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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
fatal mistake:
sales churn of 10%+
(blaming people, not systems)
1
what’s it take to scale a team?
how much is it the people vs. your systems?
2
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?
where can you win
easily?
get SPECIFIC
SMALL clues!
fatal mistake:
thinking sales team size
drives growth
3
• 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
three saas success metrics
15%
0%
$2M
example Customer Success dashboard
nets: example marketing funnel
inbound marketing tips
• Remember it ain’t free
• Become an expert at one primary method
– Ex: InsideSales.com @ webinars
...
spears: example outbound funnel
www.PredictableRevenue.com/acquia
fatal mistake:
creating a leading, next
generation scalable, social
platform crowdfunded glazed-eye
jargonation
4
_______ 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)
5
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
So – is the problem your people,
or your systems?
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...
want more?
on Amazon.com
paperback
kindle
audiobook
www.PredictableRevenue.com/triple
QUESTIONS?
www.PredictableRevenue.com
aaron@PredictableRevenue.com
@motoceo
www.LinkedIn.com/in/aaronross
contact
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
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Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue

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Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue

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Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue

  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. fatal mistake: sales churn of 10%+ (blaming people, not systems) 1
  7. 7. what’s it take to scale a team?
  8. 8. how much is it the people vs. your systems?
  9. 9. 2 fatal mistake: afraid to pick a niche (& get rich)
  10. 10. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
  11. 11. feel like you’re just banging around?
  12. 12. _______ 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
  13. 13. what are you the King/Queen of? who’s been your ideal customer? where can you win easily? get SPECIFIC SMALL clues!
  14. 14. fatal mistake: thinking sales team size drives growth 3
  15. 15. • 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”
  16. 16. 3 lead types: seeds, nets & spears
  17. 17. seeds: turn your funnel into an hourglass
  18. 18. three saas success metrics 15% 0% $2M
  19. 19. example Customer Success dashboard
  20. 20. nets: example marketing funnel
  21. 21. inbound marketing tips • Remember it ain’t free • Become an expert at one primary method – Ex: InsideSales.com @ webinars • Partner marketing is effective & simple – Make a list: who do you know or admire? • Realistic expectations on lead size, quality • Don’t pass leads straight to salespeople
  22. 22. spears: example outbound funnel
  23. 23. www.PredictableRevenue.com/acquia
  24. 24. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 4
  25. 25. _______ 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
  26. 26. what do customers want? people don’t care what you do they care about what you can do for them
  27. 27. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
  28. 28. sell ideas, not stuff 3. feature 2. benefit 1. idea
  29. 29. PredictableRevenue.com/matrix
  30. 30. fatal mistake: not specializing sales roles (enough) 5
  31. 31. 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)
  32. 32. specialization = focus
  33. 33. specialization = predictability insights scalability talent / farm team system you will struggle without specialization
  34. 34. So – is the problem your people, or your systems?
  35. 35. 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 -
  36. 36. want more?
  37. 37. on Amazon.com paperback kindle audiobook
  38. 38. www.PredictableRevenue.com/triple
  39. 39. QUESTIONS?
  40. 40. www.PredictableRevenue.com aaron@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross contact

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