Ross, A., Tyler M. Predictable Revenue 2011

Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com
Predictable-Revenue Aaron Ross

  1. Where The $100 Million Came From
    1. Start Here
    2. The “Hot Coals” Sketch
    3. The Painful Planning Mistake Boards and Sales VP.. Make Every Year
    4. Have You Ever Felt Like An Utter Failure
    5. The $100 Million Sales Process
    6. Make Your Lack Of Money An Advantage
  2. Cold Calling 2.0, Ramp Sales Fast Without Cold Calls
    1. First Breakthroughs
    2. Terms and Abbreviations
    3. RIP Cold Calling
    4. Salesforce.com’s Cold Calling 2.0 Story
    5. Cold Calling 1.0 vs Cold Calling 2.0
    6. Could Cold Calling 2.0 Work for My Company?
    7. Why Account Executives Should Not Make Cold Calls
    8. Case Study: Hyper Quality Triples Results in 90 Days
  3. Executing Cold Calling 2.0
    1. Getting Started with Cold Calling 2.0
    2. The Most Important First Step
    3. Why Sales Development and Market Response Should Be Separated
    4. Choosing a Sales Force Automation System
    5. How Cold Calling 2.0 Works, The Process
    6. Get Clear on Your Ideal Customer Profile (“ICP”)
    7. Building Your List of Targets
    8. Run Outbound Email Campaigna
    9. Sell the Dream
    10. Pass the Baton (When Is an Opportunity Qualified?)
    11. Improve Cell Effectiveness without Scripts
    12. Move Prospects Through “Account Status” Assembly Line Stages
    13. SDR Compensation
    14. SDRs: Account Executives Are Your Customes
    15. Example Simplified Training Plan for a New SDR
  4. Prospecting Best Practices
    1. A “Day in The Life” (SDR Example)
    2. The Top 6 Prospecting Mistakes Reps Make
    3. My Favorite Prospecting Questions
    4. 7 Quick Prospecting Tricks
    5. Time Management and Focus Tip: “3 Goals for the Day”
    6. Example Dashboards in Salesforce.com
  5. Sales Best Practices
    1. Sell to Success
    2. 9 ways You Lengthen Your Sales Cycles
    3. Obsess about the Decision Making Process, Not The Decision Maker
    4. 9 Steps to Create Free Trials that Maximize Conversion Rates
    5. A 3-hour-and-15-Minute Sales Process
    6. Killer Salespeople Uncover True Problems Behind Desired Solutions
    7. Prospects Should Earn Proposals
    8. My Favorite Sales Call Question of All Time
  6. Lead Generation and “Seeds, Nets and Spears”
    1. Distinguishing Leads: “Seed, Nets and Spears”
    2. Example of “Net” Marketing Funnel
    3. Example of “Spears” Prospecting Funnel
    4. Defining Prospects. Leads, Opportunities, Clients and Champions
    5. Use “Lavers of the Onion” to Sell for You
    6. How to Generate a Steady Flow Inbound Leads
    7. Marketing Automation Best Practices: “How Marketo Uses Marketo”
    8. A Way to Generate Real Leads from Trade Shows & Conferences
  7. Seven Fatal Mistakes CEO’s and Sales VPs Make
    1. Not Taking Responsibilty for Understanding Sales and Lead Generation
    2. Thinking Account Executives Should Prospect
    3. Assuming Channels Will Sell for You
    4. Talent Fumblles (Hiring, Training, Incenting)
    5. Thinking “Product-Out” not “Customer In”
    6. Sloppy Tracking and Measurement
    7. Command-and-Control Management
    8. Bonus: Under-Investigating in Customer Success
  8. Sales Machine Fundamentals
    1. “Happy Customers Create Extraordinary Growth” Sketch
    2. What Works in Sales Has Changed
    3. 9 Principles the Four Core Sales Functions
    4. If You Sell to Sales Executives
    5. A Totally Different Vision for Structuring Sales Teams
  9. Cultivating Your Talent
    1. Happy Employees Devlop Happy Customers
    2. “Where Do I Hire Great Salespeople?”
    3. The Very Best Salespeople
    4. Should You Consider Commission-Only Salespeople?
    5. The Importance Of Follow-through
    6. The Best Kind of Sales Training
    7. A Self-Managing Weekly “SalesforceU” Training Meeting
  10. Leadership Management
    1. 6 Responsibilities of a Manager
    2. Retaining Star Employees
    3. How We Created Sales Machine Alignment through Salesforce.com’s V2MOM
    4. Planning Process
    5. 3 Ways Inspire and Improve the Sales Organization
    6. Why Do Salespeople Resist Following Directions?
    7. How to Design Self-Managing Teams and Processes
    8. Engage the Whole Team in Designing Their Compensation
    9. 10 Ways to Improve Sales Force Automation Adoption
  11. Next Steps and Resources
    1. Where Will You Go From Here?
    2. Follow These People
    3. Consulting Services
    4. Unique Genius: Why Do You Matter?
    5. About The Authors