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EBOOK - Predictable Revenue - Turn Your Business Into A Sales Machine With The 100 Million Best Practices Of Salesforce.com - Full Edition (Aaron Ross, Marylou Tyler)
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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.
Contents
CHAPTER 1: Where The $100 Million Came From
Start Here
The “Hot Coals” Sketch
The Painful Planning Mistake Boards and Sales VPs ..Make Every Y ear
Have Y ou Ever Felt Like an Utter Failure?
The $100 Million Sales Process
Make Y our Lack of Money an Advantage
CHAPTER 2: Cold Calling 2.0, Ramp Sales Fast Without Cold
Calls
The First Breakthroughs
T erms and Abbreviations
RIP Cold Calling
Salesforce.com’ s Cold Calling 2.0 Story
Cold Calling 1.0 vs. Cold Calling 2.0
Could Cold Calling 2.0 W ork for My Company?
Why Account Executives Should Not Make Cold Calls
Case Study: HyperQuality Triples Results In 90 Days
CHAPTER 3: Executing Cold Calling 2.0
Getting Started with Cold Calling 2.0
The Most Important First Step
Why Sales Development and Market Response Should Be Separated
Choosing a Sales Force Automation System
How Cold Calling 2.0 W orks, The Process
Get Clear on Y our Ideal Customer Profile (“ICP”)
Building Y our List of T argets
Run Outbound Email Campaigns
Sell the Dream
Pass the Baton (When Is an Opportunity Qualified?)
Improve Call Effectiveness without Scripts
Move Prospects through “Account Status” Assembly Line Stages
SDR Compensation
SDRs: Account Executives Are Y our Customers
Example Simplified Training Plan for a New SDR
CHAPTER 4: Prospecting Best Practices
A “Day in The Life” (SDR Example)
The T op 6 Prospecting Mistakes Reps Make
My Favorite Prospecting Questions
7 Quick Prospecting Tricks
Time Management and Focus T ip: “3 Goals for the Day”
Example Dashboards in Salesforce.com
CHAPTER 5: Sales Best Practices
Sell to Success
9 W ays Y ou Lengthen Y our Sales Cycles
Obsess about the Decision Making Process, Not the Decision Maker
9 Steps to Create Free Trials that Maximize Conversation 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
CHAPTER 6: Lead Generation and “Seeds, Nets and Spears”
Distinguishing Leads: “Seeds, Nets and Spears”
Example of “Nets” Marketing Funnel
Example of “Spears” Prospecting Funnel
Defining Prospects, Leads, Opportunities, Clients, and Champions
Use “Layers of the Onion” to Sell for Y ou
How to Generate a Steady Flow of Inbound Leads
Marketing Automation Best Practices: “How Marketo Uses Marketo”
A W ay to Generate Real Leads from Trade Shows & Conferences
CHAPTER 7: Seven Fatal Mistakes CEOs and Sales VPs Make
Not T aking Responsibility for Understanding Sales & Lead Generation
Thinking Account Executives Should Prospect
Assuming Channels Will Sell for Y ou
T alent Fumbles (Hiring, Training, Incenting)
Thinking “Product-Out,” not “Customer-In”
Sloppy Tracking and Measurement
Command-and-Control Management
Bonus: Under-investing in Customer Success
CHAPTER 8: Sales Machine Fundamentals
“Happy Customers Create Extraordinary Growth” Sketch
What W orks in Sales Has Changed
9 Principles of Building a Sales Machine
Separate the Four Core Sales Functions
If Y ou Sell to Sales Executives
A T otally Different V ision for Structuring Sales T eams
CHAPTER 9: Cultivating Y our T alent
Happy Employees Develop Happy Customers
"Where Do I Hire Great Salespeople?"
The V ery Best Salespeople
Should Y ou Consider Commission-Only Salespeople?
The Importance Of Follow-through
The Best Kind of Sales Training
A Self-Managing W eekly “SalesforceU” Training Meeting
CHAPTER 10: Leadership And Management
6 Responsibilities Of a Manager
Retaining Star Employees
How W e Created Sales Machine Alignment through Salesforce.com’ s
V2MOM Planning Process
3 W ays to Inspire and Improve the Sales Organization
Why Do Salespeople Resist Following Directions?
How to Design Self-Managing T eams and Processes
Engage the Whole T eam in Designing Their Compensation
10 W ays to Improve Sales Force Automation Adoption
CHAPTER 1 1: Next Steps and Resources
Where Will Y ou Go from Here?
Follow These People
Consulting Services
Unique Genius: Why Do Y ou Matter?
About the Authors
LINK 3 - TÌM KIẾM SÁCH/TÀI LIỆU ONLINE (GIÁ ƯU ĐÃI NHẤT)
LINK 4 - TÌM KIẾM SÁCH/TÀI LIỆU ONLINE (GIÁ ƯU ĐÃI NHẤT)
EBOOK - Predictable Revenue - Turn Your Business Into A Sales Machine With The 100 Million Best Practices Of Salesforce.com (Aaron Ross, Marylou Tyler) 2011
LINK DOWNLOAD (TÀI LIỆU VIP MEMBER)
EBOOK - Predictable Revenue - Turn Your Business Into A Sales Machine With The 100 Million Best Practices Of Salesforce.com (Aaron Ross, Marylou Tyler) 2011
LINK DOWNLOAD (UPDATING...)
