How Silicon Valley's Fastest Growing Companies Add $100m in Revenue
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1. The document discusses how companies can add $100 million in revenue by focusing on predictable, scalable lead generation using principles from the book "Predictable Revenue". 2. It provides examples of companies that have tripled their growth rates and increased pipeline by hundreds of percent by implementing these principles. 3. The key aspects discussed are having a clear target market, message, and lead generation process to consistently create qualified leads that can be followed up on to close new business. Regularly tracking new pipeline generated is also emphasized.
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How Silicon Valley's Fastest Growing Companies Add $100m in Revenue
- 1. How Silicon Valley’s Fastest Growing Companies Add a $100m in Revenue Rod Sloane Sales & Marketing Alignment Group
- 2. About Rod Worked for IBM, CA, BAT, BT & BCPD Roles Sales, Marketing, Business Development Author 2 books, Sales & Marketing Alignment Podcast Married, live in Ealing, play tennis and support Blackpool FC Core Process "Showing Up"
- 5. "We started with nothing, and Predictable Revenue is what started and drives our growth. Even though we’re screwing it up we’re still growing 100% a year.” Damien Stevens CEO, Servosity
- 6. This morning's One Thing! Could you triple your Pipeline/ hit $100m Revenue with the principles explained in Predictable Revenue?
- 8. $0 outbound to $15 million per quarter Fastest Growing Private Company
- 9. Tim Bertrand VP Worldwide Sales Acquia What does it take to become the fastest growing private software company in North America? Create all the qualified leads that you'll need With Predictable Scalable Lead Gen you can create Predictable Revenue & Growth
- 10. Start with More Awareness Do your executive team and board know how much new qualified pipeline the company needs to generate each month? Is this "new pipeline generated per month" number tracked at board level? Common Language
- 11. Cold Calling 2.0?!? Prospecting into cold accounts to generate new business without any cold calls. It’s a process and system to generate “Predictable Results”
- 13. companies again and again have... • tripled their growth rate with repeatable leaden • stopped "hoping"; starting knowing • created predicable, scalable growth • developed amazing sales talent
- 14. Show me the Money! $1m to $20m in 3 years, 80% from 2.0 grew pipeline by 400% in 12 Months grew pipeline 300% < 90 Days
- 15. Are you ready to grow? Who is your ideal customer? Why does your ideal customer buy from you? How confident are you that your ideal customer will be more successful using your product?
- 16. The Litmus Test "If you got more meetings, with the right kind of prospects...what is your confidence level that you would sign up new customers that...would be happy with your service?"
- 17. Three Types of Leads
- 18. Three Types of Leads
- 19. Three Types of Leads
- 20. Three Types of Leads
- 22. 1. fatal mistake afraid to pick a niche (& get rich)
- 25. How do Sales People define a Qualified Lead? 1. Buyer in target market willing to meet 2. Budget, Authority, Need & Timeframe 3. Authority, Need backed by trigger event 4. Contract and pen in hand, press hard 6% 53%
- 26. Statistics for Qualified Leads 10% will close within first three months Another 16% will close within six months Another 19% will close within one year 45% of all Qualified Leads buy within a year How effective is your company at staying on top of qualified leads?
- 27. Grown 1500% in 3 years What advice would you give businesses keen on growing fast? Make selling easy. Be relentless about going out and finding customers.
- 34. 1. fatal mistake afraid to pick a niche (& get rich)
- 38. 1. fatal mistake afraid to pick a niche (& get rich)
- 41. Thought for the Day Could you triple your Pipeline with the principles explained in Predictable Revenue?
- 42. What you need to have • B2B product that sells for $6K+ • Message • Target market • ROD • (Resource, Organisation & Discipline) • CRM :SFDC • Data: LinkedIn and SalesLoft
- 43. Your Options? • Do nothing and miss out on your $100M+!! • DIY • Hire a Consultant • Outsource • Join an Online Group Programme • Email rod@rodsloane.co.uk for details