Aaron Ross (Author, Predictable Revenue) - Building Predictable Revenue With Outbound Sales
3 likes1,202 views
The document discusses strategies for businesses to achieve predictable, scalable revenue growth, including focusing marketing efforts on a specific niche rather than trying to appeal to everyone. It recommends that companies develop their own sales talent rather than hiring based solely on resumes. The document also suggests that salespeople should not be responsible for prospecting and that companies should hand off outbound leads at a certain point.
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
- #9: At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- #13: Shopping mall story
- #17: Shopping mall story If you were king
- #18: At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- #22: What’s different for each: ICP,leadgen process, response process, funnels & metrics
- #23: At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- #26: “I’m a sales coach”We help companies triple
- #28: SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
- #29: SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
- #30: At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- #31: “hey tell this to my boss”
- #34: Need to chunk your time – at least 2 hours for prospecting
- #36: Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
- #37: At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- #42: Under intense scrutiny?