Result:

- We have a starting point on benchmarks

- We know what bottlenecks to begin with

- We have gotten to know each other

- We have set up our next steps (calls, homework)

 

AGENDA

* 2 half-days, + 1-1 calls or meetings

 

Before day 1

www.BuildASalesMachine.com

aaron bio

Etc

 

1) Team intros

 

2) Aaron background & approach:

• “I am not Bob the consultant from Office Space” / you’re mgmt material

• I am here to make you successful

• I believe in teach-a-man-to-fish

• I will do everything to help you move forward, except do it for you – I’ve learned through experience that if I create something for you, it doesn’t get used.

• 80/20 rule: 80pcent of B2B sales should use the same process/techniques, with 20pcent being unique.

• Approach: do more with what you have first, and babysteps

 

3) Timeline & Expectations “Aggressively patient”

• Be aggressive on moving forward in doing the right things the right way, but patient for results (revenue). We will see “activity results” quickly

• Babysteps

• A few days to work out the roadmap

• A month to work out our routine and get to know each other

• Three months to get the first programs tested and working

• Six months for results

 

4) Fast forward through some CEOFlow sketches

- Leadgen types, Market, layers of the onion…

 

5) Get to know the company

• Org structure

* Plan for the year

• CRM / tools

• Lead-renew cycle (including sales process steps)

• Day in a life

• ICP

• Where do you win?

• Unique genius

• What has / hasn’t worked in the past

 

Where do we start?

• What’s holding us back?

• What’s causing the bottlenecks?

• Biggest waste of time during the day?

 

Where are we starting from?

- What is measured, not measured?

- What are the metrics?

 

Leadgen ideas

• Seeds – mix prospects and clients

• Cold calling 2.0

 

James Greenier, VP Sales @ AdviceCo

1. Help people specialize so they can be the best that they can be

2. Do thing measurably

3. Don't do everything all at once, do fewer things regularly and test, test, test (to uncover the golden nuggets of what works, and to differentiate them from what doesn’t work)