Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
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Webinar: Create Predictable, Scalable Sales Revenue Aaron Ross, Author of Predictable Revenue Jim Williams, VP Marketing, Influitive
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Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
- 1. Create Predictable, Scalable Sales Revenue Aaron Ross @motoceo Author of Predictable Revenue Jim Williams @influitive VP of Marketing at Influitive, the advocate marketing experts
- 2. Award-Winning #1 Bestseller Called “The Sales Bible Of Silicon Valley”
- 3. Aaron Ross $100M @ Salesforce.com Father of 7 25 hour workweek
- 7. • Repeatedly blown out their sales goals • Created predictable sales machines • Developed amazing sales talent With These Ideas, Companies -
- 11. Fatal Mistake: Growing revenue by hiring salespeople 1
- 12. • Even with a perfect sales process or big sales team, if your lead gen is crummy, you’ll struggle • With great leads, you can get everything else wrong & still do well • There are 3 types of leads Lead Gen is Your “Big Lever”
- 16. 3 Lead Types: Seeds, Nets & Spears
- 17. Seeds: Turn Your Funnel into an Hourglass
- 18. Example Customer Success Dashboard
- 19. Nets: Example Marketing Funnel
- 20. Spears: Example Outbound Funnel
- 25. #predictablerevenue | @influitive | #advocatemktg
- 26. 60% of tech B2B customers search for peer testimonials on products 84% of B2B decision makers start their buying process with a referral from a trusted peer. #predictablerevenue | @influitive | #advocatemktg
- 27. Sales cycle image 75% of the buying process is complete before a B2B prospect contacts a company
- 28. #predictablerevenue | @influitive | #advocatemktg
- 29. #predictablerevenue | @influitive | #advocatemktg
- 30. Huh?
- 32. Leverage Your Advocates #predictablerevenue | @influitive | #advocatemktg
- 33. #predictablerevenue | @influitive | #advocatemktg
- 34. Love #predictablerevenue | @influitive | #advocatemktg
- 35. Status #predictablerevenue | @influitive | #advocatemktg
- 36. Access #predictablerevenue | @influitive | #advocatemktg
- 37. Knowledge #predictablerevenue | @influitive | #advocatemktg
- 38. Community #predictablerevenue | @influitive | #advocatemktg
- 39. 209 referral leads in six months. 164 product reviews 260 sales references Twitter engagement +106%. Content shares +45%. Success stories +500%. #predictablerevenue | @influitive | #advocatemktg
- 40. #predictablerevenue | @influitive | #advocatemktg
- 41. Here’s how: #predictablerevenue | @influitive | #advocatemktg
- 43. Why Salespeople Should Not 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 search results to any skeptics (e.g. investors).
- 47. Specialization = Predictability Insights Scalability Talent / Farm Team System You will struggle without specialization.
- 48. Specialize & Farm More Talent • Create a farm team system • Lower risk, cost • Faster ramp times • Better sales, service, success
- 49. When to Hand Off Outbound Leads
Notas del editor
- He’ll take his older kids on speaking trips, including when his 10 year old daughter helped him keynote the Sales Hacker Conference
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- Shopping mall story
- What’s different for each: ICP, leadgen process, response process, funnels & metrics
- Orange – whether you have marketing team or do it yourself Green – prosepcting Yellow - closing
- Build your personal brand on social media Build your network on social media – build authentic relationships Content is currency – use content to sell Listen, don’t talk – and use social media Measure results
- WTF does that mean?
- Risk – that sinking feeling that
- Yes: Love v2
- YES: Fame/Recognition/Status
- YES: Access
- YES: Knowledge
- 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
- “hey tell this to my boss”
- This illustrates the baton pass. Further illustrates the fact that AE’s are separate from prospectors. Prospector is doing the read, the closer is doing the blue and there is handoff. Very defined process to make it work seamlessly.
- Orange – whether you have marketing team or do it yourself Green – prosepcting Yellow - closing