable for small deals or
customers Hard to scale
exponentially and can affect
headcount and culture heavily.
The three types are complementary.
While seeds are great leads, they don’t generate enough revenue
scale strongly. Nets are great leads but often take a long
gestation period to mature. spears provide a great balance of
quantity and quality and are often recommended to balance the
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what makes this a great analogy?
Seeds, nets, are all necessary for a well rounded sales process.
Realizing and quantifying each lead before handing them off to
the sales team will make their selling more effective.
Regardless of company size, this process can help streamline
your sales engine.
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