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#INBOUND13
Create Predictable, Scalable Sales Revenue
AARON ROSS Author “Predictable Revenue” @motoceo www.linkedin.com/in/aaronross
Slides: PredictableRevenue.com/inbound
• 3 Fatal Mistakes
• Why Salespeople Shouldn’t Prospect
• What It Takes To Create Sales Growth
That Scales
Welcome
#1 Bestseller
Aaron Ross
• $100m @ SFDC • Father of four+ • 25 hr workweek
Crossing The Hot Coals
Fatal Mistake: Treating All Leads Alike
1
3 Lead Types: Seeds, Nets and Spears
Fatal Mistake: Selling To The Wrong Prospects
2
Fatal Mistake: Making Salespeople Prospect
3
• They aren’t any good at it
• They don’t like it
• It’s not repeatable
Why Salespeople Shouldn’t Prospect
Google “Why Salespeople Shouldn’t Prospect” and send it to your manager
When To Hand Off Outbound Leads
Fatal Mistake: Mis-Hiring 4
Builders Vs. Growers
• Grow your best future hires
• Lower risk, cost
• Faster ramp time
• Better client experience
Build A Farm Team System
• Enhance your inbound marketing
• Drive predictable results
• Triple your growth rate
• Be a great source of future all-around talent
Specialized Sales Roles + An Expert Outbound Team Can…
Examples
1. +$10m in new pipeline last quarter
2. $1m to $20m in three years
3. 0% to 30% growth (adding $10m)
Want A Closer Look & Details?
#INBOUND13
www.PredictableRevenue.com
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