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Predictable Revenue: Turn Your Business Into A Sales Machine with the $100 Million Best Practices of Salesforce.com Audible Audiobook – Unabridged

Aaron Ross (Author), Marylou Tyler (Author), Mary Jane Wells (Narrator),
4.4 out of 5 stars 2,224 ratings

Grow Revenyue by 300% Or More and Make it Predictable

Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... with zero cold calls.

This is not another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention?

LEARN INSIDE

  • How an outbound sales process ("Cold Calling 2.0"), that without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects.
  • The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again.
  • How outbound sales and selling can be friendly, helpful and enjoyable.
  • How to develop self-managing sales teams, turning your employees into mini-CEOs.
And more...

Read more
Previous slide of product details
  1. Listening Length
    5 hours and 7 minutes
  2. Author
    Aaron Ross, see all
  3. Narrator
    Mary Jane Wells
  4. Audible release date
    August 19, 2013
  5. Language
    English
  6. Publisher
    PebbleStorm, Inc.
  7. ASIN
    B00ENFXJ0G
  8. Version
    Unabridged
  9. Program Type
    Audiobook
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Product details

Listening Length 5 hours and 7 minutes
Author Aaron Ross, Marylou Tyler
Narrator Mary Jane Wells
Audible.com Release Date August 19, 2013
Publisher PebbleStorm, Inc.
Program Type Audiobook
Version Unabridged
Language English
ASIN B00ENFXJ0G
Best Sellers Rank

Customer reviews

4.4 out of 5 stars
2,224 global ratings

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Customers say

Customers find the book provides practical pieces of advice and is written in a very consumable, easy-to-follow manner. Moreover, they appreciate the actionable examples and consider it an excellent resource for business owners. However, the content receives mixed reactions, with some finding it engaging while others find it boring. Additionally, customers disagree on whether it's worth the price.

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Information qualityReadabilityWriting styleActionable contentContentValue for moneyPacing
150 customers mention "Information quality"145 positive5 negative

Customers find the book provides practical advice and concrete suggestions, with one customer noting it develops solid success models.

"I definitely enjoyed the book Predictable Revenue and really like the author's style...." Read more

"This book is a good mix of strategy and tactics. Ross provides several principles for success and then backs it up with a lot of implementation..." Read more

"Great book. I love the coaching style. This is a great guide for sales teams, technologist and managers leading digital automation such as sales..." Read more

"...-Not an academics book, very practical and real-world suggestions Limitations:..." Read more

114 customers mention "Readability"114 positive0 negative

Customers find the book highly readable, describing it as a wonderful and excellent resource for business owners, with one customer noting that it's more than just fluff.

"Great book. I love the coaching style...." Read more

"...If that’s what you’re looking for then this is a decent book to read...." Read more

"...This book is personable, and a pleasure to read...." Read more

"...Ideas on cold calling 2.0 are quite good and worth implementing...." Read more

59 customers mention "Writing style"49 positive10 negative

Customers appreciate the writing style of the book, finding it very comprehensible and easy to follow and reproduce.

"I definitely enjoyed the book Predictable Revenue and really like the author's style...." Read more

"...to turn a haphazard and unpredictable sales process into a visible, manageable, and predictable revenue generator...." Read more

"...-The book is written in a very consumable way and is super easy to read and get something out of..." Read more

"...the ideas make sense and are easy to implement. Just 2 areas that I felt kept it from being a '5' star:..." Read more

8 customers mention "Actionable content"8 positive0 negative

Customers appreciate the actionable content of the book, with one mentioning it provides a good mix of strategy and tactics.

"This book is a good mix of strategy and tactics...." Read more

"...The content is actionable and engaging. You can implement many of the concepts today on your team or in your org...." Read more

"...The author discusses some good, actionable ideas and concepts. I would recommend." Read more

"This was a great read that provide practical and actionable information. This is a must read for SaaS start ups." Read more

13 customers mention "Content"6 positive7 negative

Customers have mixed opinions about the book's content, with some finding it engaging while others describe it as a boring read.

