Predictable Revenue

"Full review and highlights at <a href="https://books.max-nova.com/predictable-revenue/">https://books.max-nova.com/predictable-revenue/</a><br/><br/>I've been thinking a lot about how we build out our sales team at SilviaTerra. I asked a friend whose company is a few years ahead of ours if he had any relevant book recs and he immediately suggested Aaron Ross's "Predictable Revenue", calling it "The Bible" of sales. I generally don't give business books 5 stars, but this book was a revelation. As I write this review, I'm looking at these highlights and saying "well, that's sort of obvious now that I'm thinking about it that way..." but that's precisely why this is such a great book. I hadn't been thinking like this at all before I read the book and now I can't understand how I could have possibly thought anything else.<br/><br/>The core ideas here are:<br/> <br/>Your sales team should be specialized into: <br/> * Inbound Lead Qualification<br/> * Outbound Prospecting<br/> * Account Executives<br/> * Account Management/Customer Success<br/><br/> Sales should proceed along the following three steps:<br/> * Step 1: (15 Minutes) First Contact: “Is This A Waste Of Time?”<br/> * Step 2: (One Hour) Qualification / Discovery Call: “Is There A Fit?”<br/> * Step 3: (Two Hours) Group Working Session: “Should We Work Together?” <br/><br/>Ross includes a bunch of tactical tips as well as thoughts on how to incentivize and manage a sales team. His book is a blueprint for how to build out a sales organization and I don't know why I haven't heard of this book until now!<br/><br/>The highly visual, 15 page "cheat sheet" version of this book can be found on Ross's website: http://predictablerevenue.com/wp-content/uploads/2015/10/PredRevCheatSheet-DBradley.pdf"