Predictable Revenue

Turn Your Business Into A Sales Machine With The $100 Million Best Practices of

Aaron Ross, Marylou Tyler

Publisher: Pebblestorm Press, 2019, 187 pages

ISBN: 978-0-9843802-1-3

Keywords: Sales

Last modified: May 27, 2022, 4:38 p.m.

A Proven Outbound Sales System To Grow Revenue By 300% Or More And Make It Predictable

Learn inside:

  • How an outbound sales process, without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects.
  • The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again
  • How outbound sales and selling can be friendly, helpful and enjoyable
  • How to develop self-managing saales teams, turning your employees into mini-CEOs
  1. Where the $100 Million Came From
    • Start Here
    • The 'Hot Coals' Sketch
    • The Painful Planning Mistake Boards & Sales VPs Make Every Year
    • Have You Ever Felt Like an Utter Failure?
    • The $100 Million Sales Process
    • Make Your Lack of Money an Advantage
  2. Cold Calling 2.0: Ramp Sales fast Without Cold Calls
    • The First Breakthroughs
    • Terms and Abbreviations
    • RIP Cold Calling
    •'s Cold Calling 2.0 Story
    • Cold Calling 1.0 Vs. Cold Calling 2.0
    • Could Cold Calling 2.0 Work for My Com0pany?
    • Why Account Executives Should Not Make Cold Calls
  3. Executing Cold Calling 2.0
    • Getting Started With Cold Calling 2.0
    • Why Sales Development and Market Response Should Be Separated
    • Choosing a Sales Force Automation System
    • How Cold Calling 2.0 Works — The Process
    • Step 1: Get Clear on Your Ideal Customer Profile
    • Step 2: Building Your List of Targets
    • Step 3: Run Outbound Email Campaigns
    • Step 4: Sell the Dream
    • Step 5: Pass The Baton (When Is an Opportunity Qualified?)
    • Improve Call Effectiveness Without Scripts
    • Move Prospects Through 'Account Status' Assembly Line Stages
    • SDRs: Account Executives Are Your Customers
  4. Prospecting and Sales Best Practices
    • A 'Day in the Life' (SDR Example)
    • The Top Six Prospecting Mistakes Reps Make
    • My Favorite Prospecting Questions
    • Quick Prospecting Tricks
    • Time Management and Focus Tip: '3 Goals for the Day'
    • Example Dashboards in
  5. Sales Best Practices
    • Sell to Success
    • 9 Ways You Lengthen Your Sales Cycles
    • Obsess About the Decision-making Process, Not the Decision-maker
    • 9 Steps to Create Free Trials That Maximize Conversion Rates
    • A 3-Hour-and-15-minute Sales Process
    • Killer Salespeople Uncover True Problems Behind Desired Solutions
    • Prospects Should Earn Proposals
    • My Favorite Sales Call Question of All Time
  6. Lead Generation and 'Seeds, Nets & Spears'
    • Distinguishing Leads: 'Seeds, Nets and Spears'
    • Defining Prospects, Leads, Opportunities, Clients and Champions
    • Use 'Layers of The Onion' to Sell for You
    • How to Generate a Steady Flow of Inbound Leads
    • Marketing Automation Best Practices: How Marketo Uses Marketo
    • Maximize Your ROI From Tradeshows and Conferences
  7. Seven Fatal Sales Mistakes CEOs and Sales VPs Make
    • Even Experienced CEOs and Sales VPs Make These Mistakes All the Time
  8. Sales Machine Fundamentals
    • Happy Customers Create Extraordinary Growth
    • Sales 1.0 (Promotion) and Sales 2.0 (Attraction)
    • Nine Principles of Building a Sales Machine
    • Separate the Four Core Sales Functions
    • If You Sell to Sales Executives…
    • A Totally Different Vision for Structuring Sales Teams
  9. Cultivating Your Talent
    • Happy Employees Develop Happy Customers
    • 'Where Do I Hire Great Salespeople?'
    • The Very Best Salespeople…
    • Should You Consider Commission-only Salespeople?
    • The Importance of Follow-through
    • The Best Kind of Sales Training
    • A Self-Managing Weekly 'SalesforceU' Training Meeting
  10. Leadership and Management
    • 6 Responsibilities of a Manager
    • Retaining Star Employees
    • How We Created Sales Machine Alignment Through's V2MOM Planning Process
    • Three Ways to Inspire and Improve the Sales Organization
    • Why Do Salespeople Resist Following Directions?
    • How to Design Self-managing Teams and Processes
    • Engage the Whole Team in Designing Their Compensation
    • 10 Ways to Improve Sales Force Automation Adoption
  11. Next Steps and Resources
    • Where Will You Go From Here?
    • Sales Training and Consulting Services
  12. About Aaron Ross
  13. About From Impossible To Inevitable


Predictable Revenue

Reviewed by Roland Buresund

OK ***** (5 out of 10)

Last modified: May 27, 2022, 4:54 p.m.

Well, the quality of the book and the writing left a lot to wish for. The content was OK, but not really revolutionary or eye-opening, 

It's an Ok book to read to get an overview of sales processes, but unfortunately nothing more.


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