Rod Sloane, Sales & Marketing Alignement Group presentation at TechMeetups Masterclass ‘How Silicon Valley's Fastest Growing Companies Add a $100m in Revenue’

1. How Silicon Valley’s
Fastest Growing
Companies Add
a $100m in Revenue
Rod Sloane
Sales & Marketing Alignment Group

2. About Rod
Worked for IBM, CA, BAT, BT & BCPD
Roles Sales, Marketing, Business Development
Author 2 books, Sales & Marketing Alignment Podcast
Married, live in Ealing, play tennis and support
Blackpool FC
Core Process "Showing Up"

5. "We started with nothing, and Predictable
Revenue is what started and drives our growth.
Even though we’re screwing it up we’re still
growing 100% a year.”
Damien Stevens
CEO, Servosity

6. This morning's One Thing!
Could you triple your Pipeline/
hit $100m Revenue with the
principles explained in
Predictable Revenue?

8. $0 outbound to $15 million per quarter
Fastest Growing
Private Company

9. Tim Bertrand
VP Worldwide Sales Acquia
What does it
take to become
the fastest
growing private
software
company in
North America?
Create all the
qualified leads
that you'll need
With Predictable
Scalable Lead
Gen you can
create Predictable
Revenue &
Growth

10. Start with More Awareness
Do your executive team and board know how
much new qualified pipeline the company
needs to generate each month?
Is this "new pipeline generated per month"
number tracked at board level?
Common Language

11. Cold Calling 2.0?!?
Prospecting into cold accounts
to generate new business
without any cold calls.
It’s a process and system to
generate “Predictable Results”

13. companies again and again have...
• tripled their growth rate with repeatable leaden
• stopped "hoping"; starting knowing
• created predicable, scalable growth
• developed amazing sales talent

14. Show me the Money!
$1m to $20m in 3 years, 80% from 2.0
grew pipeline by 400% in 12 Months
grew pipeline 300% < 90 Days

15. Are you ready to
grow?
Who is your ideal customer?
Why does your ideal customer buy from you?
How confident are you that your ideal customer
will be more successful using your product?

16. The Litmus Test
"If you got more meetings, with
the right kind of prospects...what
is your confidence level that you
would sign up new customers
that...would be happy with your
service?"

17. Three Types of Leads

18. Three Types of Leads

19. Three Types of Leads

20. Three Types of Leads

22. 1. fatal mistake
afraid to pick a niche
(& get rich)

23. The Quiz!!The Quiz!!

25. How do Sales People define a Qualified Lead?
1. Buyer in target market willing to meet
2. Budget, Authority, Need & Timeframe
3. Authority, Need backed by trigger event
4. Contract and pen in hand, press hard
6%
53%

26. Statistics for Qualified Leads
10% will close within first three months
Another 16% will close within six months
Another 19% will close within one year
45% of all Qualified Leads buy within a year
How effective is your company at
staying on top of qualified leads?

27. Grown 1500% in 3 years
What advice
would you give
businesses
keen on
growing fast?
Make
selling
easy.
Be relentless about
going out and finding
customers.

34. 1. fatal mistake
afraid to pick a niche
(& get rich)

38. 1. fatal mistake
afraid to pick a niche
(& get rich)

41. Thought for the Day
Could you triple your Pipeline
with the principles explained
in Predictable Revenue?

42. What you need to have
• B2B product that sells for $6K+
• Message
• Target market
• ROD
• (Resource, Organisation & Discipline)
• CRM :SFDC
• Data: LinkedIn and SalesLoft

43. Your Options?
• Do nothing and miss out on your $100M+!!
• DIY
• Hire a Consultant
• Outsource
• Join an Online Group Programme
• Email rod@rodsloane.co.uk for details