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Winning The Professional Services Sale
Aaron Ross
@motoceo
Ago Cluytens
@acluytens
• Discover the #1 mistake consultants / sellers
make
• Find out what the top–5% of rainmakers do
• Learn a simple messagin...
Ago Cluytens
Love to sell, but not
a salesperson.
Still bought more
than I sold.
Selling ? Not love
at first sight.
#1 Bestseller
Aaron Ross
$100M @
Salesforce.com
Father of four six
25 hour workweek
1 Do great work and clients will just find you
2 Word of mouth is enough
3 More clients are better
Hidden Professional Ser...
1 Pick A Niche, Get Rich
Feel Like You’re
Pushing But Not
Getting
Anywhere?
Maybe You’re
Afraid To
Specialize
• “Boring”
• “Too small”
• “Not sexy”
• “Limiting”
_______ provides professional consulting
services to develop and support online
business solutions. From startup to Fortun...
Who’s been your
ideal customer?
Get SPECIFIC
Be a SPECIALIST
What are you the
King/Queen of?
Industry Function
Geography
Sweet
Spot
2 Sell Ideas, Not Stuff
We provide a leading,
next generation
scalable, social platform
for crowdfunded
glazed-eye jargonation
#INBOUND13
• Create with a passion for Customer Success
• “Need nothing”
• Truth is the best form of marketing
• Best “ideas” are ind...
www.PredictableRevenue.com/matrix
3 Messaging
People don’t care what you do. They care
about what you can do for them.
1. “How do you help customers / people?”
2. “So what?”
3. “What’s so great about that?” (WISGAT)
If ideal clients don’t “g...
“Indefinite claims leave indefinite
impressions. Definite claims get full
credit and value.”
4 3 Pillars Of Lead Generation
58% of marketers now
use inbound marketing.
(Hubspot, “2013 State Of Inbound Marketing)
When everyone
else zigs, zag.
3 Pillars Of Lead Generation
Partner
Marketing
• Much Easier
• More Effective
• Partners Push You
• More Fun
5 Bringing In Revenue
Key metrics / steps:
• Suspect to prospect
• Prospect to conversation
• Conversation to proposal
• Proposal to win
• Propo...
Design A High-Priced Package (Think 10x)
Design A High-Priced Packag
#INBOUND2013
Want more ?
#INBOUND2013
www.PredictableRevenue.co
m
www.winthecomplexsale.com
QUESTIONS?
Aaron Ross
@motoceo
www.LinkedIn.com/in/aaronross
aaron@predictablerevenue.com
Contact
Ago Cluytens
@acluytens
Linkedin.co...
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
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"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens

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* Discover the #1 mistake consultants / sellers make
* Find out what the top–5% of rainmakers do
* Learn a simple messaging "mind trick”
* The “three pillars” of successful lead generation
* Bringing in revenue

Publicado en: Empresariales

"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens

  1. 1. Winning The Professional Services Sale Aaron Ross @motoceo Ago Cluytens @acluytens
  2. 2. • Discover the #1 mistake consultants / sellers make • Find out what the top–5% of rainmakers do • Learn a simple messaging "mind trick” • The “three pillars” of successful lead generation • Bringing in revenue Today
  3. 3. Ago Cluytens Love to sell, but not a salesperson. Still bought more than I sold. Selling ? Not love at first sight.
  4. 4. #1 Bestseller
  5. 5. Aaron Ross $100M @ Salesforce.com Father of four six 25 hour workweek
  6. 6. 1 Do great work and clients will just find you 2 Word of mouth is enough 3 More clients are better Hidden Professional Services Beliefs
  7. 7. 1 Pick A Niche, Get Rich
  8. 8. Feel Like You’re Pushing But Not Getting Anywhere?
  9. 9. Maybe You’re Afraid To Specialize • “Boring” • “Too small” • “Not sexy” • “Limiting”
  10. 10. _______ provides professional consulting services to develop and support online business solutions. From startup to Fortune 500 companies, _________ assists clients to maximize their return on investment in the Cloud by providing implementation, development, and value-added software solutions. Targeting Everyone => No One Cares
  11. 11. Who’s been your ideal customer? Get SPECIFIC Be a SPECIALIST What are you the King/Queen of?
  12. 12. Industry Function Geography Sweet Spot
  13. 13. 2 Sell Ideas, Not Stuff
  14. 14. We provide a leading, next generation scalable, social platform for crowdfunded glazed-eye jargonation
  15. 15. #INBOUND13
  16. 16. • Create with a passion for Customer Success • “Need nothing” • Truth is the best form of marketing • Best “ideas” are independent of your “stuff” Sell Ideas, Not Stuff
  17. 17. www.PredictableRevenue.com/matrix
  18. 18. 3 Messaging
  19. 19. People don’t care what you do. They care about what you can do for them.
  20. 20. 1. “How do you help customers / people?” 2. “So what?” 3. “What’s so great about that?” (WISGAT) If ideal clients don’t “get it” quickly…change it Simple Messaging Mind Tricks
  21. 21. “Indefinite claims leave indefinite impressions. Definite claims get full credit and value.”
  22. 22. 4 3 Pillars Of Lead Generation
  23. 23. 58% of marketers now use inbound marketing. (Hubspot, “2013 State Of Inbound Marketing) When everyone else zigs, zag.
  24. 24. 3 Pillars Of Lead Generation
  25. 25. Partner Marketing • Much Easier • More Effective • Partners Push You • More Fun
  26. 26. 5 Bringing In Revenue
  27. 27. Key metrics / steps: • Suspect to prospect • Prospect to conversation • Conversation to proposal • Proposal to win • Proposal to loss/postponed • By lead source Know How To Help The Right Clients Buy
  28. 28. Design A High-Priced Package (Think 10x) Design A High-Priced Packag
  29. 29. #INBOUND2013 Want more ?
  30. 30. #INBOUND2013 www.PredictableRevenue.co m
  31. 31. www.winthecomplexsale.com
  32. 32. QUESTIONS?
  33. 33. Aaron Ross @motoceo www.LinkedIn.com/in/aaronross aaron@predictablerevenue.com Contact Ago Cluytens @acluytens Linkedin.com/in/agocluytens ago@agocluytens.com

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