Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
by Aaron Ross
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.
I really enjoyed Predictable Revenue. It was an easy read in the sense that Ross presences his concepts in a way that makes it simple for you pull strategies out and implement them into your own organization.
Keep your prospecting emails short -one to three lines
CEO Flow -Turn your employees into mini-CEOs
You must bridge the chasm between marketing and sales
Don't treat SDR like a low-level role. Expect your SDRs to be experts
Get clear on your ideal customer profile
Killer sales people uncover true problems behind desired solutions
When people are busy, it's easy to forget to have fun
Include salespeople in the planning of new programs
Specialize sales roles
I'll leave you expanding how the concept of CEO Flow really stuck with me. It's so easy as a manager to micro-manage your people and run endless Salesforce reports to monitor everything they're doing(or not doing). This is what makes the role of "Manager" frustrating.
As a manager we work for our people. It's our duty to help them take control of their own success, and it starts by turning them into mini-CEOs. Arron Ross shows you how in Predictable Revenue.
Today is going to be a good day, I have a feeling...
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