The objective of this article is to get you up to speed with Aaron Ross’s predictable revenue model. Whether you’re in sales or marketing it doesn’t matter, at the end of the day you’re here to grow the company. But growing it in a predictable, scalable and repeatable way is a different story.
Waiting for your prospect to come knocking on your door will always be unpredictable, however, the concept is that if you:
“Add one resource(A) and multiply it by an activity(B) the result should bring $X throughout a given time.”
Therefore you need to be thinking about outbound. Meaning, you need to empower your sales representatives and create a process where you can convince a random lead to buy from you. The key term here is the process, this is where many companies fail. The Predictable Revenue sales model will help you create a predictable, repeatable and scalable sales process. The way outbound was meant to be.
Every CEO, VP of Sales, CMO, etc. can empathize with the below image. The worst part of this image is timeline B. This could last for a few months or even a few years. The model explained here will help keep this cycle as short as it can be.
One of the reasons the above scenario occurs is due to the sales planning mistake.
Do you believe or assume that adding one more sales resource or multiplying my existing effort by two will hence do the same to revenue? This is theoretically incorrect. This is because the traditional inside sales model expects a sales representative to research, prospect, nurture, and close deals.
Here’s a different perspective, have you thought about implementing lead nurturing strategies before jumping directly to cold calling? It would surely lift a lot of pressure of the already burdened sales rep.
Most experienced salespeople would agree that prospecting sucks because they’d rather be closing and achieving quota faster.
The following process below is what Aaron Ross implemented at Salesforce which increased their annual recurring revenue by $100 million.
Build a Repeatable Process:
Predictable lead generation model:
- Identify target accounts: Don’t segment by leads but rather target accounts, why? – Because we have to remember that your product is going to impact the company and not only that decision maker.
- Build a list of prospects: Find all the decision makers within that account. Try a free sample of targeted prospects.
- Track conversion rates (Using cold calling 2.0): Rates that you need to keep an eye out for the open & reply rate, opportunities, and customer acquisition.
Dedicated Sales team:
- Hire a second salesperson: This additional resource will facilitate your first salesperson
- Specialize: Keep one person for lead generation and qualification and the other salesperson will specialize in demos and closing. This way you let your salesperson focus on dialing in and creating opportunities.
- Store process in a system: Make sure you add the entire process you’ve followed with results in a system so it can be replicated easily
- Conduct A/B testing and test email content, scripts, drip campaigns and note down what’s working.
Try Cold Calling 2.0
Don’t worry. Cold calling 2.0 has absolutely nothing to do with actual cold calling. This is the approach that Aaron Ross recommended getting new clients on board. Here’s how it goes:
- Identify an ideal customer profile(ICP): This is one of the most important parts of the campaign. Every activity you do revolves around your ideal customer profile. Briefly speaking, your ICP is a person who would deal with or would understand what you’re selling. Some factors you can filter an ICP with are the titles, job roles, location, industry, hobbies, their pain points, etc. For more context, read the article, Identify your Ideal customer Profile in 5 easy steps
- Use the “puppy dog approach”: Often at times, a recipient of a cold email would feel pressurized by receiving a direct sales email. Instead, contact someone else in the hierarchy and simply ask them to direct you to the right person. Yes, you’ll need to act like you don’t know.
- Send a referral email to contact two: Once that person directs you. Use that person as a reference and break through the noise. Voila! You’re not going in cold anymore.
- Jump on call and “sell the dream”: Once you’ve emailed you can now call and use the power of human-to-human marketing. Understand the problem your lead is or could be facing and sell the desired future state that would benefit them.
- Finally, forward the opportunity to an account executive: Again, let your SDR focus on creating more opportunities. Meanwhile, your account executive will follow a demo process to convince and close deals.
There you have it. The $100 million-dollar sales strategy that yielded great results for Aaron Ross. There’s no reason it won’t do the same for you. Lead generation shouldn’t be a headache for you. The only part that your sales team shouldn’t spend time on is building an ultimate list of contacts for you. Of course, Cloudlead can take the entire hassle of building a qualified list of leads. At the end of the day, the predictable revenue model is powered by data and implemented by people.
Dear cloudlead.co owner, Your posts are always well-cited and reliable.
Hi cloudlead.co administrator, Your posts are always well-referenced and credible.
