CEOFlow March 13 Sketches


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  • CEOFlow March 13 Sketches

    1. 1. PebbleStorm: CEOFlow
    2. 4. Aaron Ross <ul><li>Past </li></ul><ul><li>CEO of LeaseExchange: $0 </li></ul><ul><li>Director at $100 Million </li></ul><ul><li>‘ Entrepreneur-in-Residence’ at Alloy Ventures ($1B tech/life sciences fund in Palo Alto) </li></ul><ul><li>Consulted for dozens of CEOs/exec teams </li></ul>
    3. 5. Aaron Ross <ul><li>Main focus: </li></ul><ul><li>PebbleStorm: “Make money through enjoyment” </li></ul><ul><li>CEOFlow </li></ul><ul><li>And… </li></ul><ul><li> “Create predictable revenue” </li></ul><ul><li>DataSalad: “Fresh B2B marketing data” </li></ul><ul><li> “Get more companies funded in LA” (nonprofit) </li></ul><ul><li>On 8 or 9 advisory boards in Silicon Valley, investor in a half dozen companies </li></ul>
    4. 6. CEOFlow: Help CEOs Cross The Hot Coals
    5. 7. Business Is Shifting To Attraction
    6. 8.
    7. 9. <ul><li>Insight </li></ul><ul><ul><li>Blogs, CEO interviews (coming), book (future) </li></ul></ul><ul><li>Expert advisory help </li></ul><ul><ul><li>Monthly “Sales Board Meetings” </li></ul></ul><ul><ul><li>Consulting on creating predictable revenue, sales productivity, Cold Calling 2.0 </li></ul></ul><ul><ul><li> </li></ul></ul><ul><li>A CEO peer community </li></ul><ul><ul><li>Referral-only groups in SF and LA that meet monthly </li></ul></ul>Three Ways CEOFlow Helps CEOs
    8. 10. 1. Revenue Lead generation Sales Customer Success
    9. 11. Example:
    10. 12. Distinguishing types of leads
    11. 13. Example Spear: ColdCalling 2.0 Incremental
    12. 14. Cultivating Seeds <ul><li>How can you spark and encourage word of mouth? </li></ul><ul><li>Thought leadership </li></ul><ul><li>It’s your responsibility to help customers succeed </li></ul><ul><ul><li>“ Frictionless/Instant Karma” </li></ul></ul><ul><li>Authentic self-expression through blogs, video, events, word of mouth… </li></ul><ul><ul><li>Ex: Rubicon Project, Zappos ($1B revenue) </li></ul></ul><ul><li>Community </li></ul><ul><ul><li>Events that mix clients and prospects (online or offline), like webinars, online communities, cocktail parties, dinners </li></ul></ul><ul><ul><li>Local user groups </li></ul></ul><ul><ul><li>Annual conference / host an event at someone else’ conference </li></ul></ul>
    13. 15. What Is Your Unique Genius? How are you uniquely different, in what, how, or why you do what you do, in ways with which customers connect?
    14. 16. Prospects Don’t Care About… <ul><li>..what you do </li></ul><ul><ul><li>“ I do sales advisory & consulting” </li></ul></ul><ul><li>They care what you do for them </li></ul><ul><ul><li>“ I help companies create predictable revenue” </li></ul></ul><ul><li>How can you describe yourself in a way that’s meaningful to what they care about? </li></ul>
    15. 17. Layers of the Onion
    16. 18. “ Squirrel Feeding”
    17. 19. Magnets <ul><li>Magnet: something that sustainably / persistently attracts new prospects or talent </li></ul><ul><li>Such as: </li></ul><ul><ul><li>Happy customers </li></ul></ul><ul><ul><li>Any content online (blogs, videos…) </li></ul></ul><ul><ul><li>Partners, Employees, Advisors </li></ul></ul><ul><ul><li>Events (online or offline) </li></ul></ul><ul><ul><li>Books, published material </li></ul></ul><ul><ul><li>PR (if it’s regular) </li></ul></ul>
    18. 20. /Magnets /Seeds
    19. 21. Immediate leadgen <ul><li>“ Attraction” can take a long time to build </li></ul><ul><li>In the short term: </li></ul><ul><ul><li>What else can you offer to current customers? </li></ul></ul><ul><ul><ul><li>Have you reached out to them lately? </li></ul></ul></ul><ul><ul><li>Community mixers (online or offline), combining prospects and customers </li></ul></ul>
    20. 22. Separate the core functions “ Outbound” Customer Success & Renewal Sales Frontline Sales Organic & Marketing Leads “ Inbound” Qualified Opportunities New Customers
    21. 23. Ideal Customer Profiles
    22. 24. Ideal Customer Profile
    23. 25. Having Trouble Closing? <ul><li>Does your positioning or value proposition have to change? </li></ul><ul><li>How can you sell higher & create more “pull” from above? </li></ul><ul><li>Packaging: add a new layer to the onion to make it easier to get started / pay for it </li></ul><ul><ul><li>Different product, more payment structures, free trial, etc </li></ul></ul><ul><li>3 rd party validation or perspective </li></ul><ul><li>Starting asking “What would it take to get this done?” </li></ul><ul><li>Change target customers (F10,000 vs F500) </li></ul>
    24. 26. The 3:15 Sales Process <ul><li>15 minute introduction </li></ul><ul><li>1 hour spent with the point person </li></ul><ul><li>2 hour working session with the decision team </li></ul><ul><li>= 3h 15m invested per pre-sales cycle </li></ul><ul><li>Goal: determine 1) if there is a fit or not, and 2) the timing </li></ul>
    25. 27. Do Enough Customers Renew?
