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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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Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com + The Challenger Sale: Taking Control of the Customer Conversation + To Sell Is Human: The Surprising Truth About Moving Others
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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: 9 x 6 x 0.5 inches
  • Shipping Weight: 11.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (96 customer reviews)
  • Amazon Best Sellers Rank: #9,136 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

It is a very easy read.
Bones2060
Predictable Revenue is a must read for any sales leader looking to maximize efficiency and scale a sales team quickly.
Derek D.
I've underlined and noted more stuff in this book than I have in any other business books I've read.
Mike

Most Helpful Customer Reviews

32 of 32 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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13 of 14 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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8 of 9 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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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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7 of 9 people found the following review helpful By FractionalExecJim on August 13, 2011
Format: Kindle Edition
I found this book easy to overview, with clear diagrams and headers, so I could dig into the sections that immediately impacted my client and their reps. I've already recommended it to one of them. It's also easy to understand - though implementing the changes are a major shift if you currently use 'coast to coast' sales people. The structure of the Predictable Revenue system - splitting up the sales process into different sales roles - permits a company to make adjustments and build a sustainable system because it leverages skills and sales executives will quit prospecting when there are deals to work. If you're a fan of Solution Selling, you will love this book and this system - at least I did. My feeling is that the Predictable Revenue system has the potential to be as successful as the Solution Selling system and I expect to see it around for years to come. The email first technique is new to me; he's sold on email first, call second while some people I know call first. Since the techniques can be tested and tweaked over time it's low risk to try it - and both fit into their model. Their system doesn't eliminate marketing to create inbound - recognizing it as a needed component. Most importantly, it protects the times of the sales reps and lets them focus on selling not prospecting. As with any sales book there are a few items that I am not sure about but I do like the way they give frequently give guidelines not templates.
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