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How Silicon Valley’s Fastest Growing Companies Add a $100m in RevenueRod Sloane Sales & Marketing Alignment Group
About RodWorked for IBM, CA, BAT, BT & BCPD
Roles Sales, Marketing, Business Development
Author 2 books, Sales & Marketing Alignment Podcast
Married, live in Ealing, play tennis and support Blackpool FC
Core Process "Showing Up"
"We started with nothing, and Predictable Revenue is what started and drives our growth. Even though we’re screwing it up we’re still growing 100% a year.”
Damien StevensCEO, Servosity
This morning's One Thing!
Could you triple your Pipeline/ hit $100m Revenue with the principles explained in Predictable Revenue?
Consistent Scalable
$0 outbound to $15 million per quarter
Fastest Growing Private Company
Tim BertrandVP Worldwide Sales
Acquia
What does it take to
become the fastest growing private
software company in
North America?
Create all the qualified leads
that you'll need
With Predictable
Scalable Lead Gen you can
create Predictable Revenue &
Growth
Start with More Awareness
Do your executive team and board know how much new qualified pipeline the company needs to generate each month?
Is this "new pipeline generated per month" number tracked at board level?
Common Language
Cold Calling 2.0?!?
Prospecting into cold accounts to generate new business without any cold calls.It’s a process and system to generate “Predictable Results”
companies again and again have...
• tripled their growth rate with repeatable leaden
• stopped "hoping"; starting knowing
• created predicable, scalable growth
• developed amazing sales talent
Show me the Money!
$1m to $20m in 3 years, 80% from 2.0
grew pipeline by 400% in 12 Months
grew pipeline 300% < 90 Days
Are you ready to grow?
Who is your ideal customer?
Why does your ideal customer buy from you?
How confident are you that your ideal customer will be more successful using your product?
The Litmus Test
"If you got more meetings, with the right kind of prospects...what is your confidence level that you would sign up new customers that...would be happy with your service?"
Three Types of Leads
Three Types of Leads
Three Types of Leads
Three Types of Leads
1. fatal mistakeafraid to pick a niche(& get rich)
The Quiz!!The Quiz!!
How do Sales People define a Qualified Lead?
1. Buyer in target market willing to meet
2. Budget, Authority, Need & Timeframe
3. Authority, Need backed by trigger event
4. Contract and pen in hand, press hard
6%
53%
73% of Major Purchases
NOT
budgeted at start of year
Demand Gen Report
Statistics for Qualified Leads
10% will close within first three months
Another 16% will close within six months
Another 19% will close within one year
45% of all Qualified Leads buy within a year
How effective is your company at staying on top of qualified leads?
Grown 1500% in 3 years
What advice would you
give businesses
keen on growing fast?
Make selling easy.
Be relentless about going out and
finding customers.
1. fatal mistakeafraid to pick a niche(& get rich)
1. fatal mistakeafraid to pick a niche(& get rich)
Thought for the Day
Could you triple your Pipeline with the principles explained in Predictable Revenue?
What you need to have
• B2B product that sells for $6K+
• Message
• Target market
• ROD
• (Resource, Organisation & Discipline)
• CRM :SFDC
• Data: LinkedIn and SalesLoft
Your Options?• Do nothing and miss out on your
$100M+!!
• DIY
• Hire a Consultant
• Outsource
• Join an Online Group Programme
• Email [email protected] for details
