1) Selling effectively requires working smarter, not just harder, through practicing proven methodologies and techniques as a team. 2) New approaches emphasize understanding customers' needs and helping them buy, rather than direct selling, as well as optimizing for mobile and high-velocity deals. 3) Tools, resources, and ongoing coaching are provided to representatives to continuously improve performance through studying best practices, role playing scenarios, and teaching each other.

1. SELLING IS A TEAM SPORT
The need for you to work smarter
not harder and how to do it.

2. The future isn’t
a place we are
going to go, it is
a place that you
get to create.
Nancy Duarte
““

3. Boyan Slat’s Dream
THEOCEANCLEANUP
www.oceancleanup.com
Boyan Slat’s Dream
Pictures from @oceancleanup

4. To get rid of the plastic in the oceans
THEOCEANCLEANUP
www.oceancleanup.com
Pictures from @oceancleanup

5. Design it!
THEOCEANCLEANUP
www.oceancleanup.com
Pictures from @oceancleanup

6. Build it!
THEOCEANCLEANUP
www.oceancleanup.com
Pictures from @oceancleanup

7. Solve it!
THEOCEANCLEANUP
www.oceancleanup.com
Pictures from @oceancleanup

8. THEOCEANCLEANUP
www.oceancleanup.com
Pictures from @oceancleanup
?What about us?

9. THEOCEANCLEANUP
www.oceancleanup.com
Pictures from @oceancleanup
?What about us?
How can we
change the
world

10. SMARTER
HARDERnot just
work

11. SaaS is
the world
CH NGING

12. Who can start a company?
Anno 1999
A few large corporations
Today
Anyone working together on an idea

13. changehow we manage people
But we must

14. 101“Boss” Manual
GOAL
set a
$ $

15. 101“Boss” Manual
QUOTA
handout

16. 101“Boss” Manual
ACTIVITY
measure

17. 101“Boss” Manual
incentivize
with

18. 101“Boss” Manual
1 2 43
goal quota measure pay

19. 80s
Helloooooo the
called..
They want back

20. 101
SH W UP
Employee Manual
just

21. 101Employee Manual
work

22. 101Employee Manual
hit your

23. 101follow the
Employee Manual
M NEY
They want you to

24. WORK HARD GET PAID
Management
Performer

25. HUMAN
Of course
I want to
get paid.
I’m only

26. YOU
How does this impact
YOU

27. We need you to be our
SUPERSTARSSUPERSTARS

28. Power you with
TOOLS

29. Olá, Jacco
Tudo bom? Você que acompanha conceitos modernos de
vendas B2B, já deve ter ouvido falar no Receita Previsível,
a metodologia para prospecção de novos clientes super
conceituada mundialmente, e cada vez mais implantada
por empresas brasileiras.
A cada dois meses, nós do time do Aaron Ross no Brasil
(autor da metodologia) reunimos gestores comerciais que
querem montar ou refinar uma estrutura de prospecção
seguindo a metodologia Receita Previsível. Aproveito pra
compartilhar que estamos nas últimas vagas dessa
próxima turma do nosso Programa de Aceleração em
Prospecção para gestores, que começa dia 21 de Agosto.
Clique aqui para ver mais detalhes sobre o programa.
E por último, mas não menos importante...
Fique à par dos nossos próximos eventos! A próxima data
será em Belo Horizonte (dia 5 de setembro). Para outras
cidades, clique aqui.
Abraço, e boa leitura!
S
R
P
S
C
I
T

