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).… Read the rest

What to do with Linkedin profile views?

Linkedin, social selling, linkedin profile view

Like most of people on Linkedin, I check the details of the Linkedin profile views. It’s always interesting to see the variety of people curious to see more than the headline. But what do you do when people look you up on Linkedin? If the person is someone you never met, do you wonder why she or he looked up your profile? Are you feeling flattered? Well, when these is a question to be asked, I believe there is value to simply ask it. As it could lead to a conversation and, as we know, in sales, it all starts with a conversation.… Read the rest