Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue Visit SalesHacker.com for more sales hacks, tips, and tactics.

1. create predictable, scalable
sales revenue
aaron ross / @motoceo

2. #1 award-winning
Bestseller
Called
“The Sales Bible Of
Silicon Valley”

5. the “hot coals”

6. www.PredictableRevenue.com/triple

7. aaron ross
$100m @ salesforce.com
father of five+
20-30 hour workweek

12. fatal mistake:
sales churn of 10%+
(blaming people, not systems)
1

13. what’s it take to scale a team?

14. how much is it the people vs. your systems?

15. 2
fatal mistake:
afraid to pick a niche
(& get rich)

16. afraid to focus
on a niche?
• “boring”
• “too small”
• “not sexy”
• “limiting”

17. feel like you’re just
banging around?

18. _______ 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.
speaking to everyone = no one can hear

22. what are you the
King/Queen of?
who’s been your ideal
customer?
where can you win
easily?
get SPECIFIC
SMALL clues!

24. fatal mistake:
thinking sales team size
drives growth
3

25. • even with a perfect sales process or big sales
team, if your leadgen is crummy, you’ll struggle
• with great leads, you can get everything else
wrong & still do well
• there are 3 types of leads
leadgen is your “big lever”

29. 3 lead types: seeds, nets & spears

30. seeds: turn your funnel into an hourglass

31. three saas success metrics
15%
0%
$2M

32. example Customer Success dashboard

33. nets: example marketing funnel

34. inbound marketing tips
• Remember it ain’t free
• Become an expert at one primary method
– Ex: InsideSales.com @ webinars
• Partner marketing is effective & simple
– Make a list: who do you know or admire?
• Realistic expectations on lead size, quality
• Don’t pass leads straight to salespeople

35. spears: example outbound funnel

39. www.PredictableRevenue.com/acquia

40. fatal mistake:
creating a leading, next
generation scalable, social
platform crowdfunded glazed-eye
jargonation
4

43. _______ 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.
speaking to everyone = no one can hear

44. what do customers want?
people don’t care what you do
they care about what
you can do for them

45. improve your messaging TODAY
• “how do you help customers?”
• “so what?”
• “what’s so great about that?” (WSGAT)

46. sell ideas, not stuff
3. feature
2. benefit
1. idea

47. PredictableRevenue.com/matrix

48. fatal mistake:
not specializing sales roles
(enough)
5

49. 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”
& send to skeptics (like investors)

52. specialization = focus

54. specialization = predictability
insights
scalability
talent / farm team system
you will struggle without specialization

57. So – is the problem your people,
or your systems?

58. 1. Focus on your sales system, not sales people
2. What can you win at easily?
3. Seeds, nets spears – focus on one at a time
4. If you have any customers worth >$10,000, build an
outbound prospecting team
5. When people ask you what you do today, pretend
they asked “how do you help customers?”
6. How can you further specialize (focus) you or your
salespeople?
So -

59. want more?

60. on Amazon.com
paperback
kindle
audiobook

61. www.PredictableRevenue.com/triple

62. QUESTIONS?

63. www.PredictableRevenue.com
aaron@PredictableRevenue.com
@motoceo
www.LinkedIn.com/in/aaronross
contact