"...predictable revenue growth - however at many places it touched more on high level topics and does not go to the working or examples of how others..." Read more

"...The content is actionable and engaging. You can implement many of the concepts today on your team or in your org...." Read more

"...The reasons for a 2-star reviews are: - It was a boring read -..." Read more

"...Buy the REAL book and read the pages because the content IS interesting when it's coming from the page and the illustrations (many) are helpful and..." Read more

8 customers mention "Value for money"5 positive3 negative

Customers have mixed opinions about the book's value for money, with some finding it a great deal and infinitely valuable, while others consider it not worth the price.

"So glad I bought this book - a great price for the information contained within...." Read more

"...So not worth the buy, at all." Read more

"...I have found it infinitely valuable. Just hoping to finish it soon." Read more

"Got it at the right price and a good business book to read. Happy! ^_^" Read more

13 customers mention "Pacing"0 positive13 negative

Customers find the pacing of the book too basic and not suitable for beginners.

"...There is no technical advice - there is nothing. In short the book can be summarised: make your list, spam everyone, call the ones who has responded...." Read more

"Nothing bad... Nothing spectacular... The book will likely have you yawn. The authors' free stuff online has as much content as the book...." Read more

"...The concepts are sound but quite basic, sales force focus and specialisation is widely practised already and not a new concept...." Read more

"...time it mentioned salesforce.com I would have $100 Million... Too basic of a book. Did not give any good strategies. Did not make me think...." Read more

Top reviews from the United States

  • Casey Kerr
    5.0 out of 5 stars Lead Gen & Sales Process 101
    Reviewed in the United States on August 26, 2013
    Format: KindleVerified Purchase
    I definitely enjoyed the book Predictable Revenue and really like the author's style. Ross did an amazing job helping Salesforce.com generate its opportunities, and this book tells his story of building the lead generation function from scratch and gives some great examples of his leadership style.

    I would have liked it to have been more specific, but it still fully deserves a 5 star rating for being the course on "Bay Area Lead Gen Scaling 101." Having built and managed a 5+ member lead generation team from scratch exactly like the author, here are my thoughts on the book:

    Ross' Vision:
    1) Don't let the so-called "reality" stop you. (Love this comment)
    2) Subteams and miniCEOs, cool idea for teams within companies. (Great vision, his best)
    3) Design CEOs and VPs of Sales out of the sales process. (Hmm, interesting. Agreed)
    4) The future of sales is on new user acquisition and important titles like VP of Lead or Demand Gen. (Agreed)
    5) Design self-managing teams. (Good)

    The 4 things Ross nails especially well:
    1) "Prospects should earn proposals." (This is the best line ever, I always say this)
    2) Always get prospects to talk about their business, not selling the product. Ask "why" 3x or more. (Great!!)
    3) In 6 months, follow-up on all past opportunities. (Important)
    4) Ask yourself in order, "what can I:"
    A. eliminate
    B. automate
    C. outsource
    D. delegate

    Some facts:
    1) "Short and sweet" emails get over 9% open rate vs. sales-y at 0%.
    2) Responsibilities of VP Sales includes: goal setting, involvement in big deals, culture, etc. (See full list)
    3) Most inbound leads come from small businesses, not enterprises.

    Things I found interesting:
    1) "Send messages before 9am or after 5pm and avoid Monday and Fridays." (It would be interesting to see these stats in much more specificity)
    2) "Did I catch you at a bad time" is best intro line. (Hmm, maybe, need to think about)
    3) "Return on Salesperson's time." (Very interesting concept and would be interesting to track both to company and as an individual)
    4) Ross says: don't assume sales people will find deals by Rolodexes and cold calling. (Great!! Yes)

