1. create predictable, scalable
sales revenue
aaron ross / @motoceo

2. #1 award-winning
Bestseller
Called
“The Sales Bible Of
Silicon Valley”

4. the “hot coals”

5. www.PredictableRevenue.com/triple

6. aaron ross
$100m @ salesforce.com
father of five+
20-30 hour workweek

10. 1
fatal mistake:
afraid to pick a niche
(& get rich)

11. afraid to focus
on a niche?
• “boring”
• “too small”
• “not sexy”
• “limiting”

12. feel like you’re just
banging around?

13. _______ 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

17. what are you the
King/Queen of?
who’s been your
ideal customer?
get SPECIFIC
SMALL clues!

18. fatal mistake:
thinking sales team size
drives growth
2

19. • 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”

23. 3 lead types: seeds, nets & spears

24. seeds: turn your funnel into an hourglass

25. example Customer Success dashboard

26. nets: example marketing funnel

27. spears: example outbound funnel

32. fatal mistake:
creating a leading, next
generation scalable, social
platform crowdfunded glazed-eye
jargonation
3

35. what do customers want?
people don’t care what you do
they care about what
you can do for them

36. improve your messaging TODAY
• “how do you help customers?”
• “so what?”
• “what’s so great about that?” (WSGAT)

37. sell ideas, not stuff
3. feature
2. benefit
1. idea

38. PredictableRevenue.com/matrix

39. fatal mistake:
not specializing sales roles
(enough)
4

40. 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)

43. specialization = focus

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

47. fatal mistake:
sales churn of 10%+5

48. what’s it take to scale a team?

49. how much is it the people vs. your systems?

50. grow your own talent
• create a farm team system
• lower risk, cost
• faster ramp times
• better sales, service, success

51. success tastes
sweet!
want more?

52. on Amazon.com
paperback
kindle
audiobook

53. www.PredictableRevenue.com

54. www.PredictableRevenue.com/triple

55. QUESTIONS?

56. www.PredictableRevenue.com
aaron@PredictableRevenue.com
@motoceo
www.LinkedIn.com/in/aaronross
contact