CEOFlow March 13 Sketches

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Aaron Ross

Business

Aaron Ross ,[object Object],[object Object],[object Object],[object Object],[object Object]

Aaron Ross ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Three Ways CEOFlow Helps CEOs

1. Revenue Lead generation Sales Customer Success

Example Spear: ColdCalling 2.0 Incremental

Cultivating Seeds ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What Is Your Unique Genius? How are you uniquely different, in what, how, or why you do what you do, in ways with which customers connect?

Prospects Don’t Care About… ,[object Object],[object Object],[object Object],[object Object],[object Object]

Magnets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Immediate leadgen ,[object Object],[object Object],[object Object],[object Object],[object Object]

Separate the core functions “ Outbound” Customer Success & Renewal Sales Frontline Sales Organic & Marketing Leads “ Inbound” Qualified Opportunities New Customers

Having Trouble Closing? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The 3:15 Sales Process ,[object Object],[object Object],[object Object],[object Object],[object Object]

2. Space Predictability Self-managing systems

___ 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 $___ Monthly Metrics

Self-Managing Systems: Semco ,[object Object]

3. Enjoyment Motivation Inspiration Creativity

Example: Zappos! ,[object Object],[object Object],[object Object],[object Object]

NO SURPRISES! ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

PebbleStorm: “Make money through enjoyment”

Notes from CEOFlow call 10.21 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Notes from CEOFlow call 10.21 ,[object Object],[object Object],[object Object]

“ Sell to Success” ,[object Object],[object Object],[object Object],[object Object],(Close) 1. “What are your goals?” DISCOVERY 2. “Should we work together?” BUSINESS CASE 3. “How we will work together” SUCCESS PLAN 4. “Handshake” AGREEMENT 6. “Ongoing success” 5. “Get started”

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CEOFlow March 13 Sketches

1. PebbleStorm: CEOFlow

6. CEOFlow: Help CEOs Cross The Hot Coals

7. Business Is Shifting To Attraction

10. 1. Revenue Lead generation Sales Customer Success

11. Example: Salesforce.com

12. Distinguishing types of leads

13. Example Spear: ColdCalling 2.0 Incremental

14.

15. What Is Your Unique Genius? How are you uniquely different, in what, how, or why you do what you do, in ways with which customers connect?

16.

17. Layers of the Onion

18. “ Squirrel Feeding”

19.

20. /Magnets /Seeds

21.

22. Separate the core functions “ Outbound” Customer Success & Renewal Sales Frontline Sales Organic & Marketing Leads “ Inbound” Qualified Opportunities New Customers

23. Ideal Customer Profiles

24. Ideal Customer Profile

25.

26.

27. Do Enough Customers Renew?

28. How most companies sell

29. “ Sell To Renewal”

30. Danger Zone

31. 2. Space Predictability Self-managing systems

32. Customer lifecycle waterfall

33. ___ 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 $___ Monthly Metrics

34.

35. Stress source: Multiplying problems

36. 3. Enjoyment Motivation Inspiration Creativity

37. Trust => extraordinary growth

38.

39. The CEO Starts The Ripple

40. Sweetspot

41. The CEO’s alignment matters

42.

43. Stress source

44. Enjoyment map

45. Conscious “Push” v “Pull” choices