"Build A Sales Machine" Book Coming Summer 2010

by Aaron Ross on February 17, 2010

Want the peace of mind to know that your own Sales Machine will create predictable revenue, generate new leads on demand, and meet your financial goals without your constant focus and attention?

This book is based on my experiences at Salesforce.com and in consulting and advising dozens of other technology and business services companies in the past years, including SuccessFactors, Responsys, Clickability, X1, AfterCollege, 4INFO, WPromote, BrightEdge, NEOGOV, Bovitz Research Group, Leads360, and more.

I’ve seen what works and doesn’t work – and there’s no reason for you to have to recreate the wheel on your own.

Coming Summer 2010:

For alerts and updates via email, sign up for the newsletter update in the top right of www.BuildASalesMachine.com.

{ 0 comments }

The 7 Fatal Mistakes CEOs and VP Sales Make

by Aaron Ross on December 4, 2009

While I’m on the “Fatal Mistakes” topic, here is a presentation about seven of the main ones that executive teams make time and time again.

Some of the text is small to read in this small blog-sized format. To make it easier:

  1. There is “Full Screen” button in the top right of the viewer, or
  2. You can download the presentation.

Please comment below on which one is your favorite – or if you think I’m wrong!


7 Fatal Sales Mistakes CEOs and VP Sales Make –

{ 2 comments }

The Fatal Mistake Boards & VP Sales Will Make In 2010 Planning

November 16, 2009

Note: I first published this post exactly one year ago. Unfortunately it bears reposting again and again!. I have a feeling this same post will be relevant for another few years until the conventional wisdom evolves.
If you’re looking for help with growing sales, and especially in creating an amazing inside sales lead generation [...]

Read the full article →

Marketo’s Definitive Guide to Lead Nurturing

August 13, 2009

(Want expert help – based off of salesforce.com’s $1 billion best practices – in building your B2B Sales Machine? See Build Your Sales Machine)
I’m a big fan of Marketo, mostly because of the people there like Jon Miller, Kelly Abner and now Maria Pergolino. Marketo’s application and the team’s knowledge and practical experience around [...]

Read the full article →

[PebbleStorm] The Art Of PebbleStorm & CEOFlow (July 2009)

July 29, 2009

Last night I spoke at a Meeting Of The Minds event in Westlake Village (SoCal). MOTMS was started by Kurt Daradics of FreedomSpeaks and Baron Miller, and is a great group of entrepreneurial people that meets monthly. I really had fun sharing with them last night. The format was casual (more of an [...]

Read the full article →

[CEOFlow] A Visual Intention For CEOFlow And More Sketches

July 5, 2009

While my Sales Machine blog deals mostly with the technical and process parts of selling, my big picture/CEO-level thoughts are part of CEOFlow. This post is a reprint of the original: A Visual Intention For CEOFlow And More Sketches
A Visual Intention For CEOFlow
Do I even need to write anything to describe my intention here, [...]

Read the full article →

Why Stalled Deals Happen

June 5, 2009

Recently I attended a webinar by Tom Batchelder of Perficency, the author of “Barking Up A Dead Horse” (isn’t that a great title!?) on why stalled deals happen. Tom did an excellent and clear job in laying out the causes and in giving people some suggestions on what they can,or can’t, do about [...]

Read the full article →

5 Questions with Aaron Ross: How to Make $ and the Most Out of Life! (Genius.com post)

May 2, 2009

I just did a blog post for Genius.com touching on making money through enjoyment, leadgen and “Seeds, Nets & Spears”, ColdCalling2.com, and more…
Today I ask five questions of Aaron Ross. Aaron is an original and was one of the original sales guys at salesforce.com. While at salesforce.com, he inventedCold Calling 2.0 for his [...]

Read the full article →

Create Predictable Pipeline By Moving Prospects Through an "Assembly Line"

April 2, 2009

You can’t predictably create revenue without predictable pipeline, and that requires ways to measure and track how pipeline gets created. Here’s how you can do that with your sales development reps / new business people.
An effective, easy-to-use sales automation or CRM system makes it convenient now to use a simple idea, the assembly line, [...]

Read the full article →

Bessemer’s Top 10 Laws for Being "SaaS-y"

March 14, 2009

Bessemer Ventures collected a great set of learnings around what it takes to build a successful SaaS (“Software-as-a-Service”) company: Bessemer’s Top 10 Laws for Being “SaaS-y”. It’s excellent!

Your key monthly business metrics are: CMRR (Committed Monthly Recurring Revenue), Churn, and Cash flow – “Bookings” is for suckers

[...]

Read the full article →

← Previous Entries