Predictable Revenue Quotes

“If You Only Track Five Metrics…”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Include a SIMPLE “Success Plan” step before you close.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Ask yourself, “If I could only get three things done today, what would they be?”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Try out these tips, and keep track of your own "few, best practices and questions" that work in your market. Put them into a cheat sheet that you can use in training new”
― 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:”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“For A Sales Team
I encourage clients to generally set up their dashboards in a three column format, including:
Left: Current month activity (amount of stuff going on).
Center: current month results/deals.
Right: Long-term results (year-to-date).
Example screenshot, blurred for privacy: Example Sales Development Rep Dashboard
Every sales rep should set up their own personal dashboard, so they can see the state of their own business at a glance (and it makes it easier for their manager to coach/help them).
Below, I have laid out a three-column dashboard”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Happy Employees Develop Happy Customers”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Studies conducted have shown that less-educated people tend to click on pay-per-click ads, while more-educated people click on organic search results.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“However, Account Executive closers shouldn’t spend their time making cold calls. They should focus on higher-potential sources of business: a small list of targeted accounts at which they can build relationships, current clients, or their own past dead opportunities.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“The Sales Development role is often treated within a sales organization as a low-level job. If you treat it that way, you’ll get low-level results.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“The tipping point of the Cold Calling 2.0 process was born: sending mass emails to high level executives to ask for referrals to the best person in their organization for a first conversation.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“In fact, if you’re making cold calls, you are doing everything wrong.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“done business-to-business sales in my life before I joined Salesforce.com,”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“The root assumption that gets Sales VPs fired (although the Board and CEO are equally responsible) is the false assumption that salespeople will find new business on their own from past Rolodexes or lots of cold calls, with a minimum of help or investment from the company.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“The quality of your people means everything to you and your team’s success.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“The graveyards are full of indispensable men.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“In high-productivity sales organizations, salespeople do not cause customer acquisition growth, they fulfill it.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“If you’re a sales executive: If you sat down with your team and had them talk about their own top deals, how clear are they, not just on the current status of the deal or the next step, but also the prospect’s actual internal process to get to a decision?”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Busy salespeople tend not to ask enough (or bold enough) questions of prospects around how the prospect’s internal processes work.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Tom Batchelder’s book titled Barking Up A Dead Horse”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“6. Depending On Activity Metrics Rather Than A Proven Process “Dials per day” isn’t nearly as useful as tracking “call conversations per day” or “appointments per week”. What’s your step-by-step process and waterfall? Measure results that are proven to lead to revenue rather than throwing lots of activity at a goal.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Scheduling via email is a huge time waster. Always work to schedule your next step while you’re on the phone.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

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

“Are you making excuses (which may sound like extremely logical reasons) for not finding ways to get around your challenges?”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“A no-nonsense management model: Choose people carefully Set expectations and vision Remove obstacles Inspire your people Work for your people Improve it next time”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“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

“Customers don't care at all whether you close the deal or not. They care about improving their business.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“As Winston Churchill said, “Never, never, never, never give up!” (with ideal prospects).”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Making the field salespeople do cold calls means having your highest-cost (per hour) sales resource perform the lowest-value (per hour) activity.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

“Executives need to spend at least 25% of their time with customers, so they stay connected with “what it’s really like out there.”
― Aaron Ross, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com