Predictable Revenue: Create Predictable & Scalable Revenue - Aaron Ross

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