Predictable Revenue Quotes

“What works to generate flows of new leads: Trial-and-error in lead generation (requires patience, experimentation, money). “Marketing through teaching” via regular webinars, white papers, email newsletters and live events, to establish yourself as the trusted expert in your space (takes lots of time to build predictable momentum). Patience in building great word-of-mouth (the highest value lead generation source, but hardest to influence). Cold Calling 2.0: By far the most predictable and controllable source of creating new pipeline, but it takes focus and expertise to do it well. Luckily, you are holding the guide to the process in your hands right now. Building an excited partner ecosystem (very high value, very long time-to-results). PR: It’s great when, once in awhile, it generates actual results!”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“If you want one year of prosperity, grow grain. If you want ten years of prosperity, grow trees. If you want one hundred years of prosperity, grow people.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Lack of money is a common excuse for not being creative.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“What works to generate flows of new leads: Trial-and-error in lead generation (requires patience, experimentation, money). “Marketing through teaching” via regular webinars, white papers, email newsletters and live events, to establish yourself as the trusted expert in your space (takes lots of time to build predictable momentum). Patience in building great word-of-mouth (the highest value lead generation source, but hardest to influence). Outbound Prospecting (aka "Cold Calling 2.0"):: By far the most predictable and controllable source of creating new pipeline, but it takes focus and expertise to do it well. Luckily, you are holding the guide to the process in your hands right now. Building an excited partner ecosystem (very high value, very long time-to-results). PR: It’s great when, once in a while, it generates actual results!”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“like out there.” Solution: Talk to customers to get clear on what you do for them, rather than how you do it. Put this into a simple, clear one-page document you can share with the entire company. Regularly connect with customers by phone or in person.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Prospecting doesn’t bring in revenue—closing brings in revenue.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Without further adieu, this is the best question ever to use to open calls:
“Did I catch you at a bad time?”
Conversationally, it might”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Do you have a sales process? If you don’t—get one. ANYTHING is better than no process.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Three Keys To Predictable Revenue
Building a Sales Machine that creates ongoing, predictable revenue takes:
Predictable Lead Generation, the most important thing for creating predictable revenue.
A Sales Development Team that bridges the chasm between marketing and sales.
Consistent Sales Systems, because without consistency you have no predictability.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Nothing so conclusively proves a man's ability to lead others as what he does from day to day to lead himself. ~Thomas J. Watson”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Killer Salespeople Uncover True Problems Behind Desired Solutions”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Customers don't care at all whether you close the deal or not. They care about improving their business. It’s easy to forget this in the heat of a sales cycle.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Shifting from organic growth to proactive growth requires new habits, practices and systems, causing a lot of delays and frustrations.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“There is ALWAYS a way to move forward, even without money.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“I never make stupid mistakes. Only very, very clever ones.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“If you haven’t sent them an email yet, send an email as soon as you leave them the voicemail—give them more than one way to get back to you. Example 1: “Hi John, this is Aaron Ross from Salesforce.com. My number is 555-555-5555. John, I sent you an email a couple of days ago and hadn’t heard back, and I was hoping you could give me a quick courtesy response. I’ll resend it here in a minute. Again, Aaron Ross, 555-555-5555. Thank you and have a great day.” Example 2: “Hi John, this is Aaron Ross from Salesforce.com. My number is 555-555-5555. John, I’m calling to follow up on the email I sent you, I’d love to hear either way if you can please help me out or not. Again, Aaron Ross, 555-555-5555. Thank you and have a great day.” Example 3: (the mysterious version): “Hi John, this is Aaron Ross following up. My number is 555-555-5555. I’m free after 3pm today. Again, Aaron Ross, from Salesforce.com, 555-555-5555. Thanks and have a great day.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“You are allowed to send “unsolicited” emails to businesses. Here are the three core guidelines: The subject and header must not be misleading. You must have a valid physical address in your email. You must include a way to opt-out from future communications.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“People, when under pressure or stress, tend to retreat to the safe place of what they know rather than taking the risk of trying new things. People tend to do more of what is not working rather than stepping back, taking a breather, and trying to figure out a new approach.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“One-time revenue spikes that aren’t repeatable won’t help you achieve consistent year-after-year growth.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Of course you want more revenue, but what good is it if it isn’t predictable?”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Until one is committed, there is hesitancy, the chance to draw back-- Concerning all acts of initiative (and creation), there is one elementary truth that ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, then Providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one's favor all manner of unforeseen incidents and meetings and material assistance, which no man could have dreamed would have come his way. Whatever you can do, or dream you can do, begin it. Boldness has genius, power, and magic in it. Begin it now.” - Goethe”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“If You Only Track Five Metrics… Track as many of these as you can in your sales force automation system’s dashboards: New leads created per month (also, from what source). Conversion rate of leads to opportunities. Number of, and pipeline dollar value of, qualified opportunities created per month. This is the most important leading indicator of revenue! Conversion rates of opportunities to closed deals. Booked revenues in three categories: New Business, Add-On Business, Renewal Business.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Red Flags And Deal Breakers What signals or signs can you look for, as early in the sales process as possible, to warn you (and the client) that working together is a waste of time? Here are some examples of red flags: They just installed a _______ kind of system. They already have an agency/service provider in place, or a full-time in-house person dedicated to ___. They churn-and-burn the consultants or agencies they hire to do _____________. Know-it-alls / “We know what we’re doing.” Geography. Their monthly budget for ________ is only ________. These industries never seem to work: _____, _____, _____. This area of work is totally new to them, and they don’t understand it yet. (That is, you would have to do a lot of education of the client before they would even understand the value of your service.)”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Demographics 30 points based on manual Prospect review 0-8 points based on title Source and Offer Website leads source: +7 Thought leadership offer: -5 Behavioral Engagement: Visit any webpage or open any email: +1 Watch demos: +5 each Register for webinar: +5 Attend webinar: +5 Download thought leadership: +5 Download Marketo reviews: +12 More than 8 pages in one visit: +7 Visit website 2x in one week: +8 Search for “Marketo”: +15 Visit pricing pages: +5 Visit careers pages: -10 (I especially love this one!) No Activity in One Month: Score >30: -15 points Score 0 to 30: -5 points”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Failure” is just your judgment of an experience, because there are no failures – just learning opportunities.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Put new reps through some kind of training program that has them working in other parts of your company first, talking to customers, before they go on active sale duty. This will make them much more effective salespeople and actually ramp them faster. Slow down to speed up!”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Cinco consejos de Marketo para la nutrición efectiva de leads: Haz que valga la pena para los leads, no solo para ti. Hazlo en pequeñas dosis. Ajusta el contenido al perfil de los compradores. Ajusta el contenido a las etapas del ciclo de ventas. Haz los envíos en el momento más adecuado.”
― Aaron Ross, Ingresos Predecibles: Cómo implementar la revolucionaria metodología de ventas outbound que puede triplicar los resultados de tu empresa

“Solution: The CEO takes full responsibility for educating themselves, whether indirectly through coaching, or directly by getting involved in actual projects.
Fatal Mistake 2: Thinking Account Executives Should Prospect (Making Account Executives Jacks-Of-All Trades)”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Pay special attention to “batons” that cross functions. Whenever a process crosses teams (Marketing handing”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Five of the most important”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com