How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
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How Your Startup Can Build a Scalable Outbound Sales Machine - Senator Club/Aaron Ross
- 1. create predictable, scalable sales revenue aaron ross / @motoceo
- 2. #1 award-winning Bestseller Called “The Sales Bible Of Silicon Valley”
- 6. aaron ross $100m @ salesforce.com father of five+ 20-30 hour workweek
- 10. 1 fatal mistake: afraid to pick a niche (& get rich)
- 11. afraid to focus on a niche? • “boring” • “too small” • “not sexy” • “limiting”
- 12. feel like you’re just banging around?
- 13. _______ 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
- 17. what are you the King/Queen of? who’s been your ideal customer? get SPECIFIC SMALL clues!
- 18. fatal mistake: thinking sales team size drives growth 2
- 19. • 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”
- 23. 3 lead types: seeds, nets & spears
- 24. seeds: turn your funnel into an hourglass
- 25. example Customer Success dashboard
- 26. nets: example marketing funnel
- 27. spears: example outbound funnel
- 32. fatal mistake: creating a leading, next generation scalable, social platform crowdfunded glazed-eye jargonation 3
- 35. what do customers want? people don’t care what you do they care about what you can do for them
- 36. improve your messaging TODAY • “how do you help customers?” • “so what?” • “what’s so great about that?” (WSGAT)
- 37. sell ideas, not stuff 3. feature 2. benefit 1. idea
- 39. fatal mistake: not specializing sales roles (enough) 4
- 40. 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)
- 45. specialization = predictability insights scalability talent / farm team system you will struggle without specialization
- 47. fatal mistake: sales churn of 10%+5
- 48. what’s it take to scale a team?
- 49. how much is it the people vs. your systems?
- 50. grow your own talent • create a farm team system • lower risk, cost • faster ramp times • better sales, service, success
- 55. QUESTIONS?
Hinweis der Redaktion
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- Shopping mall story
- Shopping mall story If you were king
- 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
- Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- “I’m a sales coach”We help companies triple
- SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
- SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- “hey tell this to my boss”
- Need to chunk your time – at least 2 hours for prospecting
- Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
- At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
- Under intense scrutiny?