[Update: Predictable Revenue has been #1 Bestselling Telemarketing book on Amazon.com for more than a year!]

After years of baby steps, Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com is out!

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You can get it for less than $10 in paperback, or just a $1 on Kindle, on Amazon.

Why I Wrote This Book

After spending a few years at Salesforce.com learning …I realized I had to share this “how to build a sales machine” expertise with others.

I’d met so many CEOs, sales executives and salespeople who spend most of their days beating their heads against the wall because nothing seemed to be working…and I could see how simple some of the solutions would be for them, if they just knew what to do.

And I’d been one of them – a CEO of an internet company that failed – because I didn’t understand sales, and was too stubborn to ask for help or admit I didn’t know.

This is the book I wish you, and all CEOs, entrepreneurs-to-be, sales executives and salespeople would read to help take so much of the frustration and pain out of selling!  It’s unbelievable how much time and energy is wasted, especially by “experts” at both small and large companies.

From The Back Cover

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.

“Alexander Graham Bell discovered the telephone, Thomas Edison discovered electricity and Aaron Ross discovered the Enterprise Market for Salesforce.com.”  SHELLY DAVENPORT – VP Worldwide Sales at Replicon & ex-VP Corporate Sales at Salesforce.com

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?  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.  

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 sales teams, turning your employees into mini-CEOs.
  • And more…

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I Would Love Your Help In Getting The Message Out

How can you help get the message out to people who are struggling so hard with sales, who don’t realize there are better and more authentic ways to do it?

You can:

  • Buy the book
  • Refer it to friends (CEOs, VP Sales, salespeople, current or aspiring entrepreneurs)
  • Review it on your blog & share it
  • Bulk orders for your sales team, for leadgen or to give as gifts to clients
  • Interview me or Marylou Tyler for your blog, radio or TV audience
  • Invite me or Marylou Tyler to speak
  • Review it on Amazon.com

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For Bulk Orders Or Schedule An Interview

Contact us at kristine at pebblestorm dot com

To Buy The Book…

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Here’s the beginning of the post by Jon Miller, with a link at the bottom (and here) to the full article 🙂

One of the best pieces of organizational wisdom I’ve ever received is to pay the most attention to “batons” that cross functions. Wherever two or more departments share ownership and responsibility, conditions are ripest for problems.

This is especially true in the handoff between marketing and sales.  We’ve written a lot about this topic: even though Sales is from Mars and Marketing is from Venus, companies that leverage the virtuous cycle and practice the three truths behind sales and marketing alignment can bridge the gap and drive outsized revenue growth. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.  (Others refer to this group with different titles: Lead Qualification, Lead Generation, Business Development or even Inside Sales, though I don’t prefer that label since it incorrectly implies the group carries a revenue quota.)

Whatever their exact name, these Sales Development Representatives (SDRs) have one exclusive focus: to review, contact and qualify marketing-generated leads and deliver them to Sales Account Execs.  Aaron Ross and Craig Rosenberg are two of the biggest advocates of having a separate sales development function. As Craig says, “The most successful lead generation/lead management programs have dedicated phone resources whose sole job in life is to take raw inquiries and qualify them before they are sent to sales.”

Put simply, SDRs pass the baton from marketing to sales.

Seven Ways that Sales Development Reps Drive Revenue

A Sales Development team can enhance revenues in the following ways:

Full post:
Marketo’s “My Secret Methods for Turning Marketing Leads into Qualified Sales Leads”

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