Diese Präsentation wurde erfolgreich gemeldet.
Die SlideShare-Präsentation wird heruntergeladen. ×

Painful Sales Truths

Ad

painful sales truths
- sales hacker STL april 2015 -
aaron ‘air’ ross / @motoceo

Ad

#1 award-winning
bestseller
called
“The Sales Bible Of
Silicon Valley”

Ad

the “hot coals”

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Ad

Wird geladen in …3
×

Hier ansehen

1 von 76 Anzeige
1 von 76 Anzeige
Anzeige

Weitere Verwandte Inhalte

Diashows für Sie (19)

Ähnlich wie Painful Sales Truths (20)

Anzeige

Weitere von Sales Hacker (20)

Anzeige

Painful Sales Truths

  1. 1. painful sales truths - sales hacker STL april 2015 - aaron ‘air’ ross / @motoceo
  2. 2. #1 award-winning bestseller called “The Sales Bible Of Silicon Valley”
  3. 3. the “hot coals”
  4. 4. www.PredictableRevenue.com/triple
  5. 5. aaron ross $100m @ salesforce.com father of 5+2 20-30 hour workweek
  6. 6. • crushed both $1m & $100m+ sales goals • created $1b predictable sales machines • developed amazing talent with these ideas, companies have…
  7. 7. painful truth: when salespeople fail, it’s your fault, not theirs 1
  8. 8. 1. sales team churn of >10%? 2. regularly missed sales goals?
  9. 9. what’s it take to scale a team?
  10. 10. how much is it the people vs. your systems?
  11. 11. 2 painful truth: “getting more leads” isn’t your main problem
  12. 12. _______ 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
  13. 13. confusion => “no!” but they say: “later” “maybe” “i don’t know” “send me more information”
  14. 14. what do customers want? people don’t care what you do... they care about what you can do for them
  15. 15. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
  16. 16. “nail your niche” to get rich 1. popular point of pain (need, not want) 2. tangible results 3. believable solution 4. identifiable targets 5. unique genius
  17. 17. painful truth: you have to assume “build it and they’ll come” is a fairy tale 3
  18. 18. • 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 • details on the 3 types of leads leadgen is your “big lever”
  19. 19. 3 types of leads
  20. 20. seeds: turn your funnel into an hourglass
  21. 21. example customer success triggers - contract data - support interactions - billing / payment history - product and feature usage - marketing engagement - survey feedback - sponsor changes
  22. 22. three SaaS customer success metrics 15% 0% $2M
  23. 23. #1 customer success tip invest bigger, faster! “customer success is 5x sales” - co-author jason lemkin
  24. 24. nets: example marketing funnel
  25. 25. Some favorite marketing tactics • vp marketing needs a “Lead Commit” • #1 metric: “Pipeline Velocity Rate” • make it personal free details: PredictableRevenue.com/triple
  26. 26. ps – you sound like everyone else is your “marketing personality” more like: • spock • a clown • a windbag combine DATA + HUMANITY
  27. 27. “make it personal” A/B test
  28. 28. spears: example outbound funnel
  29. 29. PredictableRevenue.com/acquia
  30. 30. outbound pros & cons • pro: can drive very predictable, fast growth • pro: get into bigger companies • pro: source bigger deals (3x-10x inbound) • pro: perfect complement to inbound marketing • con: not for everyone
  31. 31. sales email fails 1. too long 2. confusing 3. flexible truth 4. boring 5. vague calls to action
  32. 32. sales email fails chant this mantra: “simple to understand, easy to answer”
  33. 33. what outsourcing isn’t
  34. 34. outsourcing - reality for smaller companies… a replacement for fast growth companies… an accelerator a complement
  35. 35. outsourcing CAN work (done right) aka Carb.io
  36. 36. painful truth: your pipeline is an illusion4
  37. 37. • lots of opportunity • momentum • may help you beat goals what’s great about a busy pipeline?
  38. 38. • busyness feels productive (even if it isn’t) • avoid reality • customers get worse service what’s wrong with a busy pipeline?
  39. 39. it’s another reason to specialize
  40. 40. specialization = focus
  41. 41. challenge: brutal honesty can be hard
  42. 42. how often do you hear a clear “no”? • “later” • “maybe” • “we’re going to consider it” / “let me get back to you” • “yes” • “can you send me more materials”
  43. 43. • people want approval • embarrassment of not knowing • the truth can lead to failure, burst bubbles & rejection why people can fear truth
  44. 44. the problem • without a (brutally) honest pipeline, you have a lot of maybe • uncertainty => anxiety / desperation
  45. 45. the problem part 2 • anxiety / desperation => • people cling to anything with an imagined heartbeat • happens in love too 
  46. 46. practice getting to difficult truths!
  47. 47. your job (as rep or manager) 1) find out the TRUTH / “why” 2) help them move on or out
  48. 48. assuming “no” • “yes” means “yes” • assume anything else (“later / maybe / consider it”) means “no / not interested” • Can you find out why? – not a fit / they don’t see the value / truly not the right time / don’t have the right person…?
  49. 49. make truth easier 1. no guilt – by managers to reps – by reps to prospects 2. lower hurdles to honesty with ‘easy outs’ 3. ask hard questions – in friendly ways – non-threatening, curious – challenging them => defensiveness
  50. 50. helpful, not challenging * do you have buy-in yet from the CEO? * where are you in your decision? vs. * what would it take to get this done by month- end?
  51. 51. curious, not challenging * is this a priority? vs. * what else is more important right now? * on a scale of 1-10, how important is it to get done, or done by ____?
  52. 52. investigative, not challenging * who’s the decision maker? vs. * who else is typically involved in deciding & budgeting something like this?
  53. 53. give them easy outs (friendly challenge) • aka “break up emails” • “i’ll assume this isn’t the right time [of interest | a priority | a good fit], unless I hear otherwise…”
  54. 54. hard questions • just do it & ask when you need to – better to “blurt” than do nothing • don’t turn it into a big deal – Desperation vs. Information – like asking for directions, or about the weather
  55. 55. learn to see truth (especially painful truth) as delicious
  56. 56. the best part about the painful truth (whether in love or money) • you know one way or the other, • can move outta denial & • see clearly what needs to happen next
  57. 57. sales challenges: how much is it the people vs. you?
  58. 58. 1. what’s really causing high sales team attrition, missed goals? 2. nail a niche to get rich 3. specialize your people 4. seeds: more customer success investment 5. nets: marketing needs a Lead Commit 6. spears: product companies who have any $20k+ customers should be doing outbound 7. practice getting to the painful truth So – in rough order...
  59. 59. www.PredictableRevenue.com/triple
  60. 60. PredictableRevenueBundle.com (soon)
  61. 61. QUESTIONS?
  62. 62. @motoceo Facebook.com/predictable-revenue PredictableRevenue.com/triple videos: Learn.PredictableRevenue.com Aaron Ross aaron@predictablerevenue.com

Hinweis der Redaktion

  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Shopping mall story
  • “I’m a sales coach”
    We help companies triple
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Shopping mall story
  • What’s different for each: ICP, leadgen process, response process, funnels & metrics
  • 20 signups vs 60 signups
  • Orange – whether you have marketing team or do it yourself
    Green – prosepcting
    Yellow - closing
  • “hey tell this to my boss”
  • “hey tell this to my boss”
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Need to chunk your time – at least 2 hours for prospecting
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor

×