Here is a review I wrote for my company blog. Great book.
Every now and then I come across a book that makes me go wow. Predictable Revenue is one of them.
At some points the writing style seems a little choppy, but the message was pretty amazing. Learn how a team of 1, completely changed how sales were being done for salesforce.com, ultimately building out a 12 person team that resulted in $100,000,000 a year in new sales. And yes, that was recurring revenue!
It’s a fascinating story that tells of how Aaron went from CEO to Junior salesperson to someone who revolutionized how a billion dollar company manages their sales.
And yes, he does plug salesforce.com as a tool quite often!
Here is a quick summary of his methods:
Predictable Revenue is all about creating Predictable Lead Generation
First, get your team specialized by separating your sales group into the following roles:
- Sales Development – (Qualifiers)
- Account Executives – (Closers)
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