[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…


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

For Bulk Orders Or Schedule An Interview

Contact us at kristine at pebblestorm dot com

To Buy The Book…




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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As a CEO or executive, how often do you talk directly with employees on the front line for unfiltered feedback?  Every time information is passed through someone or a level in a company, it’s filtered and changes. What do your salespeople (not sales managers) tell you is their #1 bottleneck in growing their numbers? According […]

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The 7 Fatal Mistakes CEOs and VP Sales Make

December 4, 2009

While I’m on the “Fatal Mistakes” topic, here is a presentation about seven of the main ones that executive teams make time and time again. Some of the text is small to read in this small blog-sized format. To make it easier: There is “Full Screen” button in the top right of the viewer, or […]

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The Fatal Mistake Boards & VP Sales Will Make In 2010 Planning

November 16, 2009

Note: I first published this post exactly one year ago. Unfortunately it bears reposting again and again!. I have a feeling this same post will be relevant for another few years until the conventional wisdom evolves. If you’re looking for help with growing sales, and especially in creating an amazing inside sales lead generation function, […]

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Marketo’s Definitive Guide to Lead Nurturing

August 13, 2009

(Want expert help – based off of salesforce.com’s $1 billion best practices – in building your B2B Sales Machine? See Build Your Sales Machine) I’m a big fan of Marketo, mostly because of the people there like Jon Miller, Kelly Abner and now Maria Pergolino. Marketo’s application and the team’s knowledge and practical experience around […]

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[PebbleStorm] The Art Of PebbleStorm & CEOFlow (July 2009)

July 29, 2009

Last night I spoke at a Meeting Of The Minds event in Westlake Village (SoCal). MOTMS was started by Kurt Daradics of FreedomSpeaks and Baron Miller, and is a great group of entrepreneurial people that meets monthly. I really had fun sharing with them last night. The format was casual (more of an interview) and […]

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[CEOFlow] A Visual Intention For CEOFlow And More Sketches

July 5, 2009

While my Sales Machine blog deals mostly with the technical and process parts of selling, my big picture/CEO-level thoughts are part of CEOFlow. This post is a reprint of the original: A Visual Intention For CEOFlow And More Sketches A Visual Intention For CEOFlow Do I even need to write anything to describe my intention […]

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Why Stalled Deals Happen

June 5, 2009

Recently I attended a webinar by Tom Batchelder of Perficency, the author of “Barking Up A Dead Horse” (isn’t that a great title!?) on why stalled deals happen. Tom did an excellent and clear job in laying out the causes and in giving people some suggestions on what they can,or can’t, do about it. While […]

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5 Questions with Aaron Ross: How to Make $ and the Most Out of Life! (Genius.com post)

May 2, 2009

I just did a blog post for Genius.com touching on making money through enjoyment, leadgen and “Seeds, Nets & Spears”, ColdCalling2.com, and more… Today I ask five questions of Aaron Ross. Aaron is an original and was one of the original sales guys at salesforce.com. While at salesforce.com, he inventedCold Calling 2.0 for his inside […]

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