Management Leadership Predictable Revenue Toolkit

Predictable Revenue Toolkit

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$495.00
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This Package Contains Courses - See More
  • Course Delivery: On Demand
  • Language: English
  • Audience:

    Sales Managers, Leaders

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Vado is a Project Management Institute (PMI) Registered Education Provider (R.E.P.) This course has been approved for (Number of hours listed in duration field, currently) credit hours for project managers looking to maintain their certification.
 

Description

Designed for sales leaders who need to create scalable revenue, a repeatable system, and gain piece of mind knowing that the system they’ve put in place will do its job and ultimately help triple sales.

 

Course Objectives

After completing this course you will be able to:

  • How to Triple Your Sales
  • Why Sales People Shouldn’t Prospect
  • Sales Tools and Technology
  • Seeds and Word of Mouth
  • Customer Success and Growth
  • Lifetime Customer Value
  • A Triple Framework for Lead Generation
  • Common Marketing Failures
  • How Inspiring Are You
  • The Most Important Growth Metric
  • Outbound Prospecting: The Business Case
  • Building an Outbound Team
  • Maintaining an Outbound Team
 

Topics Covered

Predictable Revenue: An Introduction

How to Triple Your Sales

In any organization, sales matter. We all know this. It’s no big secret—sales keep the doors open and create company revenue. However, what really matters is not our ability to get by, but our ability to thrive—and the right sales engine allows any organization to do just that.

Welcome to the Predictable Revenue Series. This set of e-learning courses will help you know what’s required to create scalable revenue, a repeatable system, and gain piece of mind knowing that the system you’ve put in place will do its job and ultimately help triple your sales

By completing this course, you will:

  • Find out what’s required to crush your growth goals and create predictable sales

Why Sales People Shouldn’t Prospect

If you want to grow consistent and predictable revenue for your organization, then your sales people shouldn’t prospect. This may sound crazy and counter intuitive, but trust us, you don’t want your sales people cold calling. It’s the right thing to do.

This course will help you know why it's important to specialize your sales team and how this simple action can help you triple your sales.

By completing this course, you will:

  • Know why sales people shouldn’t do their own prospecting

Sales Tools and Technology

Sales and technology are a perfect combination. Successful sales leaders use technology within their organizations to increase productivity and are able to leverage these tools to increase revenue growth.

While you are probably using a number of technology tools already, the question any sales leader should ask is this—Are we using the right tools in the best way possible to help our organization grow and increase sales? Maybe your answer is yes—if so, that’s great. But maybe it’s no, or perhaps you’re unsure. If that’s the case, this course is for you. Spending some time making sure you have the right technology in place, and that your team knows how to use the technology (and is actually using it too), can make the difference between hitting your target and tripling your revenue.

By completing this course, you will:

  • Be able to determine how you will use technology to support your sales initiatives

Lead Generation: Seeds (Customer Success)

Seeds and Word of Mouth

Seeds is word-of-mouth lead generation. Seeds are highly profitable. Word-of-mouth leads are the fastest to close and have the highest win rates. There’s nothing better than that! Unfortunately, it’s almost impossible to proactivity grow these types of leads—so what’s a leader to do

The best way to methodically grow your Seeds is with a dedication to Customer Success, which reduces customer churn, increases upsells, increases referrals and improves marketing content.

By completing this course, you will:

  • Understand the value of word-of-mouth lead generation

Customer Success and Growth

The best way to triple your sales is to triple your qualified leads—not by tripling your salespeople. In fact, lead generation is the fastest and most reliable way to grow your revenue—and existing customers are one of the best ways to grow your leads.

For this course you will learn about the key drivers required to help your customers be more successful, and thus increase your bottom line through customer referrals, renewals and additional sales.