    Parts of Ross' Process:
    1) Define what companies are most similar to the top 5-10% of your clients. (Good)
    2) Voicemail and email combinations are effective. (Ok)
    3) Create a "success plan" for after product is sold. (Good)
    4) Always start high 1-2 levels above decision maker. (Maybe. Good rule of thumb, but I don't like the word "always." Finding influential people is key)
    5) Free trials - help create "what defines success" and make sure there is follow-through. (I like paid trials better)
    6) Track call conversations with DM's per day for sdr team. (Yes)
    7) Always set up a next step with qualified dms. (Very important)
    8) Need a market response rep for every 400 leads. (Ok, maybe)
    9) Metrics to track at board level: new pipeline generated per month. (Good)

    Some additional thoughts:
    1) Scaling is "not about hiring more salespeople." (Agreed. Ideally this process would be systemized and automated)
    2) Hubspot's suggestion on blogs: Participate with others' blogs, comment, and make it a 2 way conversation. (Very good!)
    3) The trends in sales & marketing are: more accountability on marketing budgets and lead generation teams on ROI. (Yes)

    Recommended products to check out:
    1) Landslide - design your sales process for free.
    2) InsideView
    3) Connectandsell.com - ondemand conversations
    4) How Marketo uses Marketo:
    a. Lead scoring breakdown. Very cool!!
    b. An email is sent 11 min after web form..

    Suggestions for improvement:
    1) Would have likes to have seen more specific examples of success at Responsys, HyperQuality or other clients rather than vaguely "tripled results."
    2) How important is predictable revenue? Is there a trade-off between predictable revenue and more revenue? I wonder. Maybe, maybe not. I know that I've seen AEs (ClearSlide is one example) incentivized to sandbag to hit 120% of monthly quota rather than have wild swings of 300% ten 40%. That's terrible.
    3) Didn't include: process for data management, recommended software for deduping, or how leads and accounts were structured.

    Connect with me at LinkedIn.com/in/caseydkerr or on Twitter @drcaseykerr
    154 people found this helpful
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  • Amazon customer
    4.0 out of 5 stars Sales strategy plus tactics for teams that want to decrease sales chaos
    Reviewed in the United States on February 22, 2016
    Format: KindleVerified Purchase
    This book is a good mix of strategy and tactics. Ross provides several principles for success and then backs it up with a lot of implementation detail. The fundamental problem he addresses is how to turn a haphazard and unpredictable sales process into a visible, manageable, and predictable revenue generator. There's a lot of detail in the book about sales metrics, roles, pipeline phases, hiring, and executing marketing programs. He also covers usage of sales force automation tools.

    If you're looking for an effective sales philosophy as well as actionable steps, this book will deliver. It's written for sales leaders and would be a good for an environment where more structure and visibility are needed.

    Much of this book is a counterpoint to old school sales techniques ("Always Be Closing") which hope that brute force cold calling and cajoling customers will result in big deals. Ross believes that carefully designing a sales pipeline with associated metrics, investing in the sales team and focusing on the customer relationship will yield predictable revenue. He includes "selling selfishly, rather than solving" as one of his "how to make things worse" bullet points.

    Ross tackles several common misconceptions about sales: hiring more sales people will result in more sales, account executives should be cold calling, and sales teams can take care of themselves.

    Throwing more people at the problem will not help. Creating predictable revenue requires creating a metrics driven sales process. Key metrics must focus on lead scoring and defined phases. He emphasizes the role the process and planning take in creating predictable revenue. He contrasts this with old school “Always Be Closing” which favors the close at the expense of everything else. Ross is a proponent of solution sales and says that sitting with your customer to craft a joint vision of success is much more powerful because it establishes a partnership focused on business outcomes rather than order document.

    He counters the second issue by creating a separate team with a very specific role and process to conduct “cold calling 2.0”. The key to effective Cold Calling 2.0 is to screen all prospects against a well defined ideal customer profile.

