Build A Sales Machine: Avoid The 7 Fatal Sales Mistakes & Double New Revenue

From A Salesforce.com Executive: How To Avoid The 7 Fatal Sales Mistakes CEOs And VP Sales Make & Double New Revenue

Aaron Ross - My Story ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Created A $100M Inside Sales Team At Salesforce.com A“Cold Calling 2.0” process and team that helped increase recurring revenue for Salesforce.com by $100 million & grew F5000 bookings by more than 60%

And Years Of Consulting/Advising

Why Am I Doing This? ,[object Object],[object Object],[object Object],[object Object]

What Works In Sales Has Changed ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],1.0 2.0 Sales Dev = 90% of prospecting Is there a mutual fit? Qualified opportunities / month Research, referral calls Authenticity works “ I learned a lifetime skill” Short and sweet text emails CRM multiplies productivity

The 7 Fatal Growth-Killing Sales Mistakes CEOs and VP Sales Make

1. Not Taking Responsibility For Understanding Sales & Leadgen ,[object Object],[object Object],[object Object],[object Object]

2. Thinking Salespeople Should Prospect (Make Salespeople Jacks-Of-All Trades) ,[object Object],[object Object],[object Object],[object Object]

Separate the Four Core Functions “ Outbound” Customer Success & Renewal Sales Frontline Sales Organic & Marketing Leads “ Inbound” Qualified Opportunities New Customers

3. Assuming Channels Will Do Your Selling For You ,[object Object],[object Object],[object Object],[object Object]

4. “Sales 1.0” Talent Approach (Hiring, Training, Incenting) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Chinese Proverb ,[object Object],[object Object],[object Object]

Train New Employees In Support/Services Intern With Services or Lead Qualification (2-4 Weeks) Call Stale Leads (1 Week) Call Fresh Leads / Stale Opptys (1-2 Weeks) Degree of Risk Time Call Cold Executives Example: training salespeople in non-sales roles

5. Being “Product-Out” Rather Than “Customer-In” ,[object Object],[object Object],[object Object],[object Object]

Nail Your Ideal Customer Profile ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

6. Sloppy Tracking And Measurement ,[object Object],[object Object],[object Object],[object Object],[object Object]

7. Command-And-Control (“Push”) Management ,[object Object],[object Object],[object Object],[object Object],[object Object]

CEOFlow: “Pull Management”

Bonus Mistake: Underinvesting in Customer Support ,[object Object],[object Object],[object Object],[object Object]

The CEO Is The Pebble In The Pond

Understanding Leads: Seeds, Nets & Spears

Distinguishing types of leads ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

___ Website Visitors ___ Leads (Registrations) ___ Qualified Leads ___ Qualified Opportunities $___ Pipeline $___ Bookings __% Conversion __% Accepted __% Converted $___ Avg /Oppty ___% Close SALES DEVELOPMENT SALES MARKETING Sales Cycle Length ____ __ Lead Qualification Reps per __ Leads per Month __ Account Execs per $__ Pipeline per Month Cost per Lead $___ Nets Funnel

Example Spear: ColdCalling 2.0 Incremental

Spears Funnel Add Target Accounts Add Contacts __ Call Connects __ New Opportunities __ Closed Deals Prepare Prospect Begin Sales Cycle Work Responses (9% Response Rate) __ Demos/Appointments Define Ideal Target Profile Send __ Cold Emails / Make __ Mapping Calls

Prospecting Emails: Less Is More ,[object Object],[object Object],[object Object],[object Object],[object Object]

Build A Sales Machine Coaching

The Transformation ,[object Object],[object Object],[object Object],[object Object]

Testimonial: WPromote ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Special 50% Offer Until 6pm Friday: Predictable Revenue Strategy & Action Plan Session ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Build A Sales Machine: Avoid The 7 Fatal Sales Mistakes & Double New Revenue

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