Powerful ideas from top nonfiction
Try Blinkist to get the key ideas from 7,000+ bestselling nonfiction titles and podcasts. Listen or read in just 15 minutes.
Start your free trial
Blink 3 of 8 - The 5 AM Club
by Robin Sharma
Listen to the Intro
Predictable Revenue summary
Aaron Ross & Marylou Tyler
Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
17 mins
Topics
Table of Contents
Predictable Revenue
Summary of 7 key ideas
Audio & text in the Blinkist app
Key idea 1 of 7
You can’t increase your revenue with an outdated approach to sales.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 Hiring more salespeople is an outdated approach that won’t guarantee more revenue.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!
Want to see all full key ideas from Predictable Revenue?
Key ideas in Predictable Revenue
More knowledge in less time
Read or listen
Get the key ideas from nonfiction bestsellers in minutes, not hours.
Find your next read
Get book lists curated by experts and personalized recommendations.
Shortcasts New
We’ve teamed up with podcast creators to bring you key insights from podcasts.
What is Predictable Revenue about?
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.
Best quote from 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
Who should read 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
Categories with Predictable Revenue
Books like Predictable Revenue
People ❤️ Blinkist
Sven O.
It's highly addictive to get core insights on personally relevant topics without repetition or triviality. Added to that the apps ability to suggest kindred interests opens up a foundation of knowledge.
Thi Viet Quynh N.
Great app. Good selection of book summaries you can read or listen to while commuting. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.
Jonathan A.
Life changing. The concept of being able to grasp a book's main point in such a short time truly opens multiple opportunities to grow every area of your life at a faster rate.
Renee D.
Great app. Addicting. Perfect for wait times, morning coffee, evening before bed. Extremely well written, thorough, easy to use.
People also liked
Start growing with Blinkist now
27 Million
Downloads on all platforms
4.7 Stars
Average ratings on iOS and Google Play
91%
Of Blinkist members create a better reading habit*
*Based on survey data from Blinkist customers