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.
Contents
CHAPTER 1: Where The $100 Million Came From
Start Here
The “Hot Coals” Sketch
The Painful Planning Mistake Boards and Sales VPs ..Make Every Y ear
Have Y ou Ever Felt Like an Utter Failure?
The $100 Million Sales Process
Make Y our Lack of Money an Advantage
CHAPTER 2: Cold Calling 2.0, Ramp Sales Fast Without Cold
Calls
The First Breakthroughs
T erms and Abbreviations
RIP Cold Calling
Salesforce.com’ s Cold Calling 2.0 Story
Cold Calling 1.0 vs. Cold Calling 2.0
Could Cold Calling 2.0 W ork for My Company?
Why Account Executives Should Not Make Cold Calls
Case Study: HyperQuality Triples Results In 90 Days
CHAPTER 3: Executing Cold Calling 2.0
Getting Started with Cold Calling 2.0
The Most Important First Step
Why Sales Development and Market Response Should Be Separated
Choosing a Sales Force Automation System
How Cold Calling 2.0 W orks, The Process
Get Clear on Y our Ideal Customer Profile (“ICP”)
Building Y our List of T argets
Run Outbound Email Campaigns
Sell the Dream
Pass the Baton (When Is an Opportunity Qualified?)
Improve Call Effectiveness without Scripts
Move Prospects through “Account Status” Assembly Line Stages
SDR Compensation
SDRs: Account Executives Are Y our Customers
Example Simplified Training Plan for a New SDR
CHAPTER 4: Prospecting Best Practices
A “Day in The Life” (SDR Example)
The T op 6 Prospecting Mistakes Reps Make
My Favorite Prospecting Questions
7 Quick Prospecting Tricks
Time Management and Focus T ip: “3 Goals for the Day”
Example Dashboards in Salesforce.com
CHAPTER 5: Sales Best Practices
Sell to Success
9 W ays Y ou Lengthen Y our Sales Cycles
Obsess about the Decision Making Process, Not the Decision Maker
9 Steps to Create Free Trials that Maximize Conversation 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
CHAPTER 6: Lead Generation and “Seeds, Nets and Spears”
Distinguishing Leads: “Seeds, Nets and Spears”
Example of “Nets” Marketing Funnel
Example of “Spears” Prospecting Funnel
Defining Prospects, Leads, Opportunities, Clients, and Champions
Use “Layers of the Onion” to Sell for Y ou
How to Generate a Steady Flow of Inbound Leads
Marketing Automation Best Practices: “How Marketo Uses Marketo”
A W ay to Generate Real Leads from Trade Shows & Conferences
CHAPTER 7: Seven Fatal Mistakes CEOs and Sales VPs Make
Not T aking Responsibility for Understanding Sales & Lead Generation
Thinking Account Executives Should Prospect
Assuming Channels Will Sell for Y ou
T alent Fumbles (Hiring, Training, Incenting)
Thinking “Product-Out,” not “Customer-In”
Sloppy Tracking and Measurement
Command-and-Control Management
Bonus: Under-investing in Customer Success
CHAPTER 8: Sales Machine Fundamentals
“Happy Customers Create Extraordinary Growth” Sketch
What W orks in Sales Has Changed
9 Principles of Building a Sales Machine
Separate the Four Core Sales Functions
If Y ou Sell to Sales Executives
A T otally Different V ision for Structuring Sales T eams
CHAPTER 9: Cultivating Y our T alent
Happy Employees Develop Happy Customers
"Where Do I Hire Great Salespeople?"
The V ery Best Salespeople
Should Y ou Consider Commission-Only Salespeople?
The Importance Of Follow-through
The Best Kind of Sales Training
A Self-Managing W eekly “SalesforceU” Training Meeting
CHAPTER 10: Leadership And Management
6 Responsibilities Of a Manager
Retaining Star Employees
How W e Created Sales Machine Alignment through Salesforce.com’ s
V2MOM Planning Process
3 W ays to Inspire and Improve the Sales Organization
Why Do Salespeople Resist Following Directions?
How to Design Self-Managing T eams and Processes
Engage the Whole T eam in Designing Their Compensation
10 W ays to Improve Sales Force Automation Adoption
CHAPTER 1 1: Next Steps and Resources
Where Will Y ou Go from Here?
Follow These People
Consulting Services
Unique Genius: Why Do Y ou Matter?
About the Authors
LINK 3 - TÌM KIẾM SÁCH/TÀI LIỆU ONLINE (GIÁ ƯU ĐÃI NHẤT)
LINK 4 - TÌM KIẾM SÁCH/TÀI LIỆU ONLINE (GIÁ ƯU ĐÃI NHẤT)
EBOOK - Predictable Revenue - Turn Your Business Into A Sales Machine With The 100 Million Best Practices Of Salesforce.com (Aaron Ross, Marylou Tyler) 2011
LINK DOWNLOAD (TÀI LIỆU VIP MEMBER)
EBOOK - Predictable Revenue - Turn Your Business Into A Sales Machine With The 100 Million Best Practices Of Salesforce.com (Aaron Ross, Marylou Tyler) 2011
LINK DOWNLOAD (UPDATING...)
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