066 – Labor Management in Sales Operations – Adam Ross
WebPT’s Secret to Growing Revenue
Faster Than The Industry Average
Trying to leverage content marketing for demand generation?
But also still trying to figure out which ‘leads’ are really worth pursuit by you sales team?
Adam Ross of WebPT can help that.
In this interview you’ll get an inside look at how WebPT uses content to intrigue, educate, and nurture prospects into eager buyers before engaging with a the sales team.
Adam’s secret though, is in the structure of WebPT’s sales team and the process used to engage with these eager buyers.
And he shares that too.
Enjoy!
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Inbound And Outbound Can Coexist
Interview Highlights:
[4:22] Does Early Success Mean A Longer Career? [6:35] How To Find Out What Makes You Great [9:06] What Makes An Ideal SDR Or Account Executive [12:40] How Sales Team Can Play Nice With Inbound Content Marketing [17:02] The Secret to Getting Prospects to Buy-In to Your Sales Process [18:03] How and When to Deploy Sales Labor on Opportunities [20:51] The Red Flags That Your SDRs Should Be Looking For [27:45] Getting Permission to Sell into a Prospect’s Enterprise Accounts [29:15] Outbound Demand Generation Without Undoing Your Inbound Marketing Strategy [35:56] When is OK to Not Dance With The One That Brought You? [38:53] The Reason Adam Will Never Hire Another Account Executive Off The Street [41:56] The Secret to Hiring Undiscovered Sales Talent at a Great Price [47:29] Adam’s #1 Tip For A Family First SellerMore About Adam Ross:
Adam Ross joined WebPT in 2017, bringing with him more than 20 years of experience working in the technology industry. Adam is known for his ability to align an organization to a vision and strategy; identify and execute the right go-to-market strategies; and lead the charge in generating growth.
In his role at WebPT, Adam oversees all sales activity, including cross-selling, upselling, and enterprise-level opportunities. He also manages the sales team, developing and mentoring top talent to creatively negotiate deals that’ll generate long-term profitability for the company.
Previously, Adam was the SVP of sales at ClearVoice, Inc., where he led all sales activities. He also was the SVP of sales and business development at Infusionsoft, Inc., where, over the course of his two-year tenure, he helped the company grow to more than $20 million in revenue. Adam was also the channel chief for NetSuite, Inc., where he and his team built the first global SaaS VAR channel, resulting in more than $18 million in revenue in under two years. As a national sales director for Sage Software, Adam oversaw the revenue production for the company’s $100 million CRM division. Lastly, Adam was one of the first 20 employees at SalesLogix, where—in the span of five years—he helped take the company from $0 to more than $108 million in revenue; achieve a successful IPO; and complete an acquisition.
When he’s not leading sales at WebPT, Adam enjoys spending time with his wife, Luanna, and their three children in Scottsdale, Arizona.
To Learn More Check Out Adam’s website WebPT.com!
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