Aaron Ross talk from Inbound 2013

1. #INBOUND13
Create Predictable, Scalable Sales
Revenue
AARON ROSS
Author “Predictable Revenue”
@motoceo
www.linkedin.com/in/aaronross

2. Slides: PredictableRevenue.com/inbound

3. • 3 Fatal Mistakes
• Why Salespeople Shouldn’t Prospect
• What It Takes To Create Sales
Growth That Scales
Welcome

4. #1 Bestseller

5. Aaron Ross
• $100m @ SFDC
• Father of four+
• 25 hr workweek

6. Crossing The Hot Coals

7. Fatal Mistake:
Treating All Leads Alike1

8. 3 Lead Types: Seeds, Nets and Spears

9. Fatal Mistake:
Selling To The Wrong Prospects2

11. Fatal Mistake:
Making Salespeople Prospect3

12. • They aren’t any good at
it
• They don’t like it
• It’s not repeatable
Why Salespeople Shouldn’t Prospect
Google “Why Salespeople Shouldn’t
Prospect” and send it to your manager

14. When To Hand Off Outbound Leads

16. Fatal Mistake:
Mis-Hiring4

17. Builders Vs. Growers

18. • Grow your best future hires
• Lower risk, cost
• Faster ramp time
• Better client experience
Build A Farm Team System

19. • Enhance your inbound marketing
• Drive predictable results
• Triple your growth rate
• Be a great source of future all-around talent
Specialized Sales Roles + An Expert
Outbound Team Can…

20. Examples
1. +$10m in new pipeline last quarter
2. $1m to $20m in three years
3. 0% to 30% growth (adding $10m)

21. Want A Closer Look & Details?

22. #INBOUND2013
www.PredictableRevenue.c
om

23. QUESTIONS
?

24. @motoceo
www.LinkedIn.com/in/aaronross
aaron@PredictableRevenue.com
Contact Me