The Right Way to Build an Outbound Sales Team with Aaron @ PredictableRevenue.com - Escape Velocity Show #40
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If you want consistent, predictable revenue for your SaaS then there’s one thing you’re going to need to build:
A killer sales team. Don’t roll your eyes yet… Let me set the record straight. In 2008, when I moved to silicon valley, sales teams were considered evil. Tech companies pursued the unicorn: A product that would “sell itself”. (Yes, I’m using sarcastic air quotes). The likes of Facebook and Instagram fed false hope that you could build a platform with non-existent revenue, burn through rounds of funding and monetize it later for billions. The idea of hiring people to sell for you (aka: a sales team) wasn’t cool. Times have changed. People have woken up from the myth and discovered - surprise, surprise - that you have to work damn hard to make a buck! Today I want you to meet Aaron Ross, co-CEO of Predictable Revenue, author of the book by the same title, and co-author of ‘From Impossible to Inevitable’. Aaron trains sales teams and tech companies on outbound prospecting. He knows the inner workings of a high-performing sales team, and he knows that they ARE necessary. “Build it and they will come” doesn’t cut it. I gave him the microphone on the latest episode of the Escape Velocity podcast and asked him to dispel sales myths and talk through every stage of building a sales team that grows with your SaaS. Whether you love the idea of a sales team or you still feel like it’s evil, this is a great episode where you will learn: - Why even introverted founders MUST work sales - Why good sales teams don’t just sell - How to minimize translation in a sales message - How to handle lead nurturing - Working teams for a common goal - How buyers need help from sales teams - Working up from phase zero (non-existent sales teams) - The scary side of success The dream of a unicorn tech company still exists today. But as a SaaS coach, it’s my job to help founders grow their business and increase zeroes on their balance sheet. Which means I help you through the hard truth: You need to sell. Tune in the episode here and let Aaron Ross, a master of sales strategy, convince you why it’s what you need to do. -- Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter @danmartell for tweets that are actually awesome.