• Predictable Revenue

  • Turn Your Business Into A Sales Machine with the $100 Million Best Practices of Salesforce.com
  • By: Aaron Ross, Marylou Tyler
  • Narrated by: Mary Jane Wells
  • Length: 5 hrs and 7 mins
  • 4.2 out of 5 stars (760 ratings)

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Publisher's Summary

Grow Revenyue by 300% Or More and Make it Predictable

Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... with zero cold calls.

This is not another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention?

LEARN INSIDE

  • How an outbound sales process ("Cold Calling 2.0"), that 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 sales teams, turning your employees into mini-CEOs.
  • And more...

©2011 Aaron Ross (P)2013 Aaron Ross

What listeners say about Predictable Revenue

Average Customer Ratings
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    3 out of 5 stars
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    4 out of 5 stars

Good book, but doesn't work well for audio

It references "online visuals" way too many times. Now I'll probably end up buying the hard copy. Some good ideas.

8 people found this helpful

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Writing a book in the third person is just dumb

Ideas in the book are great, but there is too much promotion of Salesforce. And the third person thing really should be illegal.

14 people found this helpful

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Some interesting ideas - one really annoying thing

Any additional comments?


First off. I hated how the author was referred to in the third person. Damn that was really annoying. I felt like i was being told a story from his secretary.

Other than that there were some interesting thoughts in here. I'm not sure how relevant they are now compared to when salesforce first started using them but we implemented some of them with modest success.

6 people found this helpful

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Absolutely terrible narration. Not recommended.

What disappointed you about Predictable Revenue?

Mary Jane Wells did an absolutely terrible job of narrating this book.

What could Aaron Ross and Marylou Tyler have done to make this a more enjoyable book for you?

Different narrator. Mary Jane Wells did this book an extreme injustice. I have listened to tons of audiobooks and this is by far the worst one. It's a shame too because the book came highly recommended by a few people.

Who would you have cast as narrator instead of Mary Jane Wells?

Someone who narrates with emphasis in proper areas and on proper sentences. Mary Jane Wells read the book with the most bland, boring tone I've heard. It sounds as though she was reading the book for the first time because she had no confidence or familiarity in the material. She made it extremely difficult to focus and listen for more than a few minutes at a time.

Any additional comments?

I recommend reading the book instead of listening to the audio given the terrible narration.

23 people found this helpful

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This book changed the way we did sales.

If you have a startup or an ongoing business, this book will make you change how you do sales and will definitely double or triple your sales.

2 people found this helpful

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Great intro to SalesForce.com

Very focused on Sales Force. Could be viewed as a 4 hour ad for their service. Nonetheless, it has some great process and organizational ideas.

2 people found this helpful

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Helpful and informative

This book has been helpful and informative on being able to apply the principals and lessons in this book to help create a better sales force. I would highly recommend.

1 person found this helpful

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lots of great info

while there was a lot of great info, I feel like I need the hard copy now, witch in the grand scheme of things makes for a great book but not necessarily a great audiobook

1 person found this helpful

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Salesforce.com Pitch with Elements of Helpful Info

Disappointed in this book. Constant reference to why SFDC is the superior CRM. I found myself rolling my eyes at each chapter as the author promoted SFDC at every turn. Yes, there are some helpful / reinforcing points such as how to structure an SDR / AE team balanced against new business objectives and marketing in-bound leads. I would have been fine with constant references to best practices coming out of SFDC. The problem is that the best practices are often cited as "get your data into SFDC" or "if it's not in SFDC then it does not exist." Why SFDC is better than competitive alternatives, etc. This book should have focused on true best practices and learnings from the growth of SFDC and I would say about 30% of the book referenced that type of content. The rest tied to generic sales best practices with references to how SFDC fits into the mix. I am a SFDC user so have no bias against it, but the book was underwhelming in my opinion. Also, the narration is terrible. The book is probably better in print v audio. Narration tone and inflections did not sound natural. Sounded like the person reading it had no real clue what she was actually reading.

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Interessante, ma concetti non sempre applicabili

Il libro spiega come organizzare commercialmente la propria azienda, condivido in parte i concetti espressi, e credo che essi siano applicabili sono in alcune industrie.

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  • Sam
  • 01-28-14

Written by a teenager - all be it a millionaire.

What did you like best about Predictable Revenue? What did you like least?

A few gems are hidden in here. However as an audio book it sucks because they reference so many images which you have to look up online. Really not what you want while commuting!

Also I found a lot of it very matter of fact, and unhelpful "e.g. never give up, always try harder, stay focused to succeed" - not that useful...

Would you ever listen to anything by Aaron Ross and Marylou Tyler again?

No.

What didn’t you like about Mary Jane Wells’s performance?

She was fine.

Could you see Predictable Revenue being made into a movie or a TV series? Who would the stars be?

No

Any additional comments?

Probably better as a book rather than an audio book!

6 people found this helpful

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  • MR D Shukla
  • 12-27-20

great insights from this book

led me to making a hire and reshuffling my sales team! - so very impactful

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  • PMc
  • 11-22-19

Highly repetitive Salesforce.com pitch

Only the incredibly ignorant will miss the perpetual sales pitch within this quite irritating book.

There are a few kernels of useful information if you can stay conscious.

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  • Anonymous User
  • 05-20-19

Fantastic book for anyone with a sales team.

This book brings home very simple to use principles that can transform a sales team.

The results are easily measurable and it's one of the best business books I've covered. A1! Conquer it now.

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  • dave
  • 01-24-19

heavy on the SFDC greatness

really struggled with this book. There are for me much more accessible and better process driven books than this one on prospecting. The clue is also in the title they go on and on about Salesforce.com (SFDC). Don't get me wrong if you have been ever prospected or target marketed by SFDC they are great (I have been many times), but they are a specific case with a specific budget. So unless you are working in a comparable business and budget as SFDC I really would not recommend this book as a go to for prospecting.

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  • Richard Fernandez
  • 07-15-16

Was just okay

I couldn't really pin point the value extracted from this book.

I think there was some value in terms setting up the various members of the team.

Some thought provoking insights. but, for me at least, they were few and far between.

Didn't really get a lot out of it.

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  • A. Crean
  • 07-23-15

Good insight into growing sales maturity

Enjoyed the book. Good background story. Easy to listen to and not full of waffle. Needs updating on some mobile technology comments in the book, but it is a great one to listen to

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  • Anonymous User
  • 06-05-22

Strange

seems to be a salesforce ad. narrator speaks in the third person? bit random

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    5 out of 5 stars
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  • OTS
  • 05-22-16

creating a high happy productive sales team

excellent approach to sales using mini-ceos. Also provides ways to separate roles to deal with inbound and outbound leads effectively.