This document summarizes key ideas from the book and webinar "Predictable Revenue" about modernizing sales processes. Some of the main points covered include: treating leads differently based on their quality rather than all the same; having salespeople specialize in closing deals rather than wasting time on low-quality prospecting; and using simple, question-based prospecting emails rather than pitches to generate more qualified leads and repeatable growth. The author, Aaron Ross, has driven over $100 million in sales at Salesforce and advocates these newer rules to double qualified leads and sales without increasing headcount through building a prospecting machine without cold calling.

1. Predictable Revenue:
Why Salespeople Shouldn’t Prospect
PredictableRevenue.com

2. Welcome To The Webinar
• 3 keys to building your 2013 sales
machine
• How to build a prospecting machine
WITHOUT cold calling

3. Award-Winning
Bestseller
“…a masterpiece...I'm
certain your methods will
dominate the way sales
organizations operate for
the next 10 years."
Thomas Kattnigg, SVP Sales,
Pipeliner

4. Aaron Ross
• $100M @ Salesforce.com
• Father of four
• 25 hr workweek

5. The “Hot Coals”

6. Some Old Rules
• Double sales by doubling your
sales team
• Everybody prospects
• “How can I get them to buy?”

7. Some New Rules
• Double sales by doubling your
qualified leads
• Salespeople (closers) shouldn’t
prospect
• “What problem can we solve?”

8. Fatal Mistake #1
Treating All Leads Alike

9. 3 Lead Types: Seeds, Nets & Spears

10. Fatal Mistake #2
Wasting Your Time With
The Wrong Prospects

12. Fatal Mistake #3
Making Salespeople Prospect

13. 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” and send it to
your manager

16. Prospecting Emails
• Short and sweet – iPhone-sized
• Think “Squirrel Feeding”
• Ask simple-to-answer questions
• Use the referral approach
• DON’T “SELL” or “PITCH”!

17. These Ideas Work
• +$4m in new pipeline this quarter
• $1 million to $20 million in three years
• 0% growth to 30% in a year (adding $10m)
“It is great to read to read the theory, but
when you see the actual results coming
through, it's incredible.” - Paul CRO Ceros

18. #1 Takeaway Idea
• SPECIALIZE

19. Learn More / Buy The Book
• Predictable Revenue is on Amazon
– $9 paperback, $1 Kindle
• Plus tons of detailed information in the
“Triple Your Pipeline Guide” at:
www.PredictableRevenue.com/triple

20. Q & A
@motoceo
www.PebbleStorm.com