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create predictable, scalable
sales revenue
aaron ross / @motoceo
#1 award-winning
Bestseller
Called
“The Sales Bible Of
Silicon Valley”
www.PredictableRevenue.com/triple
the “hot coals”
aaron ross
$100m @ salesforce.com
father of five+
20-30 hour workweek
• Repeatedly blown out their sales goals
• Created predictable sales machines
• Developed amazing sales talent
With These ...
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
_______ provides professional consulting services to
develop and support online business solutions. From
startup to Fortun...
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?
fatal mistake:
dabbling in outbound4b
fatal mistake:
getting blinded by the resume5
builders vs. growers
grow your own talent
• create a farm team system
• lower risk, cost
• faster ramp times
• better sales, service, success
1. Focus on your sales system, not sales people
2. What can you win at easily?
3. Seeds, nets spears – focus on one at a t...
success tastes
sweet!
want more?
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
END
QUESTIONS?
• tripled their growth rate
• created predictable, scalable growth
• developed amazing sales talent
companies again and ag...
when to hand off outbound leads
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross
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Sales Hacker Series LA - Create Predictable Scalable Revenue - Aaron Ross

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Sales Hacker Series LA - Create Predictable Scalable Revenue - 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. www.PredictableRevenue.com/triple
  4. 4. the “hot coals”
  5. 5. aaron ross $100m @ salesforce.com father of five+ 20-30 hour workweek
  6. 6. • Repeatedly blown out their sales goals • Created predictable sales machines • Developed amazing sales talent With These Ideas, Companies -
  7. 7. 1 fatal mistake: afraid to pick a niche (& get rich)
  8. 8. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
  9. 9. feel like you’re just banging around?
  10. 10. _______ 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
  11. 11. what are you the King/Queen of? who’s been your ideal customer? get SPECIFIC SMALL clues!
  12. 12. fatal mistake: thinking sales team size drives growth 2
  13. 13. • 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”
  14. 14. 3 lead types: seeds, nets & spears
  15. 15. seeds: turn your funnel into an hourglass
  16. 16. example Customer Success dashboard
  17. 17. nets: example marketing funnel
  18. 18. spears: example outbound funnel
  19. 19. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 3
  20. 20. _______ 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
  21. 21. what do customers want? people don’t care what you do they care about what you can do for them
  22. 22. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
  23. 23. sell ideas, not stuff 3. feature 2. benefit 1. idea
  24. 24. PredictableRevenue.com/matrix
  25. 25. fatal mistake: not specializing sales roles (enough) 4
  26. 26. 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)
  27. 27. specialization = focus
  28. 28. specialization = predictability insights scalability talent / farm team system you will struggle without specialization
  29. 29. fatal mistake: sales churn of 10%+5
  30. 30. what’s it take to scale a team?
  31. 31. how much is it the people vs. your systems?
  32. 32. fatal mistake: dabbling in outbound4b
  33. 33. fatal mistake: getting blinded by the resume5
  34. 34. builders vs. growers
  35. 35. grow your own talent • create a farm team system • lower risk, cost • faster ramp times • better sales, service, success
  36. 36. 1. Focus on your sales system, not sales people 2. What can you win at easily? 3. Seeds, nets spears – focus on one at a time 4. If you have any customers worth >$10,000, build an outbound prospecting team 5. When people ask you what you do today, pretend they asked “how do you help customers?” 6. How can you further specialize (focus) you or your salespeople? So -
  37. 37. success tastes sweet! want more?
  38. 38. want more?
  39. 39. on Amazon.com paperback kindle audiobook
  40. 40. www.PredictableRevenue.com
  41. 41. www.PredictableRevenue.com/triple
  42. 42. QUESTIONS?
  43. 43. www.PredictableRevenue.com aaron@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross contact
  44. 44. END
  45. 45. QUESTIONS?
  46. 46. • tripled their growth rate • created predictable, scalable growth • developed amazing sales talent companies again and again have…
  47. 47. when to hand off outbound leads

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