Why aren't you growing faster? What does it take to get to hyper-growth? How do you sustain growth? Growth exposes your weaknesses and it will cause more problems than it solves—until you make sales scalable. Join us as Aaron Ross explains the 7 painful truths you have to face before you can kick off your biggest growth spurt yet.

2. Join the conversation on Twitter
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@Motoceoand
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3. aaron ‘air’ ross / @motoceo
7 Reasons You Haven't
Hit Hyper-Growth

4. #1 award-winning
bestseller
called
“The Sales Bible Of
Silicon Valley”

5. @ Salesforce

6. just released!
FromImpossible
.com

7. aaron ross
$1B+ @ salesforce.com /etc
father of 7 9 10 12
25-30 hour workweek
(not this week)

10. 1. was single
2. got married with (lots of) kids
3. “oh shit”
4. grew income 11x
why i’m here

11. 1. they had “something”
2. they wanted to grow
3. some grew 10x (added $100m’s)
4. some floundered
i’ve seen the same pattern with clients

12. 1. Salesforce.com: $7 billion+
2. Zenefits: $1M to $100M in 2 years
3. Acquia: $100M+ and #1 fastest company
for example:

13. 1
painful truth:
you’re not ready to grow

14. “Organic” -> Hot Coals -> “Proactive”

16. what’s wrong with this?
“what problem do you have?
“ah, yes we can solve that and
here’s how”

17. _______ 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

19. nail your niche
niche <> small
niche = focused

20. tip: to win, be a big fish in a small pond
it’s easier to make the
pond smaller than the
fish bigger

21. examples
• Amazon: books
• Facebook: Ivy League schools
• Zappos: shoes
• Salesforce.com: SFA

22. need vs. nice
are you a NICE-to-have?
to which kinds of customers are
you a NEED-to-have?

24. “nail your niche” to get rich
1. popular pain
2. tangible results
3. believable solution
4. identifiable targets
5. unique genius
“the 20 interviews rule”

28. painful truth:
overnight success is a fairy
tale
2

29. • even with the best product or brand, you’ll
struggle without predictable leads
• with great leads, you can get a lot wrong & do
well
• there are 3 types
leadgen is your “big lever”

30. 3 types of leads

31. seeds: turn your funnel into an hourglass

32. mindet + process
- product design
- targeting the right companies
- setting expectations during sale
- onboarding
- quarterly business reviews
- how can the CFO see tangible value?

33. three software-as-a-service
customer success metrics
15%
0%
$2M

34. #1 customer success tip
invest bigger, faster!
“customer success is 5x sales”
- co-author jason lemkin

35. nets: example marketing funnel

36. favorite marketing tactics
• vp marketing needs a “Lead Commit”
• #1 metric: “Pipeline Creation Rate”
• make it personal

37. spears: outbound funnel

41. www.PredictableRevenue.com/acquia

42. outbound pros & cons
• pro: can drive very predictable, fast growth
• pro: get into bigger companies
• pro: source bigger deals (3x-10x inbound)
• pro: perfect complement to inbound marketing
• con: not for everyone

43. Outbound: ROI goals & timing
baseline ROI: 1-2 customers per
prospector per month
• 24 hours: email responses
• <60 days: first Sales Accepted Leads (SALs)
• 4-9 months: 10 (+/- 5) SALs per prospector per mo
• recurring revenue in 6-12 months

44. sample decisions
1. is outbound a top priority? (“go big” or “sample”?)
2. specialization – roles, responsibilities?
3. kickoff: outsource and/or internal?
4. how many prospectors? (sug: 2-3)
5. initial target niches
6. CRM/SFA changes

45. outbound
challenges
today

46. a big one

47. CARB.IO
PREDICTABLE REVENUE. MADE EASY.

49. painful truth:
speeding up growth creates
more problems than it solves
3

50. specialization = focus

52. specialization = predictability
 insights
 scalability
 talent / farm team system
you will struggle without specialization

53. • what if we are too small?
• won’t relationships & service suffer?
• what if we don’t have salespeople?
• restructure vs. layer-on
common questions & objections

54. painful truth:
it’s hard to build a big business
out of small deals
4

55. from the “InsightSquared 2016 SaaS Benchmarking Report”
deal size --> total revenue

56. from the “InsightSquared 2016 SaaS Benchmarking Report”
deal size --> churn rate

57. painful truth:
it’ll take years longer than you
want
5

58. painful truth:
your employees
are renting, not
owning
6

59. • i am awesome
• i’m not appreciated
• i have great ideas
• you don’t listen to them or me
• give me the right opportunity and i’ll deliver
fantastic results
dear execs (from employees)

60. • your oppty is much bigger than you realize
• we know you get frustrated
• we know you can be excellent
• but -
• ‘owners’ don’t need their hands held
• THAT’S THE WHOLE POINT !
dear employees (from execs)

61. • a rental car vs. your car?
• apartment vs. house you buy?
• others’ kids vs. your kids?
are you renting, or owning?

62. painful truth:
EMPLOYEES:
you let frustrations
stop, rather than
motivate, you
7

63. where’s the money?

64. • it’s part of growing
• i’m frustrated every day
• are you resisting (frustrated) or embracing
(excited)?
embrace frustration

66. 1. what’s highly frustrating to you?
2. list some cons
3. how could it be an opportunity?
4. now list some pros
5. what baby step can you take today to take
a step?
embrace frustration: ACT

67. CEO public comments & reviews
• “Best book I've ever read”
• “We would have scaled 4x faster if
we’d had this book”
• “I was blown away by this book”
• “Full of detailed examples”
• ”It changed the way we do business”

68. @motoceo
Aaron Ross
aaron@predictablerevenue.com

69. @motoceo
PredictableUniversity.com
FromImpossible.com
Aaron Ross
aaron@predictablerevenue.com

70. #ChartioandAaron
Thank you!
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