Kreuzberger why salespeople shouldn't prospect slides june 2013 v2
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This document summarizes key ideas from the book and webinar "Predictable Revenue" about modernizing sales processes. Some of the main points covered include: treating leads differently based on their quality rather than all the same; having salespeople specialize in closing deals rather than wasting time on low-quality prospecting; and using simple, question-based prospecting emails rather than pitches to generate more qualified leads and repeatable growth. The author, Aaron Ross, has driven over $100 million in sales at Salesforce and advocates these newer rules to double qualified leads and sales without increasing headcount through building a prospecting machine without cold calling.
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Kreuzberger why salespeople shouldn't prospect slides june 2013 v2
- 1. Predictable Revenue: Why Salespeople Shouldn’t Prospect PredictableRevenue.com
- 2. Welcome To The Webinar • 3 keys to building your 2013 sales machine • How to build a prospecting machine WITHOUT cold calling
- 3. Award-Winning Bestseller “…a masterpiece...I'm certain your methods will dominate the way sales organizations operate for the next 10 years." Thomas Kattnigg, SVP Sales, Pipeliner
- 4. Aaron Ross • $100M @ Salesforce.com • Father of four • 25 hr workweek
- 6. Some Old Rules • Double sales by doubling your sales team • Everybody prospects • “How can I get them to buy?”
- 7. Some New Rules • Double sales by doubling your qualified leads • Salespeople (closers) shouldn’t prospect • “What problem can we solve?”
- 8. Fatal Mistake #1 Treating All Leads Alike
- 9. 3 Lead Types: Seeds, Nets & Spears
- 10. Fatal Mistake #2 Wasting Your Time With The Wrong Prospects
- 12. Fatal Mistake #3 Making Salespeople Prospect
- 13. 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
- 16. Prospecting Emails • Short and sweet – iPhone-sized • Think “Squirrel Feeding” • Ask simple-to-answer questions • Use the referral approach • DON’T “SELL” or “PITCH”!
- 17. These Ideas Work • +$4m in new pipeline this quarter • $1 million to $20 million in three years • 0% growth to 30% in a year (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
- 18. #1 Takeaway Idea • SPECIALIZE
- 19. Learn More / Buy The Book • Predictable Revenue is on Amazon – $9 paperback, $1 Kindle • Plus tons of detailed information in the “Triple Your Pipeline Guide” at: www.PredictableRevenue.com/triple
Notas del editor
- “ hey tell this to my boss”
- Need to chunk your time – at least 2 hours for prospecting
- Orange – whether you have marketing team or do it yourself Green – prosepcting Yellow - closing
- We’ll have a few like …I don’t want to sound like a salesperson, what do I say> Should I leave a voice mail & what would it sound like? When someone says what’s this in regards to? What do I say?