Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Aaron Ross - Author of best-selling book "Predictable Revenue"; grow 300% http://www.PredictableRevenue.com. LinkedIn - http://www.linkedin.com/in/aaronross Book - http://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213 Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

1. create predictable, scalable revenue
@motoceo
www.linkedin.com/in/aaronross

2. welcome to the webinar
• 3 fatal mistakes executives make
in creating predictable revenue
• why salespeople shouldn’t
prospect
• what it takes to create sales
growth that scales

3. award-winning
bestseller
“…a masterpiece...I'm
certain your methods will
dominate the way sales
organizations operate for
the next 10 years."
thomas kattnigg, svp sales,
pipeliner

4. aaron ross
• $100m @ salesforce.com
• father of four
• 25 hr workweek

5. the “hot coals”

6. fatal mistake #1
treating all leads alike

7. 3 lead types: seeds, nets & spears

8. fatal mistake #2
selling to the wrong prospects

10. fatal mistake #3
making salespeople prospect

11. 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” and send
it to your manager

13. when to hand off outbound leads

15. an expert outbound team can…
• drive predictable results
• generate as much pipeline as you need
• triple your growth rate
• give you a tool to get into new markets
• be your best source of future sales talent
• give you more peace of mind

16. these ideas work
examples:
• “+$4m in new pipeline this quarter”
• “$1 million to $20 million in three years”
• “0% to 30% growth” (adding $10m)
“it is great to read to read the theory, but
when you see the actual results coming
through, it's incredible.” - paul, CRO ceros

17. q&a / learn more
• the kindle version is $1
• tons of detailed information in the “Triple Your
Pipeline Guide” at:
www.PredictableRevenue.com/triple

18. contact
aaron@predictablerevenue.com
www.PredictableRevenue.com/contact

19. END

20. extra

21. Fatal Mistake
creating a leading, next generation
scalable, social platform crowdfunded
glazed-eye jargonation

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

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

25. Sell Ideas, Not Stuff
• Instead of “what do you do”, pretend they
asked “how do you help customers?”
• What is the result you create?
• Two great questions:
– “So what?”
– “What’s so great about that?” (WISGAT)

26. fatal mistake
Mis-Hiring

27. 3. Hire the Right People For Each Role
Builders vs. Growers

28. Your Best Future Hires
• Grow your best future hires
• Lower risk, cost
• Faster ramp time
• Better client experience