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

by Aaron Ross

To begin implementing the Cold Calling 2.0 system, you should know that: At least one person is 100% dedicated to prospecting (or you intend to have this person). Yes, you can start part-time, but it will be hard to get significant results until you have someone totally committed to it. You have some kind of sales system that lets your sales team share and manage their sales contacts and accounts. Salesforce.com is still the best system (in my humble though admittedly biased opinion) but what’s more important is that you have something beyond spreadsheets, whiteboards and email. Your prospects use email. You have a proven product or service that has generated revenue. The “lifetime value of a customer” is more than $10,000 (the more the better). The process will definitely work if your lifetime value is lower (especially if you’re a single-owner business doing this for yourself), but it becomes more challenging to make it profitable through hired salespeople.