Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive

Create Predictable, Scalable Sales Revenue

Aaron Ross@motoceoAuthor of Predictable Revenue

Jim Williams@influitiveVP of Marketing at Influitive, the advocate marketing experts

Award-Winning#1 Bestseller

Called“The Sales Bible Of

Silicon Valley”

Aaron Ross

$100M @ Salesforce.com

Father of 7

25 hour workweek

www.PredictableRevenue.com/Triple

• Repeatedly blown out their sales goals

• Created predictable sales machines

• Developed amazing sales talent

With These Ideas, Companies -

Fatal Mistake:Growing revenue by hiring salespeople

1

• 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”

3 Lead Types: Seeds, Nets & Spears

Seeds: Turn Your Funnel into an Hourglass

Example Customer Success Dashboard

Nets: Example Marketing Funnel

Spears: Example Outbound Funnel

#predictablerevenue | @influitive |

#advocatemktg

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.


#advocatemktg

Sales cycle image

75% of the buying process is complete

before a B2B prospect contacts a company


#advocatemktg

Leverage Your Advocates


#advocatemktg


#advocatemktg

Love


#advocatemktg

Status


#advocatemktg

Access


#advocatemktg

Knowledge


#advocatemktg

Community


#advocatemktg

209 referral leads in six months.164 product reviews

260 sales references

Twitter engagement +106%. Content shares +45%.

Success stories +500%.


#advocatemktg


#advocatemktg

Here’s how:


#advocatemktg

Fatal Mistake:Multi-tasking salespeople2

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).

Specialization = Focus

Specialization = Predictability

Insights Scalability Talent / Farm Team System

You will struggle without specialization.

Specialize & Farm More Talent

• Create a farm team system• Lower risk, cost• Faster ramp times• Better sales, service, success

When to Hand Off Outbound Leads

Success tastes sweet!

Want more?

www.PredictableRevenue.com/Triple

www.PredictableRevenue.com

[email protected]@motoceo

Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive

Marketing

Transcript of Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive