If you’ve seen the movie “The Wolf of Wall Street,” you’ll have noticed how a well-executed sales process can bring incalculable benefits to a company. Communication , technique, and timing are some of the crucial elements in closing a deal.
Yes, but forget all that. The story is based on real events, but those were different times. The world has changed. It has become digital. Access to information has increased and, of course, people’s habits and customs have also changed.
In this scenario, trends poland telegram data emerge . And one of the greatest exponents of a new model of sales techniques is Aaron Ross , who revolutionized the sector. Communication, technique and timing continue to be very important, but their application has changed.
Here, you will learn about the man who wrote the book known as the “ Silicon Valley Sales Bible ” and innovated sales and lead generation strategies in the corporate environment. Follow me!
Tip: Lead generation: understand what it is
Who is Aaron Ross?
A Stanford engineering graduate, Aaron Ross has a large family, consisting of his wife and 12 children. In 2002, he was what is usdy and why should you care? hired by Salesforce, one of the largest CRM companies in the world.
The change in the organization began right at the beginning of his journey. He selected some employees and assembled a team to implement a new Outbound prospecting methodology .
The result? Well, Salesforce grew its revenue from $5 million to $100 million. Quite a feat, right? But he didn’t stop there. Since then, he’s been helping companies triple their revenue through the processes he invented.
He also wrote the book Predictable Revenue , where he teaches other companies how to follow his application model. His manuscript reached the top 1 bestseller list on Amazon, becoming a bestseller. It was so successful that it even has a sequel, called Hypergrowth .
How important is your methodology for the sales field?
To understand the text services process developed by Aaron Ross , you will need to understand two concepts:
- Lead : is the term that defines someone known who has interacted with the business and is, therefore, a potential customer.
- Prospect : is a term that is related to the development of a consumer, that is, a sales opportunity.
If before it was difficult to scale a company’s sales, today it is possible to predict growth . Basically, the author defined some pillars for a new sales model :
- Appoint at least one person in the sales department solely to prospect , taking away the responsibility for closing;
- Try to be relevant in a first contact before offering a product or service, through what we call cold calls and cold emails (that is, the first contact with prospects);
- Vary the collection of leads, which are divided into seeds, networks and launches, mixing inbound and outbound sales strategies ;
- Focus on high-quality leads, because what matters is generating promising opportunities , not numbers;
- Simplify the process of analyzing metrics , observing only those that are truly valuable;
- Win over the prospect slowly, as forcing the sale can create uncomfortable situations.
The strategies developed by Aaron Ross are certainly a new paradigm for acquiring new customers . His lessons teach us that corporations need to adapt to consumer trends by building relationships and educating the customer before closing the deal.