    Finally, effective sales requires investment in the team. This includes hiring, training, incentives, and executive support.
    4 people found this helpful
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  • Rishabh Rege
    5.0 out of 5 stars Great insights and writing style
    Reviewed in the United States on October 29, 2023
    Format: KindleVerified Purchase
    Great book. I love the coaching style. This is a great guide for sales teams, technologist and managers leading digital automation such as sales force automation in todays turbulent business world. The key to business growth is a foundation built upon predictable and repeatable processes. This in turn leads to self managing teams that drive business value through greater scalability and specialization.
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  • Rick
    5.0 out of 5 stars The process works, even if you're not selling software
    Reviewed in the United States on April 24, 2014
    Format: KindleVerified Purchase
    A key takeaway was the concept of sending out a few emails and then spending time following up with those who opened and clicked. I used to send out several thousand emails at once, and every time I did that, new orders came in. But those were orders from my existing customers who already knew the company and were reminded of me.
    With this process, we send out a few hundred, and then call the 50 or so people who've actually clicked and investigated our services. Then a few days or a week later we send out a few hundred more. The personal contact has brought us quite a few new customer opportunities. If I tried to call all the clicks/opens on the original email blast of thousands, it would be hundreds of people and I'd never have time to make those calls. But I can have a part time person work a day or two a week and easily call 50-75 interested prospects. this process is definitely bringing in new customers. I can use the old newsletter method to inform and remind our existing long time customers.
    3 people found this helpful
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Top reviews from other countries

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  • Dakx Turcotte
    5.0 out of 5 stars and then the predictable part of things is relatively easy to see
    Reviewed in Canada on October 2, 2015
    Format: PaperbackVerified Purchase
    I couldn't wait to read Aaron's book, and couldn't wait to implement the predictable revenue process once I read the book, and now that Aaron's personally given me feedback that our implementation is delivering results that are on par with what he's seen before, I can't wait to scale and accelerate this. I'm really excited about the Predictable Revenue model.

    This should be read by anyone who's interested in launching a business and finding his first 10 customers, as much as his next 50 to 500 customers. In my case, we have 25 customers, and we're also doing inbound marketing, so I am hoping the Predictable Revenue model will help generate at least half of our next 25 customers within the next 3-5 years.

    Take note that the book will provide you with a recipe. But you'll have to add at least 1 dedicated person full time to implementing it. It takes a few months to show real results (depending on the length of your sales cycle), and then the predictable part of things is relatively easy to see.
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  • Cliente Kindle
    5.0 out of 5 stars Excelente leitura !
    Reviewed in Brazil on November 20, 2019
    Format: KindleVerified Purchase
    Aron explica muito bem como devemos separar os recursos (pessoas) e tarefas em cada parte do processo de vendas.
    Recomendo !
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  • Susan Morgan
    5.0 out of 5 stars This is an amazing book. I thought it was only me that ...
    Reviewed in the United Kingdom on March 1, 2018
    Format: KindleVerified Purchase
    This is an amazing book. I thought it was only me that felt dreadful about sales. It's inspirational and has made prospecting my new normal. I realise now that sales isn't just about being fabulous at closing sales (although that's a given) It's about learning how to cope with rejection and the video interview with Tom Hopkins made me realise that you get the big bucks for coping well with being told 'No'. Then moving on to 'yes' from the right people. Thank you Jeb Blount. Truly grateful for your work.
    One person found this helpful
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  • Carlos Nuño Langre
    5.0 out of 5 stars Excelente libro para aumentar las ventas y su predictibilidqd
    Reviewed in Mexico on April 25, 2023
    Format: PaperbackVerified Purchase
    Inicia diciendo que para vender más nos solo metiendo mas vendedores y de ahí desarrolla todas sus teorías creo que ha cambiado mis estrategias y visión este libro. Gracias
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  • Ahmed Abdella
    5.0 out of 5 stars Great Insights
    Reviewed in the United Arab Emirates on April 28, 2021
    Format: PaperbackVerified Purchase
    Some of the things are a bit outdated in 2021 but the fundamentals remain the same. Great lessons and insights into many different areas of the revenue journey. I highly recommend it.
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