1. PebbleStorm: CEOFlow

6. CEOFlow: Help CEOs Cross The Hot Coals

7. Business Is Shifting To Attraction

10. 1. Revenue Lead generation Sales Customer Success

11. Example: Salesforce.com

12. Distinguishing types of leads

13. Example Spear: ColdCalling 2.0 Incremental

15. What Is Your Unique Genius? How are you uniquely different, in what, how, or why you do what you do, in ways with which customers connect?

17. Layers of the Onion

18. “ Squirrel Feeding”

20. /Magnets /Seeds

22. Separate the core functions “ Outbound” Customer Success & Renewal Sales Frontline Sales Organic & Marketing Leads “ Inbound” Qualified Opportunities New Customers

23. Ideal Customer Profiles

24. Ideal Customer Profile

27. Do Enough Customers Renew?

28. How most companies sell

29. “ Sell To Renewal”

30. Danger Zone

31. 2. Space Predictability Self-managing systems

32. Customer lifecycle waterfall

33. ___ Website Visitors ___ Leads (Registrations) ___ Qualified Leads ___ Qualified Opportunities $___ Pipeline $___ Bookings __% Conversion __% Accepted __% Converted $___ Avg /Oppty ___% Close SALES DEVELOPMENT SALES MARKETING Sales Cycle Length ____ __ Lead Qualification Reps per __ Leads per Month __ Account Execs per $__ Pipeline per Month Cost per Lead $___ Monthly Metrics

35. Stress source: Multiplying problems

36. 3. Enjoyment Motivation Inspiration Creativity

37. Trust => extraordinary growth

39. The CEO Starts The Ripple

40. Sweetspot

41. The CEO’s alignment matters

43. Stress source

44. Enjoyment map

45. Conscious “Push” v “Pull” choices

46. Extra slides

47. PebbleStorm: “Make money through enjoyment”

48. PebbleStorm “Sun” Visualization

52. Where the pain comes from