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.

#predictablerevenue | @influitive |

#advocatemktg

Sales cycle image

75% of the buying process is complete

before a B2B prospect contacts a company

#predictablerevenue | @influitive |

#advocatemktg

#predictablerevenue | @influitive |

#advocatemktg

Huh?

Leverage Your Advocates

#predictablerevenue | @influitive |

#advocatemktg

#predictablerevenue | @influitive |

#advocatemktg

Love

#predictablerevenue | @influitive |

#advocatemktg

Status

#predictablerevenue | @influitive |

#advocatemktg

Access

#predictablerevenue | @influitive |

#advocatemktg

Knowledge

#predictablerevenue | @influitive |

#advocatemktg

Community

#predictablerevenue | @influitive |

#advocatemktg

209 referral leads in six months.164 product reviews

260 sales references

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

Success stories +500%.

#predictablerevenue | @influitive |

#advocatemktg

#predictablerevenue | @influitive |

#advocatemktg

Here’s how:

#predictablerevenue | @influitive |

#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

aaron@PredictableRevenue.com@motoceo