create predictable, scalable
sales revenue
aaron ross / @motoceo
#1 award-winning
Bestseller
Called
“The Sales Bible Of
Silicon Valley”
the “hot coals”
www.PredictableRevenue.com/triple
aaron ross
$100m @ salesforce.com
father of five+
20-30 hour workweek
1
fatal mistake:
afraid to pick a niche
(& get rich)
afraid to focus
on a niche?
• “boring”
• “too small”
• “not sexy”
• “limiting”
feel like you’re just
banging around?
_______ provides professional consulting services to
develop and support online business solutions. From
startup to Fortun...
what are you the
King/Queen of?
who’s been your
ideal customer?
get SPECIFIC
SMALL clues!
fatal mistake:
thinking sales team size
drives growth
2
• even with a perfect sales process or big sales
team, if your leadgen is crummy, you’ll struggle
• with great leads, you ...
3 lead types: seeds, nets & spears
seeds: turn your funnel into an hourglass
example Customer Success dashboard
nets: example marketing funnel
spears: example outbound funnel
fatal mistake:
creating a leading, next
generation scalable, social
platform crowdfunded glazed-eye
jargonation
3
what do customers want?
people don’t care what you do
they care about what
you can do for them
improve your messaging TODAY
• “how do you help customers?”
• “so what?”
• “what’s so great about that?” (WSGAT)
sell ideas, not stuff
3. feature
2. benefit
1. idea
PredictableRevenue.com/matrix
fatal mistake:
not specializing sales roles
(enough)
4
why salespeople shouldn’t prospect
• they aren’t any good at it
• they don’t like it
• it’s not repeatable
google “Why Sal...
specialization = focus
specialization = predictability
insights
scalability
talent / farm team system
you will struggle without specialization
fatal mistake:
sales churn of 10%+5
what’s it take to scale a team?
how much is it the people vs. your systems?
grow your own talent
• create a farm team system
• lower risk, cost
• faster ramp times
• better sales, service, success
success tastes
sweet!
want more?
on Amazon.com
paperback
kindle
audiobook
www.PredictableRevenue.com
www.PredictableRevenue.com/triple
QUESTIONS?
www.PredictableRevenue.com
aaron@PredictableRevenue.com
@motoceo
www.LinkedIn.com/in/aaronross
contact
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
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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 yourselfGreen – prosepctingYellow - closing
  • 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?
  • How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross

    1. 1. create predictable, scalable sales revenue aaron ross / @motoceo
    2. 2. #1 award-winning Bestseller Called “The Sales Bible Of Silicon Valley”
    3. 3. the “hot coals”
    4. 4. www.PredictableRevenue.com/triple
    5. 5. aaron ross $100m @ salesforce.com father of five+ 20-30 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. _______ 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
    10. 10. what are you the King/Queen of? who’s been your ideal customer? get SPECIFIC SMALL clues!
    11. 11. fatal mistake: thinking sales team size drives growth 2
    12. 12. • 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”
    13. 13. 3 lead types: seeds, nets & spears
    14. 14. seeds: turn your funnel into an hourglass
    15. 15. example Customer Success dashboard
    16. 16. nets: example marketing funnel
    17. 17. spears: example outbound funnel
    18. 18. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 3
    19. 19. what do customers want? people don’t care what you do they care about what you can do for them
    20. 20. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
    21. 21. sell ideas, not stuff 3. feature 2. benefit 1. idea
    22. 22. PredictableRevenue.com/matrix
    23. 23. fatal mistake: not specializing sales roles (enough) 4
    24. 24. 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)
    25. 25. specialization = focus
    26. 26. specialization = predictability insights scalability talent / farm team system you will struggle without specialization
    27. 27. fatal mistake: sales churn of 10%+5
    28. 28. what’s it take to scale a team?
    29. 29. how much is it the people vs. your systems?
    30. 30. grow your own talent • create a farm team system • lower risk, cost • faster ramp times • better sales, service, success
    31. 31. success tastes sweet! want more?
    32. 32. on Amazon.com paperback kindle audiobook
    33. 33. www.PredictableRevenue.com
    34. 34. www.PredictableRevenue.com/triple
    35. 35. QUESTIONS?
    36. 36. www.PredictableRevenue.com aaron@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross contact

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