To the cloudlead.co webmaster, You always provide great examples and real-world applications, thank you for your valuable contributions.
Hello cloudlead.co webmaster, Good to see your posts!
To the cloudlead.co owner, Your posts are always informative and well-explained.
Dear cloudlead.co owner, Excellent work!
Hi cloudlead.co webmaster, Thanks for the comprehensive post!
To the cloudlead.co owner, You always provide valuable feedback and suggestions.
Hello cloudlead.co owner, You always provide useful tips and best practices.
Dear cloudlead.co webmaster, You always provide great insights.
Dear cloudlead.co owner, Your posts are always well-written and engaging.
Thank you for any other informative website. Where else could I am getting that kind of information written in such a perfect method? I’ve a challenge that I’m simply now running on, and I have been on the look out for such information.
To the cloudlead.co administrator, Your posts are always well structured and easy to follow.
Hi cloudlead.co webmaster, Thanks for the well written post!
To the cloudlead.co webmaster, Thanks for the detailed post!
To the cloudlead.co owner, Your posts are always informative and well-explained.
To the cloudlead.co owner, Your posts are always a great read.
Hello cloudlead.co webmaster, Your posts are always a great source of knowledge.
Hello cloudlead.co owner, Your posts are always on topic and relevant.
To the cloudlead.co admin, You always provide great examples and real-world applications, thank you for your valuable contributions.
Hi cloudlead.co admin, You always provide clear explanations and definitions.
To the cloudlead.co owner, Thanks for the post!
Hi cloudlead.co admin, Thanks for the well-organized post!
To the cloudlead.co webmaster, Your posts are always well-referenced and credible.
Hi cloudlead.co administrator, You always provide valuable information.
Hello cloudlead.co administrator, You always provide valuable information.
Dear cloudlead.co owner, Thanks for the well-structured and well-presented post!
Dear cloudlead.co owner, Thanks for the well-written and informative post!
To the cloudlead.co webmaster, Keep up the good work!
To the cloudlead.co admin, Thanks for the post!
Hi cloudlead.co owner, You always provide great examples and real-world applications.
Hello cloudlead.co admin, Your posts are always well-referenced and credible.
Hi cloudlead.co webmaster, Your posts are always interesting.
Dear cloudlead.co owner, Thanks for the well-researched post!
Hey there, You have done an excellent job. I’ll definitely digg it and for my part suggest to my friends. I’m sure they’ll be benefited from this site.
Dear cloudlead.co webmaster, Keep up the good work, admin!
Greetings from California! I’m bored to death at work so I decided to browse your site on my iphone during lunch break. I love the info you present here and can’t wait to take a look when I get home. I’m amazed at how fast your blog loaded on my cell phone .. I’m not even using WIFI, just 3G .. Anyways, awesome site!
To the cloudlead.co admin, Your posts are always well researched.
I am really impressed with your writing skills and also with the layout on your blog. Is this a paid theme or did you customize it yourself? Anyway keep up the excellent quality writing, it is rare to see a great blog like this one nowadays..
I precisely wanted to appreciate you again. I’m not certain the things that I would’ve implemented in the absence of the actual advice provided by you concerning such problem. Completely was the horrifying matter in my view, nevertheless discovering the very skilled avenue you solved the issue made me to weep with gladness. I will be happier for the work and even pray you find out what an amazing job you are accomplishing educating men and women via your web site. I’m certain you haven’t encountered all of us.
I think this is among the most vital info for me. And i’m glad reading your article. But want to remark on some general things, The site style is ideal, the articles is really nice : D. Good job, cheers
Oh my goodness! a tremendous article dude. Thanks Nonetheless I’m experiencing situation with ur rss . Don’t know why Unable to subscribe to it. Is there anybody getting an identical rss problem? Anybody who is aware of kindly respond. Thnkx
Dear cloudlead.co administrator, Your posts are always well-formatted and easy to read.
Hello, Neat post. There is an issue along with your site in web explorer, could check thisK IE still is the marketplace chief and a huge element of people will pass over your magnificent writing due to this problem.
Heya are using WordPress for your site platform? I’m new to the blog world but I’m trying to get started and create my own. Do you need any html coding knowledge to make your own blog? Any help would be really appreciated!
