Predictable Revenue

A Proven Outbound Sales System To Grow Revenue By 300% Or More And Make It Predictable

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 saales teams, turning your employees into mini-CEOs

1. Where the $100 Million Came From
• Start Here
• The 'Hot Coals' Sketch
• The Painful Planning Mistake Boards & Sales VPs Make Every Year
• Have You Ever Felt Like an Utter Failure?
• The $100 Million Sales Process
• Make Your Lack of Money an Advantage
2. Cold Calling 2.0: Ramp Sales fast Without Cold Calls
• The First Breakthroughs
• Terms and Abbreviations
• RIP Cold Calling
• Salesforce.co's Cold Calling 2.0 Story
• Cold Calling 1.0 Vs. Cold Calling 2.0
• Could Cold Calling 2.0 Work for My Com0pany?
• Why Account Executives Should Not Make Cold Calls
3. Executing Cold Calling 2.0
• Getting Started With Cold Calling 2.0
• Why Sales Development and Market Response Should Be Separated
• Choosing a Sales Force Automation System
• How Cold Calling 2.0 Works — The Process
• Step 1: Get Clear on Your Ideal Customer Profile
• Step 2: Building Your List of Targets
• Step 3: Run Outbound Email Campaigns
• Step 4: Sell the Dream
• Step 5: Pass The Baton (When Is an Opportunity Qualified?)
• Improve Call Effectiveness Without Scripts
• Move Prospects Through 'Account Status' Assembly Line Stages
• SDRs: Account Executives Are Your Customers
4. Prospecting and Sales Best Practices
• A 'Day in the Life' (SDR Example)
• The Top Six Prospecting Mistakes Reps Make
• My Favorite Prospecting Questions
• Quick Prospecting Tricks
• Time Management and Focus Tip: '3 Goals for the Day'
• Example Dashboards in Salesforce.com
5. Sales Best Practices
• Sell to Success
• 9 Ways You Lengthen Your Sales Cycles
• Obsess About the Decision-making Process, Not the Decision-maker
• 9 Steps to Create Free Trials That Maximize Conversion 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
6. Lead Generation and 'Seeds, Nets & Spears'
• Distinguishing Leads: 'Seeds, Nets and Spears'
• Defining Prospects, Leads, Opportunities, Clients and Champions
• Use 'Layers of The Onion' to Sell for You
• How to Generate a Steady Flow of Inbound Leads
• Marketing Automation Best Practices: How Marketo Uses Marketo
• Maximize Your ROI From Tradeshows and Conferences
7. Seven Fatal Sales Mistakes CEOs and Sales VPs Make
• Even Experienced CEOs and Sales VPs Make These Mistakes All the Time
8. Sales Machine Fundamentals
• Happy Customers Create Extraordinary Growth
• Sales 1.0 (Promotion) and Sales 2.0 (Attraction)
• Nine Principles of Building a Sales Machine
• Separate the Four Core Sales Functions
• If You Sell to Sales Executives…
• A Totally Different Vision for Structuring Sales Teams
9. Cultivating Your Talent
• Happy Employees Develop Happy Customers
• 'Where Do I Hire Great Salespeople?'
• The Very Best Salespeople…
• Should You Consider Commission-only Salespeople?
• The Importance of Follow-through
• The Best Kind of Sales Training
• A Self-Managing Weekly 'SalesforceU' Training Meeting
10. Leadership and Management
• 6 Responsibilities of a Manager
• Retaining Star Employees
• How We Created Sales Machine Alignment Through Salesforce.com's V2MOM Planning Process
• Three Ways to Inspire and Improve the Sales Organization
• Why Do Salespeople Resist Following Directions?
• How to Design Self-managing Teams and Processes
• Engage the Whole Team in Designing Their Compensation
• 10 Ways to Improve Sales Force Automation Adoption
11. Next Steps and Resources
• Where Will You Go From Here?
• Sales Training and Consulting Services
12. About Aaron Ross
13. About From Impossible To Inevitable

Well, the quality of the book and the writing left a lot to wish for. The content was OK, but not really revolutionary or eye-opening, 

It's an Ok book to read to get an overview of sales processes, but unfortunately nothing more.