How to achieve predictable revenues – Video

Photo credit: Dave Gray

 

I am sometimes asked for some good books to read about sales. If the specific issue at hand is about prospecting, one which is worth knowing about is called “Predictable revenues” by Aaron Ross. It presents the lead generation process that has been implemented within SalesForce around 2004 and helped the company grow to $100,000Mn+. Prospecting is key for young businesses, especially as they can not rely on growing revenues from existing clients or referrals. Or for companies entering a new market. And as many other parts of a company operation, to have a process for prospecting is important (#understatement).… Read the rest