Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Create Predictable, Scalable
Sales Revenue
Aaron Ross
@motoceo
Author of Predictable Revenue
Jim Williams
@influitive
VP o...
Award-Winning
#1 Bestseller
Called
“The Sales Bible Of
Silicon Valley”
Aaron Ross
$100M @ Salesforce.com
Father of 7
25 hour workweek
www.PredictableRevenue.com/Triple
• Repeatedly blown out their sales goals
• Created predictable sales machines
• Developed amazing sales talent
With These ...
Fatal Mistake:
Growing revenue by hiring
salespeople
1
• Even with a perfect sales process or big sales
team, if your lead gen 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
#predictablerevenue | @influitive | #advocatemktg
60% of tech B2B
customers search for peer
testimonials on products
84% of B2B decision makers
start their buying process w...
Sales cycle image
75% of the buying
process is complete
before a B2B prospect
contacts a company
#predictablerevenue | @influitive | #advocatemktg
#predictablerevenue | @influitive | #advocatemktg
Huh?
Leverage Your Advocates
#predictablerevenue | @influitive | #advocatemktg
#predictablerevenue | @influitive | #advocatemktg
Love
#predictablerevenue | @influitive | #advocatemktg
Status
#predictablerevenue | @influitive | #advocatemktg
Access
#predictablerevenue | @influitive | #advocatemktg
Knowledge
#predictablerevenue | @influitive | #advocatemktg
Community
#predictablerevenue | @influitive | #advocatemktg
209 referral leads in six
months.
164 product reviews
260 sales references
Twitter engagement
+106%.
Content shares +45%.
...
#predictablerevenue | @influitive | #advocatemktg
Here’s how:
#predictablerevenue | @influitive | #advocatemktg
Fatal Mistake:
Multi-tasking salespeople2
Why Salespeople Should Not Prospect
• They aren’t any good at it
• They don’t like it
• It’s not repeatable
Google “Why Sa...
Specialization = Focus
Specialization = Predictability
 Insights
 Scalability
 Talent / Farm Team System
You will struggle without specializat...
Specialize & Farm More Talent
• Create a farm team system
• Lower risk, cost
• Faster ramp times
• Better sales, service, ...
When to Hand Off Outbound Leads
Success tastes
sweet!
Want more?
www.PredictableRevenue.com/Triple
www.PredictableRevenue.com
aaron@PredictableRevenue.com
@motoceo
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
Upcoming SlideShare
Loading in …5
×

Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive

2,854 views

Published on

Webinar: Create Predictable, Scalable Sales Revenue
Aaron Ross, Author of Predictable Revenue
Jim Williams, VP Marketing, Influitive

Published in: Marketing
  • Be the first to comment

Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive

  1. 1. Create Predictable, Scalable Sales Revenue Aaron Ross @motoceo Author of Predictable Revenue Jim Williams @influitive VP of Marketing at Influitive, the advocate marketing experts
  2. 2. Award-Winning #1 Bestseller Called “The Sales Bible Of Silicon Valley”
  3. 3. Aaron Ross $100M @ Salesforce.com Father of 7 25 hour workweek
  4. 4. www.PredictableRevenue.com/Triple
  5. 5. • Repeatedly blown out their sales goals • Created predictable sales machines • Developed amazing sales talent With These Ideas, Companies -
  6. 6. Fatal Mistake: Growing revenue by hiring salespeople 1
  7. 7. • Even with a perfect sales process or big sales team, if your lead gen is crummy, you’ll struggle • With great leads, you can get everything else wrong & still do well • There are 3 types of leads Lead Gen is Your “Big Lever”
  8. 8. 3 Lead Types: Seeds, Nets & Spears
  9. 9. Seeds: Turn Your Funnel into an Hourglass
  10. 10. Example Customer Success Dashboard
  11. 11. Nets: Example Marketing Funnel
  12. 12. Spears: Example Outbound Funnel
  13. 13. #predictablerevenue | @influitive | #advocatemktg
  14. 14. 60% of tech B2B customers search for peer testimonials on products 84% of B2B decision makers start their buying process with a referral from a trusted peer. #predictablerevenue | @influitive | #advocatemktg
  15. 15. Sales cycle image 75% of the buying process is complete before a B2B prospect contacts a company
  16. 16. #predictablerevenue | @influitive | #advocatemktg
  17. 17. #predictablerevenue | @influitive | #advocatemktg
  18. 18. Huh?
  19. 19. Leverage Your Advocates #predictablerevenue | @influitive | #advocatemktg
  20. 20. #predictablerevenue | @influitive | #advocatemktg
  21. 21. Love #predictablerevenue | @influitive | #advocatemktg
  22. 22. Status #predictablerevenue | @influitive | #advocatemktg
  23. 23. Access #predictablerevenue | @influitive | #advocatemktg
  24. 24. Knowledge #predictablerevenue | @influitive | #advocatemktg
  25. 25. Community #predictablerevenue | @influitive | #advocatemktg
  26. 26. 209 referral leads in six months. 164 product reviews 260 sales references Twitter engagement +106%. Content shares +45%. Success stories +500%. #predictablerevenue | @influitive | #advocatemktg
  27. 27. #predictablerevenue | @influitive | #advocatemktg
  28. 28. Here’s how: #predictablerevenue | @influitive | #advocatemktg
  29. 29. Fatal Mistake: Multi-tasking salespeople2
  30. 30. Why Salespeople Should Not Prospect • They aren’t any good at it • They don’t like it • It’s not repeatable Google “Why Salespeople Shouldn’t Prospect” and send search results to any skeptics (e.g. investors).
  31. 31. Specialization = Focus
  32. 32. Specialization = Predictability  Insights  Scalability  Talent / Farm Team System You will struggle without specialization.
  33. 33. Specialize & Farm More Talent • Create a farm team system • Lower risk, cost • Faster ramp times • Better sales, service, success
  34. 34. When to Hand Off Outbound Leads
  35. 35. Success tastes sweet! Want more?
  36. 36. www.PredictableRevenue.com/Triple
  37. 37. www.PredictableRevenue.com aaron@PredictableRevenue.com @motoceo

×