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Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com Paperback – July 8, 2011


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Product Details

  • Paperback: 213 pages
  • Publisher: PebbleStorm; 6.8.2011 edition (July 8, 2011)
  • Language: English
  • ISBN-10: 0984380213
  • ISBN-13: 978-0984380213
  • Product Dimensions: 6 x 0.5 x 9 inches
  • Shipping Weight: 11.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (163 customer reviews)
  • Amazon Best Sellers Rank: #9,178 in Books (See Top 100 in Books)

Editorial Reviews

From the Author

A Video From The Author, Aaron Ross:
 

About the Author

Before Predictable Revenue, Aaron worked at Salesforce.com, where he created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase Salesforce.com's revenues by $100 million.  The same process has since also helped companies like Responsys (sold to Oracle to $1.5 billion), and Acquia (named the #1 fastest growing company in North America) dramatically speed up new sales growth. 

Aaron graduated from Stanford University, is an ex-Ironman triathlete and graduate of the Boulder Outdoor Survival School. He lives in Los Angeles with his wife and five children (also expecting two other kids coming the way via adoption), loves motorcycles, and he keeps his work to 25 hours a week.

His next book is underway with Jason Lemkin, The Predictable Revenue Guide To Tripling Your Sales.

More About the Author

Aaron Ross is the best-selling author of "Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com". He is the author of two other books, "CEOFlow: Turn Your Employees Into Mini-CEOs", and "Sons Love Drawing Mutant Robot Battles With Dads".

Aaron founded PredictableRevenue.com, a consulting company that helps b2b companies triple sales growth & create self-managing sales teams. Aaron is also the founder of PebbleStorm, which is helping 100 million people "make money through enjoyment" by combining happiness and money.

Before Predictable Revenue & PebbleStorm, Aaron was an EIR (Entrepreneur-in-Residence) at Alloy Ventures, a $1 billion venture capital firm. Prior to Alloy, at Salesforce.com Aaron created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase salesforce.com's revenues by $100 million. Aaron was CEO of LeaseExchange, an online equipment leasing marketplace.

He graduated from Stanford University, and is an ex-Ironman triathlete and graduate of the Boulder Outdoor Survival School. Aaron lives in Los Angeles with his wife and four children

Customer Reviews

Great and inspiring book.
Valeriia
Great book, easy to read, I enjoyed it very much.
Yaniv Dagan
This is a must read for any sales role or team.
Jon P Cavanaugh

Most Helpful Customer Reviews

42 of 42 people found the following review helpful By Casey Kerr on August 26, 2013
Format: Kindle Edition Verified 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.
Read more ›
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15 of 16 people found the following review helpful By Mike on November 23, 2011
Format: Paperback
I'm extremely impressed- I really enjoyed the concise writing style of this book. It reads more like an exact how-to manual than theory and principal which I totally enjoy. I've underlined and noted more stuff in this book than I have in any other business books I've read. I may be a little biased as my company leverages Salesforce.com internally as well as for our clients so I was able to really connect with the thought process in the book (and saw salesforce.com grow and innovate from the outside during the years Aaron was inside). Initially I was thinking, 'okay- this book is going to be a little too basic', however as I read on, it gathered momentum and outlined with the least number of words concise practices I'm now in the midst of implementing. There are very few books I've read which make me want to take immediate action like this one did.

I'd recommend this book to small/mid-sized business owners who have grown naturally from referrals and word of mouth who are looking towards being able to further automate themselves out of the company and free up more of their time for bigger thinking. A naturally grown business tends to have a smaller sales engine- and in some cases barely one, but a heavy dependency on the owner/operator for the referral modality to function. This book outlines a proven practice to transform and automate that.
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Format: Paperback Verified Purchase
I dug in where we had a need for improvement right away, the sales process, and read, "The Top 6 Prospecting Mistakes Sales Reps Make." Awesome targeted info there! Took only some of their suggestions, put them to work right then and voila, landed a couple sales right off the bat the same day - the same hour ; So I can only imagine what the rest of the book's tips have to offer. LOVE books like this, yes!
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3 of 3 people found the following review helpful By Lance on September 7, 2014
Format: Paperback Verified Purchase
Positives:
-This book is great for two types of audiences. The first are people who are completely new to inside sales and lead generation. This book does a great job framing up how you should think about and manage such a business, and what the key KPIs of that business must be. The second is a start-up that is hoping to scale through inside sales / lead gen model. This will give you a playbook for how to execute. If your company needs you to be both CEO and head of sales this book will be a phenomenal how-to guide.
-The book is written in a very consumable way and is super easy to read and get something out of
-Not an academics book, very practical and real-world suggestions

Limitations:
-The book is written only from Aaron's time at Salesforce.com and other SaaS businesses. It does not have the wider applicability that one might hope for
-The author assumes what worked for him is the best / only way to do things rather than having a more nuanced operating model of situations in which certain operations will be more or less effective. For example, surely there are firms where inside sales and lead gen are not the right model, or need to be rolled out in a different way, but Aaron makes a number of assumptions that are more dogmatic than helpful.
-Spills into management techniques more than it needs to.
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8 of 10 people found the following review helpful By Auren Hoffman on October 22, 2011
Format: Kindle Edition Verified Purchase
I have read a lot of sales process books ... and this one was the best. It gives a very good overview of the best ways to prospect and also how to move prospects and leads through a sales process. This book is for you if you in a B2B company that sells reasonably high-priced products. This works for software/SAAS companies, but also works very well for services organizations.
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