Webinar with Aaron Ross, Author of Predictable Revenue and Jim Williams, VP Marketing of Influitive
1. Create Predictable, Scalable
Sales Revenue
Aaron Ross
@motoceo
Author of Predictable Revenue
Jim Williams
@influitive
VP of Marketing at Influitive,
the advocate marketing
experts
12. • 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”
26. 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
27. Sales cycle image
75% of the buying
process is complete
before a B2B prospect
contacts a company
43. 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” and
send search results to any skeptics (e.g. investors).
He’ll take his older kids on speaking trips, including when his 10 year old daughter helped him keynote the Sales Hacker Conference
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
Shopping mall story
What’s different for each: ICP, leadgen process, response process, funnels & metrics
Orange – whether you have marketing team or do it yourself
Green – prosepcting
Yellow - closing
Build your personal brand on social media
Build your network on social media – build authentic relationships
Content is currency – use content to sell
Listen, don’t talk – and use social media
Measure results
WTF does that mean?
Risk – that sinking feeling that
Yes: Love v2
YES: Fame/Recognition/Status
YES: Access
YES: Knowledge
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
“hey tell this to my boss”
Need to chunk your time – at least 2 hours for prospecting
“hey tell this to my boss”
This illustrates the baton pass.
Further illustrates the fact that AE’s are separate from prospectors.
Prospector is doing the read, the closer is doing the blue and there is handoff.
Very defined process to make it work seamlessly.
Orange – whether you have marketing team or do it yourself
Green – prosepcting
Yellow - closing