WORKSHOP PRESENTER: AARON ROSS
Join ACETECH CEOs and their teams for a full day workshop with Aaron Ross, the #1 best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine with the $100 Million Best Practices of Salesforce.com.
Aaron’s book and framework are based on the outbound process he created for Salesforce.com, almost doubling their enterprise growth with zero cold calls. This is an entirely new sales bible for CEOs, entrepreneurs and sales VPs.
Aaron’s newest book, From Impossible To Inevitable: HowHyperGrowth Companies Create Predictable Revenue, details the hypergrowth playbook of record-breaking companies like Zenefits ($1 – $100 million in 2 years), Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign ($0-$144 million in 7 years).
Aaron’s ideas will help companies learn why they aren’t growing as fast as they want, how to grow faster, and how to make growth sustainable and scalable.
Cold calling is dead. Aaron argues that the traditional sales model puts teams on a feast-or-famine rollercoaster.
Aaron recommends creating three distinct roles to counter this: outbound prospects, inbound lead qualifiers, and quota-carrying salespeople. The prospect’s sole purpose is to create qualified new opportunities (not set appointments) for the salespeople. The qualifiers do nothing but qualify inbound leads and pass them on to the sales team. The sales people only deal with qualified leads and manage them through the close.
Ross doesn’t demonstrate how to cold call or close deals, rather he illustrates:
- How an outbound sales process, without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects
- The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again
- How outbound sales and selling can be friendly, helpful and enjoyable
- How to develop self-managing sales teams, turning your employees into mini-CEOs
Be ready to eliminate lead generation as a bottleneck to business growth, learn how to build a system that produces a reliable flow of qualified leads month after month, year after year, and prepare to routinely see them triple their pipeline of qualified leads and new sales.