By completing this course, you will:

  • Be able to determine how you will use technology to support your sales initiatives

Lifetime Customer Value

In addition to the direct revenue you receive from your customers, there is another figure that can be attached to a customer that is often overlooked when considering the overall value a customer brings to your company. That is the referral revenue brought on through testimonials, talking to friends, as well as when customers change jobs and purchase your products and services at their new company.

For this course you will learn how to calculate the customer lifetime value for any customer to help make the business case to your team and company leaders for investing in developing a strong and effective customer success team.

By completing this course, you will:

  • Be able to calculate the true customer value to your bottom line

Lead Generation: Nets (Inbound Marketing)

A “Triple” Framework for Lead Generation

There are three types of lead generation: Seeds or word of mouth, Nets or Inbound Marketing and Spears or Outbound Marketing. In this course you will focus on Nets and Inbound Marketing as a way to help grow your business. By using the Marketing Framework to assess your organization, you’ll be able to identify what you are currently doing well and thus know what is already working, as well as identify what you can do differently to strengthen your inbound marketing and increase your leads

By completing this course, you will:

  • Build your ability to implement the framework for growing great marketing leads

Common Marketing Failures

While there are a number of best practices all leaders must consider when building a strong Inbound Marketing program, it’s essential to also know about the things that decrease success and could lead to failure. For this course you will learn about what can cause Inbound Marketing to fail, and what you can do to avoid or limit the impact.

By completing this course, you will:

  • Learn what you should not do when conducting inbound marketing

The Most Important Growth Metric

As an executive it’s important to measure progress and results. You need to know how your sales and marketing efforts are working at all times. While there are a number of ways to measure sales progress, and even understanding your marketing, if you are only going to use one metric, it might as well be the Qualified Lead Velocity Rate.

By completing this course, you will:

  • Know how to implement the most important growth metric within your sales team

Lead Generation: Spears (Outbound Prospecting)

Outbound Prospecting: The Business Case

Marketing to generate inbound leads is wonderful, but too many companies and salespeople wait for leads to come in, or the phone to ring. Even if you have fantastic leads coming to you, if you’re not going out and doing outbound prospecting & business development, you lose the ability to go out and have conversations with ideal prospects who aren’t calling you already.

Outbound prospecting is a scalable way to grow lead generation, and it enables a very targeted approach to find ideal prospects at executive levels. In addition, a great outbound prospecting team creates a pool of future sales talent who know your company and products, and thus are ready to be successful in the next role.

By completing this course, you will:

  • Know why outbound prospecting is a must for any company wanting to increase sales

Building an Outbound Team

If you want to build an Outbound Prospecting team, then this course is for you. You'll learn what all leaders must do to build a scalable, predictable system to grow your revenue and build a successful outbound team.

By completing this course, you will:

  • Know how to hire, compensate and motivate your outbound tea

Maintaining an Outbound Team

Learn what it takes to maintain your outbound team for long-term success.

By completing this course, you will:

  • Know what’s required to onboard, assign territories and measure performance of team members
 

Subject Matter Expert

Vado and Predictable Revenue

Vado partnered with the authors of the best-selling book, Predictable Revenue to create bite sized, e-learning courses that build the skills needed to Triple Qualified Leads, Close More Deals, Save Time and Money, and to Build a World Class Sales Team.

Aaron Ross

Aaron is the award-winning, best-selling author of Predictable Revenue: Turn Your Business Into a Sales Machine With the $100 Million Best Practices of Salesforce.com, which has been a no.1 bestseller on Amazon.com. He built the outbound prospecting sales team at Salesforce.com, which helped generate an additional $1 billion in revenue. As founder of Predictable Revenue, a training and consulting firm, Aaron works with clients to triple their sales using the same methods he used at Salesforce.com.

Jason Lemkin

Jason is Managing Director of Storm Ventures and writes the #1 Saas blog www.Saastr.com. Jason founded and was CEO of EchoSign, the webs most popular electronic signature service. Jason led EchoSign from $0 to $100 million+ in revenues and through a successful acquisition by Adobe, where he then served as VP Web Services.

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