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Predictable Revenue
Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
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.
- Salespeople and CEOs
- Start-ups trying to scale up their business while attracting venture capital
- Any business owner who wants predictable leads and revenue
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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Predictable Revenue
Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
- Read in 13 minutes
- Audio & text available
- Contains 8 key ideas
Synopsis
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.
Key idea 1 of 8
You can’t increase your revenue with an outdated approach to sales.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 Hiring more salespeople is an outdated approach that won’t guarantee more revenue.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!
Key ideas in this title
- You can’t increase your revenue with an outdated approach to sales.
- The first step to effective sales: Understand the three different leads.
- Use referrals and free trials to generate steady inbound leads.
- Conferences can also generate valuable leads.
- Boost productivity with specialized sales teams.
- Implement “Cold Calling 2.0.”
- Use best practices to strengthen your sales approach.
- Final summary
