Aaron Ross (Author, Predictable Revenue) - Building Predictable Revenue With Outbound Sales
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Aaron Ross (Author, Predictable Revenue) - Building Predictable Revenue With Outbound Sales
- 1. create predictable, scalable sales revenue aaron ross @motoceo
- 4. companies again and again have… • tripled their growth rate with repeatable leadgen • stopped “hoping”; starting knowing • created predictable, scalable growth • developed amazing sales talent
- 5. aaron ross $100m @ salesforce.com father of four 7+!? 25 hour workweek
- 8. 1 fatal mistake: afraid to pick a niche (& get rich)
- 10. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
- 11. feel like you’re just banging around?
- 12. speaking to everyone = no one can hear _______ 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.
- 16. what are you the King/Queen of? who’s been your ideal customer? get SPECIFIC SMALL clues!
- 17. 2 fatal mistake: treating all leads alike
- 21. 3 lead types: seeds, nets & spears
- 22. 3 fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation
- 25. what do customers want? people don’t care what you do they care about what you can do for them
- 26. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
- 27. sell ideas, not stuff 3. feature 2. benefit 1. idea
- 29. 4 fatal mistake: making salespeople prospect
- 30. 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)
- 34. when to hand off outbound leads
- 36. 5 fatal mistake: getting blinded by the resume
- 38. farm your own best sales hires • • • • grow your best future hires lower risk, cost faster ramp time better client experience
- 39. so…what’s so great about these Predictable Revenue ideas?
- 40. this stuff works • $1m to $20m in 3 years; IPO track (Private) • Flat to 30% growth, then IPO (Private) • +$10m in new pipeline / quarter (Acquia) • Inc. 500 list 5+ years (Wpromote)
- 44. QUESTIONS?
- 45. questions, speaking, consulting, partnering, epic jokes… alicia@PredictableRevenue.com @motoceo www.LinkedIn.com/in/aaronross
- 46. QUESTIONS?
Editor's Notes
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- Shopping mall story
- Shopping mall story If you were king
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- What’s different for each: ICP,leadgen process, response process, funnels & metrics
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- “I’m a sales coach”We help companies triple
- SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
- SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- “hey tell this to my boss”
- Need to chunk your time – at least 2 hours for prospecting
- Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- Under intense scrutiny?