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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
Citation preview
create predictable, scalable revenue
@motoceo
www.linkedin.com/in/aaronross
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
award-winningbestseller
“…a masterpiece...I'm certain your methods will dominate the way sales
organizations operate for the next 10 years."
thomas kattnigg, svp sales, pipeliner
aaron ross
• $100m @ salesforce.com• father of four• 25 hr workweek
the “hot coals”
fatal mistake #1
treating all leads alike
3 lead types: seeds, nets & spears
fatal mistake #2
selling to the wrong prospects
fatal mistake #3
making salespeople prospect
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
when to hand off outbound leads
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
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
q&a / learn more
• the kindle version is $1• tons of detailed information in the “Triple Your
Pipeline Guide” at:
www.PredictableRevenue.com/triple
contact
aaron@predictablerevenue.com
www.PredictableRevenue.com/contact
END
extra
Fatal Mistake
creating a leading, next generation scalable, social platform crowdfunded
glazed-eye jargonation
what do they want?
people don’t care what you do
they care about what you can do for them
sell ideas, not stuff
3. feature
2. benefit
1. idea
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)
fatal mistake
Mis-Hiring
3. Hire the Right People For Each Role
Builders vs. Growers
Your Best Future Hires
• Grow your best future hires• Lower risk, cost• Faster ramp time• Better client experience
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