Date post: | 07-May-2015 |
Category: |
Marketing |
Upload: | influitive |
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Create Predictable, Scalable Sales Revenue
Aaron Ross@motoceoAuthor of Predictable Revenue
Jim Williams@influitiveVP of Marketing at Influitive, the advocate marketing experts
Award-Winning#1 Bestseller
Called“The Sales Bible Of
Silicon Valley”
Aaron Ross
$100M @ Salesforce.com
Father of 7
25 hour workweek
www.PredictableRevenue.com/Triple
• Repeatedly blown out their sales goals
• Created predictable sales machines
• Developed amazing sales talent
With These Ideas, Companies -
Fatal Mistake:Growing revenue by hiring salespeople
1
• 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”
3 Lead Types: Seeds, Nets & Spears
Seeds: Turn Your Funnel into an Hourglass
Example Customer Success Dashboard
Nets: Example Marketing Funnel
Spears: Example Outbound Funnel
#predictablerevenue | @influitive |
#advocatemktg
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
Sales cycle image
75% of the buying process is complete
before a B2B prospect contacts a company
#predictablerevenue | @influitive |
#advocatemktg
#predictablerevenue | @influitive |
#advocatemktg
Huh?
Leverage Your Advocates
#predictablerevenue | @influitive |
#advocatemktg
#predictablerevenue | @influitive |
#advocatemktg
Love
#predictablerevenue | @influitive |
#advocatemktg
Status
#predictablerevenue | @influitive |
#advocatemktg
Access
#predictablerevenue | @influitive |
#advocatemktg
Knowledge
#predictablerevenue | @influitive |
#advocatemktg
Community
#predictablerevenue | @influitive |
#advocatemktg
209 referral leads in six months.164 product reviews
260 sales references
Twitter engagement +106%. Content shares +45%.
Success stories +500%.
#predictablerevenue | @influitive |
#advocatemktg
#predictablerevenue | @influitive |
#advocatemktg
Here’s how:
#predictablerevenue | @influitive |
#advocatemktg
Fatal Mistake:Multi-tasking salespeople2
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” andsend search results to any skeptics (e.g. investors).
Specialization = Focus
Specialization = Predictability
Insights Scalability Talent / Farm Team System
You will struggle without specialization.
Specialize & Farm More Talent
• Create a farm team system• Lower risk, cost• Faster ramp times• Better sales, service, success
When to Hand Off Outbound Leads
Success tastes sweet!
Want more?
www.PredictableRevenue.com/Triple