Predictable Revenue audiobook cover - Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com

Predictable Revenue

Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com

Aaron Ross & Marylou Tyler

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Marketing & Sales

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Key Takeaways from Predictable Revenue

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Mind Map

Predictable Revenue
The Core Concept+
Three Types of Leads+
Generating Inbound Leads+
Event & Conference Sales+
Sales Team Specialization+
Cold Calling 2.0+
Sales Best Practices+

Quiz — Test Your Understanding

Question 1 of 8
According to the text, what is an outdated approach to increasing sales revenue that companies should avoid?
  • A. Splitting tasks into specialized roles within the sales department
  • B. Simply hiring more salespeople in an attempt to increase volume
  • C. Offering free trials of software or services
  • D. Focusing on inbound marketing and search engine optimization
Question 2 of 8
Which category of lead is generated through targeted outbound efforts, requiring you to build a specific profile and actively pursue them?
  • A. Seeds
  • B. Nets
  • C. Spears
  • D. Referrals
Question 3 of 8
How do 'Nets' differ from 'Seeds' in the context of lead generation?
  • A. Nets yield higher conversion rates but take significantly longer to acquire.
  • B. Nets require targeted outbound cold-calling, while Seeds rely on mass email marketing.
  • C. Nets reach a large audience quickly but may not convert into customers as often as Seeds.
  • D. Nets are generated exclusively through word-of-mouth, while Seeds come from television advertising.
Question 4 of 8
In a specialized sales team, what is the primary responsibility of 'outbound prospecting' representatives?
  • A. To close deals with inactive accounts
  • B. To handle marketing leads coming through the company website
  • C. To manage current customers and encourage them to keep buying
  • D. To develop sales opportunities from cold lists and pass them to account executives
Question 5 of 8
When implementing 'Cold Calling 2.0,' what is the recommended first step of direct outreach to a prospect database?
  • A. Calling the prospect immediately to establish a personal connection
  • B. Sending mass emails that appear to be single messages from one salesperson
  • C. Inviting the prospect to a two-hour collaborative working session
  • D. Mailing a physical product sample or white paper
Question 6 of 8
In the 'three-hour-and-15-minutes' sales process, what is the purpose of the final two-hour block?
  • A. A group working session to develop a collaborative vision with decision-makers
  • B. A discovery call to determine if there is a mutual fit between both parties
  • C. A light conversation to evaluate the prospect's initial expectations
  • D. A high-pressure product demonstration focusing strictly on closing the deal
Question 7 of 8
Why does the text advise sales teams to build a 'success plan' rather than obsessing solely over closing deals?
  • A. It allows salespeople to bypass the account executives.
  • B. Obsessing over closing creates pressure that compromises performance and harms relationship-building.
  • C. Success plans are required by law for enterprise-level software sales.
  • D. It prevents the sales team from sending too many mass emails per day.
Question 8 of 8
What actionable advice is provided to maintain positive energy and avoid burnout within a sales team?
  • A. Provide financial bonuses for every 10 outbound calls made
  • B. Rotate their roles weekly between inbound and outbound functions
  • C. Allow a short break every 90 minutes and ensure they take a full lunch break
  • D. Allow them to leave work early if they hit their daily quota

Predictable Revenue — Full Chapter Overview

Predictable Revenue Summary & Overview

Predictable Revenue (2014) breaks open the secrets of the hugely successful SalesForce.com. You can’t bid for more investment if your future sales are a mystery, so follow the steps in these blinks to anatomize and optimize your salesforce and create real – and forecastable – leads that keep on coming.

Who Should Listen to Predictable Revenue?

  • Salespeople and CEOs
  • Start-ups trying to scale up their business while attracting venture capital
  • Any business owner who wants predictable leads and revenue

About the Author: Aaron Ross & Marylou Tyler

Aaron Ross is the managing director of consultants Predictable Revenue, Inc. In his previous work at SalesForce.com, he and his team were responsible for new sales techniques that revolutionized the principles behind sales and cold calling. He’s also the author of CEOflow: Turn Your Employees into Mini-CEOs.

Marylou Tyler is the CEO of Predictable Revenue, Inc. After 25 years in the sales business, she’s racked up clients like Apple, Deloitte and Mastercard.

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