Best Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com By Aaron Ross,Marylou Tyler
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Ebook About GROW REVENUE BY 300% OR MORE AND MAKE IT PREDICTABLE with the "Sales Bible of Silicon Valley"“Alexander Graham Bell discovered the telephone, Thomas Edison discovered electricity and Aaron Ross discovered the Enterprise Market for Salesforce.com.” SHELLY DAVENPORT - VP Worldwide Sales at Replicon & ex-VP Corporate Sales at Salesforce.comDiscover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... without cold calling or a boiler room approach.This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine, and a sales culture that people love. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? What does it take to attract top sales talent, people who exceed and want to stay and grow with your company?*** LEARN INSIDE ***• How an outbound sales process ("Cold Calling 2.0"), that without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects.• The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again.• How outbound sales and selling can be friendly, helpful and enjoyable.• How to attract, train and inspire great people.• How to develop self-managing sales teams, turning your employees into mini-CEOs.• And more...*** WHAT PEOPLE ARE SAYING ABOUT PREDICTABLE REVENUE ***“I couldn’t put it down. It’s saved me so much time, and now revenue is ramping up. After reading the book, we closed major deals immediately with the strategies.” KURT DARADICS CEO, Freedom Speaks / CitySourced.com "Reading Predictable Revenue is like having a delicious conversation with a sales guru who generously shares his sales process, results and lessons learned. I’m so impressed, energized and refreshed to hear such relevance mixed with humor and unabashed logic. This book is honest, relevant and logical and it’s rated A++ because it’s guaranteed to make you think and convinces you to change things up….fast. Now, please excuse me as I’m running out to a funeral for my phone. After reading my favorite chapter on RIP Cold Calling there’s no doubt its dead and gone and Aaron tells us why."JOSIANE FEIGON, CEO of TeleSmart and author of Smart Selling on the Phone and Online“I just finished reading your book. Unbelievable! I now know what's wrong with our sales process…” PAT SHAH, CEO, SurchSquad“I have read Predictable Revenue and it's Entrepreneurial Crack!” DAMIEN STEVENS, CEO, Servosity “Working with Aaron Ross has been nothing short of amazing! His methods applied to our sales organization helped us produce a profitable and scalable new stream of predictable revenue. We saw at least 40+% new business growth. The best part is, we had a blast while doing it!” MICHAEL STONE, VP Sales and Strategy, WPromote (#1 ranked Search Marketing Firm on the Inc. 500)Book Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com Review :
We all want predictable revenue right? We want to know that if we get 5 qualified leads we can turn 2 of those in to paying customers that are worth $XX over time.We want to have a process to take leads and qualify them for our business to move them down that sales funnel.If that’s what you’re looking for then this is a decent book to read. I say decent because it regularly feels like a ‘sales’ book for Salesforce.com (which was where this sales process was developed though the author is no longer employed there).My favourite points were around how to nurture and qualify leads. It’s important not to just ABC (always be selling) and to ruthlessly qualify the leads that come in. You don’t have 50 ‘best’ leads you have 5 maybe 10 that you should be working on the rest are a waste of your time.I feel that this book is better for larger organizations that have a dedicated sales team. Smaller business like mine (which is just me) can benefit from the talk of process and cutting leads so you only focus on the ‘best’ ones, but are going to struggle with parts of it since a 1 person business by definition struggles with having many duties divided up on one person. This is an outstandingly valuable book despite its very poor editing (repeated or fractured content, abrupt transitions, random “filler” esp. at the end of the book, etc.).The fundamental premise is that the conventional wisdom of growing sales by solely growing the number of salespeople no longer works without having a highly structured and highly specialized sales process consisting of the following:1. Begin with inbound lead generation via referrals2. Employ dedicated Market Response Reps whose sole job is to qualify and pass inbound leads to Account Executives they are aligned to. Market reps should adhere to the following process:a. Pre-qualify / score leads to remove junkb. Respond immediately to “Contact Me” or “Request a Trial” leads. Respond in 24 hours to most other leads.3. Employ dedicated outbound Sales Development Reps whose sole job is to qualify dormant accounts or targeted accounts meeting you Ideal Customer Profile (see 3a). They should use the following process:a. Define an Ideal Customer Profileb. Assemble lists consisting of 6-month or longer dormant accounts and/or those fitting the Ideal Customer Profilec. Each day before 9am and then after 5pm, send 50-100 short and sweet plain text emails to high level executivesd. Follow up each email with a call.e. Repeat the email + call cycle 3 to 5 times over 21 days until you set up a scheduled discovery/qualification call. After 21 days, recycle the lead.f. Once you reach the prospect, start with “Did I catch you at a bad time?”g. During the discovery/qualification call, your goal is to ask great questions and listen.h. Hot hand-off leads to one of the 2-5 Account Executives they are aligned to.i. Pay monthly commission as follows: 50% based on the number of Account Executive qualified opportunities generated and 50% based on closed business.4. Employ dedicated Account Executives whose primary job is to close qualified leads handed off by Market Response Reps and Sales Development Reps via the following process:a. After speaking to and re-qualifying the prospect, upgrade the lead to a qualified opportunityb. If you are speaking to an influencer/champion, figure out how you can help them sell to the senior decision maker.c. Only give out proposals when the prospect is very well qualified and ready to buy.d. During inevitable lulls (ex: no-show appointments), they should prospect: (i) A top 10 list of strategic accounts to penetrate; (ii) Their current customer base; (iii) Channel partners (though this is very high effort)5. Employ dedicated Customer Success/Account Management professionals whose who job it is to make customers satisfied, successful, and happy.6. Track and optimize (though experimentation), the following key result-based (not activity-based) metrics:a. Closed business per time period by type: new business, add-on business, renewalsb. Conversion rates of qualified opportunities to closed dealsc. Qualified pipeline generated per time periodd. Conversion rate of leads to opportunitiese. 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