    26. 28. How most companies sell
    27. 29. “ Sell To Renewal”
    28. 30. Danger Zone
    29. 31. 2. Space Predictability Self-managing systems
    30. 32. Customer lifecycle waterfall
    31. 33. ___ Website Visitors ___ Leads (Registrations) ___ Qualified Leads ___ Qualified Opportunities $___ Pipeline $___ Bookings __% Conversion __% Accepted __% Converted $___ Avg /Oppty ___% Close SALES DEVELOPMENT SALES MARKETING Sales Cycle Length ____ __ Lead Qualification Reps per __ Leads per Month __ Account Execs per $__ Pipeline per Month Cost per Lead $___ Monthly Metrics
    32. 34. Self-Managing Systems: Semco <ul><li>A $300m self-managing, distributed organization </li></ul>
    33. 35. Stress source: Multiplying problems
    34. 36. 3. Enjoyment Motivation Inspiration Creativity
    35. 37. Trust => extraordinary growth
    36. 38. Example: Zappos! <ul><li>Ranked #23 on Fortune’s Best Companies to Work For </li></ul><ul><li>Zappos’ revenue was more than $1 Billion in 2008 </li></ul><ul><li>“ Zappos avoids serious titles & uses parties, parades and decorations to open up trust and communication between depts…and to bring customers in on the fun.” </li></ul><ul><li>And Google, Facebook,… </li></ul>
    37. 39. The CEO Starts The Ripple
    38. 40. Sweetspot
    39. 41. The CEO’s alignment matters
    40. 42. NO SURPRISES! <ul><li>No one likes surprises: </li></ul><ul><ul><li>CEOs </li></ul></ul><ul><ul><li>Boards </li></ul></ul><ul><ul><li>Executives </li></ul></ul><ul><ul><li>Employees </li></ul></ul><ul><ul><li>CUSTOMERS or PROSPECTS </li></ul></ul><ul><li>But they do like gifts! </li></ul>
    41. 43. Stress source
    42. 44. Enjoyment map
    43. 45. Conscious “Push” v “Pull” choices
    44. 46. Extra slides
    45. 47. PebbleStorm: “Make money through enjoyment”
    46. 48. PebbleStorm “Sun” Visualization
    47. 49. Notes from CEOFlow call 10.21 <ul><li>This is THE key to creating predictable revenue: </li></ul><ul><ul><li>It doesn’t matter how long a sale takes, or how many steps </li></ul></ul><ul><ul><li>The only thing that matters is your understanding of the causes, effects and measurements along your waterfall (leadgen, sales cycle, client success & renewing) </li></ul></ul><ul><li>This requires “space”, because you need clarity and time to figure it out </li></ul><ul><ul><li>Space = mental (destress / connect with nature, people, fun), and time (reduce expenses, increase runway, reduce pressure) </li></ul></ul><ul><li>Revisit all pre-downturn assumptions </li></ul><ul><ul><li>Current customers & their success expectations </li></ul></ul><ul><ul><li>Old waterfall or baseline metrics </li></ul></ul><ul><li>“ Sell to success” / Sell-to-renewal </li></ul><ul><ul><li>What do you have to, beyond closing a customer, to make them successful, help them see that they are successful, and then equip them to get approval from a boss? </li></ul></ul>
    48. 50. Notes from CEOFlow call 10.21 <ul><li>Don’t assume word-of-mouth spreads on its own , how can you help your happy customers spread word of mouth? (No badgering) </li></ul><ul><ul><li>Example: online & offline gatherings that mix customers & prospects </li></ul></ul><ul><li>3:15m sales process : design a sales process that only requires a fixed amount of time invested per prospect. </li></ul>
    49. 51. “ Sell to Success” <ul><li>Transparent </li></ul><ul><li>Collaborative w/customer </li></ul><ul><li>Increases effectiveness for both parties </li></ul><ul><li>What does it take to acquire a customer, make them successful, help them understand they were successful, and then renew them? </li></ul>(Close) 1. “What are your goals?” DISCOVERY 2. “Should we work together?” BUSINESS CASE 3. “How we will work together” SUCCESS PLAN 4. “Handshake” AGREEMENT 6. “Ongoing success” 5. “Get started”
    50. 52. Where the pain comes from