Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
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This document summarizes key points from a webinar on creating predictable sales revenue, including: 1. Executives often make three fatal mistakes when trying to create predictable revenue such as treating all leads the same, marketing to the wrong prospects, and making salespeople do prospecting. 2. Salespeople should not be responsible for prospecting because they are not good at it, do not like it, and it is not repeatable or scalable. 3. To create predictable and scalable sales growth, companies need to develop specialized sales roles including dedicated prospectors and enable teams to control their sales pipelines.
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Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales Strategy Webinar
- 1. create predictable, scalable sales revenue aaron ross @motoceo
- 2. 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
- 4. aaron ross $100m @ Salesforce.com father of four six 25 hour workweek
- 6. fatal mistake: treating all leads alike1
- 10. 3 lead types: seeds, nets & spears
- 11. fatal mistake: marketing to the wrong prospects 2
- 14. fatal mistake: making salespeople prospect3
- 15. 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
- 19. when to hand off outbound leads
- 21. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 4
- 24. what do customers want? people don‟t care what you do they care about what you can do for them
- 25. sell ideas, not stuff 3. feature 2. benefit 1. idea
- 26. simple questions • “how do you help customers?” • “so what?” • “what‟s so great about that?” (WSGAT)
- 27. so…what’s so great about these Predictable Revenue ideas?
- 28. • triple your growth rate by enabling you to control your pipeline • create predictable & scalable sales • develop your best sales talent specialized sales roles + dedicated prospectors can…
- 29. examples a) +$10m in new pipeline last quarter b) $1m to $20m in three years c) 0% to 30% growth (adding $10m)
- 30. learn more • Predictable Revenue is on Amazon (paperback, Kindle, audiobook) • detailed information on our website & in the “Triple Your Pipeline Guide”
- 32. QUESTIONS?
- 34. Ken Krogue, President and Founder InsideSales.com
- 35. www.InsideSales.com/Insider www.KenKrogue.com Top ranked blog globally on „Inside Sales‟ Ken Krogue President and Founder
- 37. #salesstrategy
- 38. NEW…
- 40. #salesstrategy
- 41. #salesstrategy
- 42. #salesstrategy Chet Holmes, The Ultimate Sales Machine
- 43. #salesstrategy
- 45. DAILY RATIO VOLUME Dials 200 Contacts 14% 28 Leads 20% 5.6 Closes 10% .56 Voicemail Receptionist Fax # 86%
- 46. DAILY RATIO VOLUME Dials 200 Contacts 14% 28 Leads 20% 5.6 Closes 10% .56 VM 60% 120 Email/Fax 65% 130 +6 = 34 +.12 + .13 = .81 1% 1% of 130 = 1.3 (leads) +.12 + .13 = 8.1
- 47. #salesstrategy
- 49. #salesstrategy
- 50. #salesstrategy
- 51. #salesstrategy
- 52. #salesstrategy Kraig Kleeman Author: The Must React System
- 54. #salesstrategy Steve Richard Co-Founder - Vorsight
- 55. #salesstrategy
- 56. #salesstrategy
- 58. #salesstrategy Mark Roberge SVP Sales and Services
- 60. #salesstrategy
- 61. #salesstrategy
- 62. #salesstrategy
- 63. #salesstrategy
- 64. #salessummit
- 65. #salesstrategy
- 67. #salesstrategy Profits, ROI, Trends, Dashboards Prestige, Trends, Operations, Quota Brand, Immediacy Easy, Simple, Reports Avoid hassles, Response Integration Proven, #1 ROI, Value Training, Certificatio n Forecast, Trends, Dashboards Results Visibility No Headaches or Hassles Simple, Fun, Helps me Clear easy reports Clear tactical strategy
- 68. #salesstrategy
- 69. • 8 Dials • 6 Web visits • 3 Voicemails • 3 Emails • 3 Social Media • 1 Text Reminder • 24 Total
- 70. #salesstrategy Could you please point me to the person in charge of … Aaron Ross Author: Predictable Revenue
Notas del editor
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- 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
- Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- Under intense scrutiny?
- “I’m a sales coach”We help companies triple
- SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation