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From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue

4.22  ·  Rating details ·  451 ratings  ·  39 reviews
Impossible Goals, Inevitable Successes

Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn't about magic. It's not about privileges, luck, or working
Hardcover, 320 pages
Published February 8th 2016 by Wiley
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Jim Brown
Mar 23, 2016 rated it it was amazing
Shelves: business
Whether it's because of my current business challenges or just because it's a great book, I found the content in From Impossible to be extremely valuable. I highlighted parts of 110 pages (292 page book) and crashed Evernote twice while capturing all of my notes.

While there are seven "parts" to the book, I feel like each one could stand alone as it's own book -- there is that much information packed into each.

Biggest takeaways:
- How to know if you've nailed a niche
- Are you a nice-to-have?
- Co
Michal Skurowski
Aug 06, 2018 rated it it was amazing
One of the best books about scaling startups (not only sales). Great read!
Feb 26, 2016 rated it liked it
Should have followed their own advice about finding a niche. Mostly random flow with little new advice for entrepreneurs & employees. Didn't go deep enough on any topic. Offered very little new that wasn't already published on Saastr. Had trouble following who "I" was, which author was relaying a story. Book needs better editing; found roughly 10 errors.
Michał Śmiałko
Mar 25, 2018 rated it it was amazing
This book makes you think about sales as one of the sexiest skill one can learn.
Jul 16, 2017 rated it it was amazing
171 highlights..maybe a record. Extremely timely for where my business stands right now.
Anton Eliasson
Jun 04, 2018 rated it it was amazing
If you’re into tech, sales and entrepreneurship this is a must read/listen. Best and most concrete business book I’ve ever read.
Dmitri Lisitski
Nov 04, 2018 rated it it was amazing  ·  review of another edition
Must read for b2b marketing and sales

This is an absolute must read for IT entrepreneurs, marketing and sales people, and it’s generally useful for b2b marketing and sales people from various industries
Jose Papo
Feb 03, 2016 rated it it was amazing
This is a must, really must read book for anyone working in B2B companies or startups. Aaron Ross, wrote the book "Predictable Revenue" and this new book is a complement and a revision of it. It's not only about sales and marketing, but this is a very important part of the book.

He also talks about the importance of nailing a niche (and how to do it), scaling Sales, the importance of doubling your deal size and going upmarket, how to create employee ownership, and how to force yourself to do thi
Matthew Nepsa
Oct 07, 2017 rated it it was amazing
This book provides an authentic crash course in the general outlay of opportunities and traps that are both common and unique to SaaS startups. It's full of first-hand insight that any tech startup could find valuable. As the title suggests, growth techniques are the dominant topic, but this is reinforced (in no small measure) with a great deal of general advice for early stage startups and. Also covered are topics ranging from team management, sales structures and techniques, employee and team ...more
Aug 29, 2018 rated it liked it
The bad: Wow, what a load of crap. This book is pretty much a recap of how sales should work in a startup. There's not much besides the obvious. There is a fine point here and there, but Ross's condescending tone, constant bragging and unfortunate lines such as "hire only young people" as living examples of startup ageism, coupled with usual SV survivorship bias, make me think that there is no value to this book that you wouldn't get anywhere else anyway. Jason Lemkin makes short cameos here and ...more
Scott Wozniak
Oct 19, 2018 rated it liked it
The best part about this book is it's weakest part--it's very, very specific. This is a book on the structure and training of a sales team for a software startup that has a product that makes money already but don't have a viral growth rate.

And it has a very specific approach to setting up your sales team. That's the best part. You get real, tactical advice. But that also means that if you're not in that exact situation then this isn't that useful. Also, it's a little dry/technical in it's styl
Simple Book

Easy to read, easy to understand, but without profound value. Didn’t find it useful for advanced situations, just for basic matters.
Alejandro Perez
Jan 15, 2019 rated it it was amazing
Frustrated with sales? Read this book. Period.
Nic Brisbourne
May 23, 2018 rated it really liked it
Solid enterprise sales tips - how to find leads, hire sales people, structure sales teams, find a starting niche, increase deal size etc

Practical and actionable

Structured well for a quick read
Riccardo Bua
Nov 19, 2018 rated it it was amazing
Everything you wanted to know about sales operations and lot more
George Davidson
Jun 23, 2018 rated it really liked it
Shelves: business, startup
Very factory like process for sales, should work for SaaS companies selling downmarket, not sure about Enterprise or other industries
Alan McBrearty
Oct 30, 2018 rated it it was amazing
I love both Aaron Ross and Jason Lemkin, and I love how they have joined their combined knowledge and experience into this book. It is a great read and offers takeaways that can be used immediately.
Jul 05, 2017 rated it liked it  ·  review of another edition
Solid primer for entrepreneurs

Good overarching primer for those starting a business or focused on selling. Covers all the basics. Can get a bit off topic here and there.
Vikram Chalana
Jan 14, 2017 rated it liked it
Some good tips about building and growing a sales and marketing organization. very good for founders of SaaS startups.
Fabio Lara
Oct 05, 2017 rated it it was amazing  ·  review of another edition

Minha expectativa era de encontrar um complemento, talvez até um pouco mais do mesmo, do Receita Previsível: como implantar a metodologia revolucionária de vendas outbound que pode triplicar os resultados da sua empresa, mas logo nas primeiras páginas vi que não tem muito a ver, embora os autores também passem e falem sobre a prospecção outbound.

O propósito do livro é quase um guia para começar o seu negócio no mercado de SaaS. Como você pode fazer para validar sua ideia, inicio das
Alex Monegro
Really enjoyed the parts of the book that related to its intended content, sales growth, but giving it three instead of four for the later 1/4th of the book which really isn't necessary.
Ken Hamner
Sep 26, 2017 rated it really liked it
Pretty good book. Worth reading for aspiring or active entrepreneurs.
Sep 21, 2017 rated it it was amazing
Great book, with excellent, practical advice for any stage of business or life. I'm marking my calendar to read this again a year from now.
Khalid Yassin
Dec 29, 2017 rated it it was amazing
Will read again.
Pedro Fernandes
Jul 11, 2018 rated it it was amazing
Super interesting insights about setting up a sales team in a saas business model
Kurt Anderson
Apr 27, 2017 rated it liked it
Despite being not at all what I expected, this was still a solid book. It was definitely geared WAY more than I'd planned to early-stage start-ups. Additionally, it was less focused than is probably best, skipping intended audiences from chapter to chapter.
That being said, what WAS covered had tons of concrete tactics and real-world advice. So, as long as you're open to interpreting principles and adapting them to your situation, there's much to be learned.
Feb 24, 2017 rated it really liked it
A great introduction to saas sales
Paul Kapellas
Feb 17, 2016 rated it liked it
Shelves: business-sales
Interesting read that I would've given 2 1/2 stars had Goodreads allowed for 1/2 stars. I'll admit that I gave Ross the benefit of rounding up because he's a dad, I'm a dad, we dads stick together.
That said.
This reads like it's written By Ross and sprinkled by Lemkin, but in Ross' words, then with featured authors, that don't have obvious starts and ends to their contributions. Confused yet? Yeah, so was I, a bit. Ross amplifies certain points by putting the words in bold and in a frame, the o
Abhi Yerra
Dec 02, 2017 rated it really liked it
Shelves: sales
The information on creating a sales pipeline, nailing a niche, and really driving into creating those were really valuable. However, some of the rest of the book was a bit less interesting especially if you read any Drucker.

I guess main lessons:

- Nail a niche. Really own it and be solid and be the big fish in the little pond.
- Increase the deal size. Better to do 1-2 bigger deals than 10 smaller deals.
- Create a separation between Prospecting and Account Managing. This was the biggest lesson
Arash Narchi
Jan 19, 2016 rated it it was amazing
Jason and Aaron have put together a great book. The aspect I enjoy is that they covered a broad range of topics but also went in depth for most them. The tone is also very real. They are writing in simple easy to understand words, with empathy, understanding, motivation but grounding you in the realities of what it really takes and how you should think about things. Lots of practical and applicable knowledge for founders, but also good learning for someone early in their career. Highly recommend ...more
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“It's easy and fun to dream about success. Making it happen—and keeping it going—is a lot tougher. And far more rewarding.” 0 likes
“Turn your revenue funnel into an hourglass by tracking how Customer Success affects revenue.” 0 likes
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