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

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

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  • He’ll take his older kids on speaking trips, including when his 10 year old daughter helped him keynote the Sales Hacker Conference
  • 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 yourself
    Green – prosepcting
    Yellow - closing
  • Build your personal brand on social media
    Build your network on social media – build authentic relationships
    Content is currency – use content to sell
    Listen, don’t talk – and use social media
    Measure results
  • WTF does that mean?
  • Risk – that sinking feeling that
  • Yes: Love v2
  • YES: Fame/Recognition/Status
  • YES: Access
  • YES: Knowledge
  • 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
  • “hey tell this to my boss”

  • This illustrates the baton pass.

    Further illustrates the fact that AE’s are separate from prospectors.

    Prospector is doing the read, the closer is doing the blue and there is handoff.

    Very defined process to make it work seamlessly.
  • Orange – whether you have marketing team or do it yourself
    Green – prosepcting
    Yellow - closing
  • 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

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