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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 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
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 can get everything else
wrong & still do well
• there are 3 types of leads
leadgen is your “big lever”
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
• 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
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 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
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 Salespeople Shouldn’t Prospect”
& send to skeptics (like investors)
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 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 -
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

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

Editor's Notes

  1. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  2. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  3. Shopping mall story
  4. Shopping mall story If you were king
  5. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  6. Shopping mall story
  7. What’s different for each: ICP,leadgen process, response process, funnels & metrics
  8. Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
  9. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  10. Shopping mall story
  11. “I’m a sales coach”We help companies triple
  12. SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
  13. SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
  14. At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  15. “hey tell this to my boss”
  16. Need to chunk your time – at least 2 hours for prospecting
  17. Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing