Every business owner and sales manager wants to be able to predict revenue – whether it’s for the coming month, the coming year, or five years down the road. With so many variables at play, it can be hard to know what to expect. Even if you have a great team of sales professionals out in the field, they are at the mercy of the leads that they were given. Are those leads consistently high quality, or are they just “leads”? The answer could mean the difference between a great month and a lousy one. So how do you develop the consistent lead generation necessary to accurately predict future revenue?
In Aaron Ross and Marylou Tyler’s book, Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com, Ross and Tyler propose a new marketing and sales system that is centered around high-quality lead generation. This system took Salesforce.com from a small start-up to the powerhouse that it is today. The way they structure their sales and marketing team is fascinating – and well worth exploring. If you’re tired of traditional lead generation and prospecting strategies (like cold calling), pick up a copy of this book and consider how these strategies might benefit your business.
Here’s a summary from Amazon Books:
“Discover 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...with zero cold calls.
“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. 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?
- 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 develop self-managing sales teams, turning your employees into mini-CEOs.
- And more...”
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