Kevin Gaither talks to Aaron Ross, Founder of Pebblestorm and author of Predictable Revenue, to discover how he turned Salesforce.com into a $100 million sales machine.
00:00 From NASA nerd to $100 million Salesforce Revenue Stream
00:25 Introducing ThisWeekIn Sales
00:58 Your Sales Nightmare?
01:57 How did Aaron Ross become a sales professional?
02:58 “I love shooting guns!”
02:34 Aaron was a NASA programmer at an early age
04:13 How did you develop your outbound call sales process at Salesforce?
05:39 How to feed a starving sales staff with no leads?
06:30 The importance of creating a flow of sales leads with short emails
06:58 “I do not believe in cold calls!”
07:54 Throwing away email assumptions
08:33 Ask for referrals without selling directly, respect authenticity and simplicity
09:11 Top down approach without selling directly, but then what?
09:43 The $100K sales engine.
10:26 “It’s a lot easier to start your day with emails in your inbox”
10:56 Don’t have your sales people do everything. (What if you could double you success rate?)
11:25 Multitasking is an illusion. Single task and you can be amazing
12:25 You can’t dabble in closing. You need to an expert.
13:25 “I can do it all” is a bad idea: outbound and inbound should both be specialized
14:25 The four core roles: outbound, inbound, closers, and account management.
15:04 “Work harder and make more calls”
15:30 Sales isn’t ditch digging.
16:45 Doing more of what you done doesn’t get results if it’s not working.
17:35 Slowing down to speed up.
18:15 Summary: Blackberry sized emails and specialization.
19:20 Hiring, Training, Incenting: Creating culture
20:25 Sink or swim culture without mentoring can delay success
22:30 The difference between having fun at work and liking your job
23:15 Involving the sales team on developing their own compensation program
25:00 A team with integrity can be your first line of defense if they help design compensation plan
27:20 Daniel Pink book Drive, How Do you Motivate your reps?
28:57 What can a sales person do in 10 minutes to increase their success