30. T-SHIRTS
We suit you up in uniforms
jackets, socks, and shoes
T-SHIRTS

31. COFFEE
We provided you with
and ping-pong
COFFEE

32. SUPERSTARS
And we turned our
Into email robots
SUPERSTARS

33. DECLINE
MQL
SQL
SAL
MRR
CAC
LTV
ARR
GROWTHGROWTH

34. And now
are fired
YOUYOU
And now

35. FAILURE
WE SCALED
NOT SUCCESS
FAILURE
WE SCALED

36. BLAHBLAH
It’s all the exact same
It’s all the exact same

37. A new approachA new approach
Smarter
Work
Harder
Work
Harder
Work
Smarter
Work

38. There are
CHANGES
Working in our favor
1
2
3 4
5
6

39. Change 1: A New Game
BUYING NOT SELLING

40. Sales

41. Sales

42. Listen to
customers
help your customers to buy
Stop the selling instead

43. Change 2: A New Playing Field
MOBILE NOT ONLINE

44. and not the desktopand not the desktop
Must optimize for mobile use

45. Change 2: A New Playing Field
MOBILE NOT ONLINE

46. Change 3: A New Speed
HIGH VELOCITY

47. Anno 2008: 9 to 18 months
Anno 2018: 1 to 90 days

48. Change 4: A New Science
Add, Multiply, Exponential

49. Metodologia de Vendas SaaS
Educação Seleção
# SQLs# MQLs# PROSPECTS # COMMIT # LIVEs $ ARR $ LTV
Setup Uso Expansão
A
Conscientização
B C D E FP $x x x x x x =

50. 10%improvement
7moments
Y
In Math We Trust

51. 7
1.1 =(1.95)
2
In Math We Trust

52. Change 5: New Rules
WHY I WORK

53. • Meaningful work
• Great management
• Fantastic environment
• Growth opportunity
• Trust in leadership

54. Change 6: Moments that Matter
POPSICLE HOTLINE

55. 3,292 reviews, #4 of 357 in LA
The Magic Castle

56. ?

57. Change 7: A New Player
YOU

61. Buying
not selling
Mobile
not desktop
Faster
not more
New Rules
Meaning not just Profit
Power of You
Smarter not Harder
Key Moments
Not micro management
New Science
X^Y not X+Y

62. How to:
WORK SMARTER
not harder

63. 1 2 3Study Practice Coach
HOW TO
WORK SMARTER IN 3-STEPS

64. PROCESSO
DECISÓRIO
TEMPO
ENGAJAMENTO
Resuma para ver
se entendeu certo
IMPACTO
EVENTO
CRÍTICO
SITUACIONAL
DOR
+2 min +5 min -5 min Final
ABERTURA
PREPARE
ACE
AGENDA
WAGON/
CONEXÃO
FECHAMENTO
HISTÓRIA
ENFATIZE
RESUMA
S
S
I
CE D
P
t=0
HOW TO WORK SMARTER
#1 Study Best Practices

65. HOW TO WORK SMARTER
#2 Practice as a Team: 10% in the class room

66. HOW TO WORK SMARTER
#2 Practice as a Team: 20% in role play

67. HOW TO WORK SMARTER
#2 Practice as a Team: 70% in real life scenarios

68. HOW TO WORK SMARTER
#3 Each One Teach One

69. 1 2 3Practice
10/20/70
Coach
E1T1
HOW TO
WORK SMARTER IN 3-STEPS
Study
Blueprints

70. You have to do this yourself
work as a team

71. The Winning By Design
ONLINE TOOL KIT
to help you work smarter

72. #1 RESOURCE
METHODOLOGY

73. #2 RESOURCE
METHODOLOGY

74. #3 RESOURCE
BLUEPRINT DESIGNS

75. #4 RESOURCE
BLUEPRINT DESIGNS

76. 1 2 3
RESOURCES
TO HELP YOU
Practice
10/20/70
Coach
E1T1
Study
Blueprints

77. your turn…

78. I U
Watch the next video. These people do not do this because
someone told them to. They did this because they love what
they do. Share your love of communicating with your
customers and you’ll succeed, in business and in life.
Watch the next video. These people do not do this because
someone told them to. They did this because they love what
they do. Share your love of communicating with your
customers and you’ll succeed, in business and in life.

79. SELLING IS A TEAM SPORT
The need to work smarter not harder and how to do it
SELLING IS A TEAM SPORT
The need to work smarter not harder and how to do it