webinar with aaron ross, author of predictable revenue and jim williams, vp marketing of influitive
DESCRIPTION
Webinar: Create Predictable, Scalable Sales Revenue Aaron Ross, Author of Predictable Revenue Jim Williams, VP Marketing, InfluitiveTRANSCRIPT
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Create Predictable, Scalable Sales Revenue
Aaron Ross@motoceoAuthor of Predictable Revenue
Jim Williams@influitiveVP of Marketing at Influitive, the advocate marketing experts
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Award-Winning#1 Bestseller
Called“The Sales Bible Of
Silicon Valley”
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Aaron Ross
$100M @ Salesforce.com
Father of 7
25 hour workweek
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www.PredictableRevenue.com/Triple
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• Repeatedly blown out their sales goals
• Created predictable sales machines
• Developed amazing sales talent
With These Ideas, Companies -
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Fatal Mistake:Growing revenue by hiring salespeople
1
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• Even with a perfect sales process or big sales team, if your lead gen is crummy, you’ll struggle
• With great leads, you can get everything else wrong & still do well
• There are 3 types of leads
Lead Gen is Your “Big Lever”
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3 Lead Types: Seeds, Nets & Spears
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Seeds: Turn Your Funnel into an Hourglass
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Example Customer Success Dashboard
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Nets: Example Marketing Funnel
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Spears: Example Outbound Funnel
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#predictablerevenue | @influitive |
#advocatemktg
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60% of tech B2B customers search for peer testimonials on products
84% of B2B decision makers start their buying process with a referral from a trusted peer.
#predictablerevenue | @influitive |
#advocatemktg
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Sales cycle image
75% of the buying process is complete
before a B2B prospect contacts a company
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#predictablerevenue | @influitive |
#advocatemktg
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#predictablerevenue | @influitive |
#advocatemktg
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Huh?
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Leverage Your Advocates
#predictablerevenue | @influitive |
#advocatemktg
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#predictablerevenue | @influitive |
#advocatemktg
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Love
#predictablerevenue | @influitive |
#advocatemktg
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Status
#predictablerevenue | @influitive |
#advocatemktg
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Access
#predictablerevenue | @influitive |
#advocatemktg
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Knowledge
#predictablerevenue | @influitive |
#advocatemktg
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Community
#predictablerevenue | @influitive |
#advocatemktg
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209 referral leads in six months.164 product reviews
260 sales references
Twitter engagement +106%. Content shares +45%.
Success stories +500%.
#predictablerevenue | @influitive |
#advocatemktg
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#predictablerevenue | @influitive |
#advocatemktg
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Here’s how:
#predictablerevenue | @influitive |
#advocatemktg
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Fatal Mistake:Multi-tasking salespeople2
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Why Salespeople Should Not Prospect
• They aren’t any good at it• They don’t like it• It’s not repeatable
Google “Why Salespeople Shouldn’t Prospect” andsend search results to any skeptics (e.g. investors).
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Specialization = Focus
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Specialization = Predictability
Insights Scalability Talent / Farm Team System
You will struggle without specialization.
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Specialize & Farm More Talent
• Create a farm team system• Lower risk, cost• Faster ramp times• Better sales, service, success
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When to Hand Off Outbound Leads
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Success tastes sweet!
Want more?
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www.PredictableRevenue.com/Triple