Predictable Revenue for SMB SaaS: Lessons from 10,000 sales meetings (Collin Stewart)

lessons learned booking 10k meetingsin one presentation.

Collin StewartCEO @ Predictable Revenue

10,000meetings booked over email in 2016

forniche software & services companies selling to SMBs

things i didn’t knowsecret PR formulasocial proof is key, inbound vs outbound,quality vs quantity, importance of a niche

mostly to SMBs

there’s this book…

“cold email doesn’t work!” - me. (facepalm)

1 customer.and it was the same one we already had.

me, on the phone.

+ four others

“probably won’t work…”

1.secret formula to Predictable Revenue is…

consistent top of funnel +

consistent process

5 to 15 customers2 months

no successtalked about features

great successtalked about customers

2.social proof is critical.

$10k - $84k MRR12 months

inbound vs.outbound

3.specialize your sales roles… don’t juggle.

$84k - $167k MRRlonger than a year

4. focus on quality first, then quantity.

Niche workbookhttp://predictablerevenue.com/niche

http://predictablerevenue.com/niche

5.7x improvement in results by niching down.

““Our plans miscarry because they have no aim. When a man does not know what harbour he is making for, no wind is the right wind.”

- Seneca

bonusthe CEO sets the sales strategy.

things i sharedsecret PR formulasocial proof is key, inbound vs outbound,quality vs quantity,importance of a niche

steal my learningmake new mistakes

thank [email protected]@collinYVR

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