You completed a few fine points there. I did a search on the topic and found mainly folks will have the same opinion with your blog.
Spot on with this write-up, I truly think this website needs way more consideration. I’ll probably be again to read far more, thanks for that info.
F*ckin’ awesome things here. I am very happy to peer your article. Thanks so much and i am looking forward to touch you. Will you kindly drop me a mail?
I do not even know how I ended up here, but I thought this post was great. I don’t know who you are but definitely you’re going to a famous blogger if you are not already 😉 Cheers!
Heya i am for the first time here. I found this board and I find It really useful & it helped me out a lot. I hope to give something back and aid others like you aided me.
You completed a number of fine points there. I did a search on the matter and found nearly all persons will consent with your blog.
Hi cloudlead.co webmaster, Thanks for the well-researched and well-written post!
A formidable share, I simply given this onto a colleague who was doing somewhat analysis on this. And he in actual fact purchased me breakfast as a result of I discovered it for him.. smile. So let me reword that: Thnx for the deal with! But yeah Thnkx for spending the time to discuss this, I feel strongly about it and love reading extra on this topic. If attainable, as you develop into expertise, would you mind updating your blog with extra details? It’s extremely helpful for me. Large thumb up for this weblog submit!
propecia success rate 63 Used 0 Today
Thanks for your post. What I want to say is that while searching for a good on the net electronics store, look for a site with comprehensive information on critical indicators such as the security statement, basic safety details, payment procedures, and other terms as well as policies. Always take time to look into the help plus FAQ sections to get a better idea of the way the shop operates, what they are able to do for you, and just how you can maximize the features.
Would you be taken with exchanging links?
naturally like your website but you have to test the spelling on several of your posts. A number of them are rife with spelling problems and I in finding it very troublesome to inform the reality nevertheless I’ll surely come back again.
It is my belief that mesothelioma is definitely the most dangerous cancer. It has unusual attributes. The more I look at it the more I am persuaded it does not act like a real solid tissue cancer. When mesothelioma can be a rogue virus-like infection, therefore there is the chance for developing a vaccine along with offering vaccination to asbestos uncovered people who are really at high risk of developing foreseeable future asbestos associated malignancies. Thanks for expressing your ideas on this important ailment.
I’m often to blogging and i actually appreciate your content. The article has really peaks my interest. I am going to bookmark your site and maintain checking for new information.
I like what you guys are up too. Such smart work and reporting! Carry on the superb works guys I?ve incorporated you guys to my blogroll. I think it’ll improve the value of my website 🙂
I do accept as true with all the ideas you’ve presented to your post. They are really convincing and will certainly work. Still, the posts are too quick for starters. May you please lengthen them a bit from next time? Thanks for the post.
There are some fascinating points in time on this article however I don?t know if I see all of them middle to heart. There is some validity but I’ll take maintain opinion till I look into it further. Good article , thanks and we wish more! Added to FeedBurner as nicely
Thanks for your posting. One other thing is individual American states have their own laws that affect property owners, which makes it quite difficult for the our lawmakers to come up with a different set of recommendations concerning foreclosed on property owners. The problem is that each state possesses own legislation which may have impact in a negative manner on the subject of foreclosure policies.
magnificent points altogether, you simply gained a new reader. What would you recommend about your post that you made a few days ago? Any positive?
Pretty part of content. I just stumbled upon your weblog and in accession capital to say that I get actually enjoyed account your blog posts. Any way I will be subscribing on your feeds or even I fulfillment you get right of entry to consistently fast.
I think that a foreclosed can have a significant effect on the client’s life. House foreclosures can have a 8 to ten years negative impact on a client’s credit report. A borrower that has applied for a mortgage or any kind of loans as an example, knows that the actual worse credit rating is, the more challenging it is to have a decent mortgage loan. In addition, it might affect any borrower’s chance to find a decent place to let or rent, if that results in being the alternative homes solution. Interesting blog post.
Appreciate it for helping out, good information. “If you would convince a man that he does wrong, do right. Men will believe what they see.” by Henry David Thoreau.
Thank you for the sensible critique. Me & my neighbor were just preparing to do some research about this. We got a grab a book from our local library but I think I learned more clear from this post. I am very glad to see such great info being shared freely out there.