Predictable Revenue Buchzusammenfassung - das Wichtigste aus Predictable Revenue

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Zusammenfassung von Predictable Revenue

Name: Predictable Revenue
Rating: 4.2 (81 reviews)
Author: Aaron Ross & Marylou Tyler

Aaron Ross & Marylou Tyler

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

4.2 (81 Bewertungen)

17 Min.

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Predictable Revenue
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What’s in it for me? Bring in more revenue – consistently and predictably.

How can you plan the next five years for your business if you don’t know how much financing you’ll have? You might count up what you’ve made so far, or guess how much your investors might contribute, get a bit creative. But then you’re stuck, because there’s no way to know how much you’ll be making in the future. How can you plan anything if you have great results one month and no profit the next?

That’s why you need predictable revenue. Predictable revenue means constantly increasing sales that you can reasonably expect and count on. With predictable revenue, you can plan far into the future for your company, and rely on the security your competitors are groping to find.

As an added bonus, when you next present your results to potential investors, you’ll double your credibility by projecting how much revenue you’ll bring in.

These blinks explain the secret to predictable revenue, and it’s not just about increasing the number of salespeople!

In these blinks, you’ll find out

why you shouldn’t obsess about closing deals;
how you can turn a free trial into a sale; and
the differences between various sales leads.

You can’t increase your revenue with an outdated approach to sales.

In sales, it’s commonly believed that increasing revenue is simply a matter of hiring more salespeople. But is it so simple? Hiring more salespeople is an outdated approach that won’t guarantee more revenue.

What you really need is quality, not quantity. In other words, a sales team that constantly generates new leads and customers. If you have a constant flow of new leads, you can convert them into a constant flow of new customers – that’s predictable revenue.

The problem is, sales have changed. Nowadays, sales are more about attraction than promotion.

The old approach to sales was like someone poking you and saying, “Going to buy yet? Going to buy yet?” until you gave in – just to get that annoying person off your back. Older techniques relied on a lot of control and manipulation. What’s more, sales people didn’t really care what happened after they closed the deal, nor if their new customers were happy.

This simply won’t cut it today. With the advent of the internet, customers can look up your company online, inform themselves more and learn about your product’s quality. Any unscrupulous behavior can come back to bite you in the form of online reviews that are public and permanent.

If salespeople can’t afford to be pushy anymore, how can they secure customers? By being respectful and offering something that will attract prospects because it represents real value.

If your revenue needs a boost, your company’s sales technique should be the first thing you investigate. Instead of simply hiring more salespeople, why not work with what you have, and ensure tasks are being completed to the highest caliber.

One way to do this is to split the tasks within the sales department. It’s just as important to have a good lead generation team as it is to have a team that can work with those new leads and take care of the existing customers.

So what does a good lead generation system look like, and how can you implement it? Find out in the blink that follows!

The first step to effective sales: Understand the three different leads.

So you want to learn how a good lead generation system works. Well, the first step is understanding exactly what a lead is!

A lead is a sales prospect who is clearly interested in what you have to offer, either because they attended a seminar, downloaded a white paper, or informed themselves in some other way. Once they’ve left you some personal contact data, they are leads.

Use referrals and free trials to generate steady inbound leads.

Some leads are easier to get than others – they’re the ones that approach you before you approach them, perhaps by following your site or signing up for your newsletter. These are inbound leads, a category that includes seeds. Inbound leads make excellent prospects, so how can you attract more of them?

A great way to attract inbound leads is through referrals. Happy customers who recommend your products or services convey the trust they have in you to other people, who are then more likely to convert to customers.

Conferences can also generate valuable leads.

It’s true that conferences and trade shows have a bad reputation in sales. However, they can be more effective than you’ve been told. Though you might assume guests feel overwhelmed with the options and free giveaways available, there are ways to make your product stand out.

First, you’ll need to have an event sales team that takes responsibility for the entire process, from preparation to execution, to evaluation and follow through.

Boost productivity with specialized sales teams.

How do you build a great modern sales organization? Take that daunting task step by step. The first step is specialization: This means splitting responsibilities and tasks into different sales roles.

Without specialization, you risk inefficiencies. There are several different tasks involved in sales, so why force your team members to take on all of them? You’ll boost productivity if you divide your sales team into four core functions.

Implement “Cold Calling 2.0.”

In the last blink, we touched on the method that is vital for sales development representatives: Cold Calling 2.0. So what is it? Think of it simply as prospecting for new customers.

Cold Calling 2.0 begins with the creation of an ideal customer profile. Think about it: contacting the wrong people is just a waste of time! It’s your ideal customer who has a higher chance of buying your product and bringing you lots of revenue. Ask yourself: which industries need your products? Who is already using similar products, or looking to invest in new products like yours?

Use best practices to strengthen your sales approach.

The techniques we’ve learned about in these blinks will put your company well on its way to becoming a sales leader. However, your sales approach wouldn’t be complete without crucial best practices to provide a solid foundation for your methods. And the best place to start is with the attitude your teams have toward sales themselves.

Many sales teams place the most importance on closing deals, but they’re wrong. In fact, salespeople often feel so pressured to close deals that their performance is compromised. By thinking only of closing, they’ll often fail to develop a positive relationship with prospects. Instead, your team should think beyond closing. How?

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Worum geht es in Predictable Revenue?

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.

Bestes Zitat aus Predictable Revenue

The most common mistake is lumping all the types of leads into one bucket of leads and then making future projections based on past results.

—Aaron Ross & Marylou Tyler

Wer Predictable Revenue lesen sollte

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

Über den Autor

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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