predictable revenue in 60 seconds
TRANSCRIPT
PREDICTABLE REVENUE
60-SECOND BOOK BRIEFS
BY AARON ROSS
Do you want to know the exact sales process used by Salesforce to grow their outbound sales revenue from $0 to over $100 million in less than 3 years?
PREDICTABLE REVENUE
Aaron Ross tells us that creating a predictable revenue process takes 3 things:
1. Predictable lead generation 2. A sales development team
that connects marketing and sales
3. Consistent sales systems
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However, the most important factor is
because without it, nothing else matters.Predictable lead generation
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At the core of this strategy is Cold Calling 2.0, which is prospecting into cold accounts without ever making cold calls.
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THERE ARE 5 STEPS
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Get clear on your ideal customer profile, including the companies you want
to sell to, and the positions of the people
in those companies responsible for
buying what you sell.
Build your list of targets using a data
service.
Run outbound email campaigns, getting a
referral to the person you
ultimately want to sell to at the
target company.
Have the “discovery call” with the target
prospect.
Pass the baton to the sales closers
once you’ve determined that
there is a good fit.
This process works, very very well.
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