From NASA Nerd To $100 Million Salesforce Revenue Stream Video

Kevin Gaither interviews 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

had a lot of ...
had a lot of success using this top down process.....top officials will refer you cause they dont have time to waste and they are usually such nice people over? the phone

@Realcgboy it ...
@Realcgboy it really can? be as simple as saying/asking "Could you please point me in the right direction? Who manages your ____?" Really, just 2-3 lines...super short and sweet! It takes some experimentation for you to get it right...how to ask for the right person in language your prospect understands (no jargon)

These executives? ...
These executives? are smart to save some time for reading email.

so what does a BB ...
so what does a BB cold? email look like? Could you give us a example here ?