How to achieve predictable revenues – Video

Process, lead generation, sales, predictable revenues
That’s an easy process. For lead generation, what is yours?

Photo credit: Dave Gray

I am sometimes asked for some good books to read about sales. If the specific issue at hand is about prospecting, one which is worth knowing about is called “Predictable revenues” by Aaron Ross. It presents the lead generation process that has been implemented within SalesForce around 2004 and helped the company grow to $100,000Mn+. Prospecting is key for young businesses, especially as they can not rely on growing revenues from existing clients or referrals. Or for companies entering a new market. And as many other parts of a company operation, to have a process for prospecting is important (#understatement). The process described by Aaron would however not work for all companies and of course need to be adapted to the company it’s implemented at (companies are living creatures, none of them are identical). A couple of requirements the author details are that the methodology makes economic sense for companies who product and services have a ARR c. $10,000 and for those that have a proven product (i.e. not for those in a product market fit phase). So if you’ve passed that phase and consider scaling, I came across a presentation made by Alan O’Rourke that has been filmed and is a good introduction to the book. Alan is using this approach for Workcompass, a performance management software and author of 30 days to sell. A title that says it all!

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I am in sales ergo I prospect

Cold calling, gold calling, prospecting, prospection,
Go on, pick it up, it doesn’t bite!

Photo credit: Macinate

Prospecting. An activity which more often than not isn’t really appreciated, both by sales people and those at the other end (maybe because they have some pre-conceived idea?). Concentrating on the negative feeling sales people have, it could be because it comes along with the fear of “rejection”. Add to this the growing belief that to prospect, i.e. to contact people from cold is “dead” as content marketing and social are the ways for organisations to generate inbound leads. I keep reading “outbound is dead”. I personally believe there is a lot of value to have both inbound marketing and outbound sales effort combined together. For my sins, I do quite enjoy prospecting. Remember, it all start with a conversation so we need to set-up this conversation and prospecting is the mean to this end. We know the good old latin locution “Cogito ergo sum” – “I think therefore I am”. I think something similar can be said for sales:  “Sello ergo prospectum” (did they prospect back then? And what’s the latin for “sell”?) or in proper English “I am in sales therefore I prospect”.  So, here are five reasons why I prospecting is great and actually not that hard:

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Is partnering the get out of jail card?

Sales, partners, partnering, channels
Partners: the way to get out of “sales jail”?

Photo credit: Luigi Caterino

Last month I met an entrepreneur with a good, albeit early stage business. He went through the product market fit and refined both products and target market. He had secured his first few customers. Whilst his product was targeted at organisations of different sizes, from mid to very large sizes, he wanted to focus on large corporates. His background was in marketing, he had a range of contacts and relationships with marketing agencies that, in turn, had a lot of large corporate clients. So he naturally thought the best way to reach his potential clients would be to partner with these agencies who would sell his innovative product and, consequently, be perceived as innovative and value adding.

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