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Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com [Englisch] [Taschenbuch]

Aaron Ross , Marylou Tyler
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Kurzbeschreibung

8. Juli 2011
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 just 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? Predictable Revenue has the answers!

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Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com + The Challenger Sale: Taking Control of the Customer Conversation
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Produktinformation

  • Taschenbuch: 214 Seiten
  • Verlag: Pebblestorm (8. Juli 2011)
  • Sprache: Englisch
  • ISBN-10: 0984380213
  • ISBN-13: 978-0984380213
  • Größe und/oder Gewicht: 22,9 x 15,2 x 1,2 cm
  • Durchschnittliche Kundenbewertung: 4.7 von 5 Sternen  Alle Rezensionen anzeigen (3 Kundenrezensionen)
  • Amazon Bestseller-Rang: Nr. 5.052 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)

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4.0 von 5 Sternen Predictable Revenue 20. September 2013
Format:Kindle Edition|Verifizierter Kauf
Das Buch habe ich erworben, weil ich sehen wollte, wie andere Unternehmen sich ein konstantes Geschäft aufbauen. Salesforce.com ist nun mal kein Wald und Wiesen Geschäft. Also muss etwas dran sein!

Das Buch bietet viel Background - manchmal etwas zu viel - und Einblick in die Überlegungen. Es liest sich gut und ist mit Grafiken illustriert, die das Verständnis ergänzen und nachvollziehbar machen. Es werden Vorgehensschritte besprochen, die man so in nicht vielen Unternehmen findet, aber notwendig sind, um den Erfolg zu steigern. So z.B. die Definition eines Idealkundenprofils, um überhaupt zu wissen, welche potenziellen Kunden geeignet sind und wer in diesen Unternehmen der ideale Ansprechpartner ist.

Auch wenn die Story typisch "amerikanisch" ist - es gibt viele nützliche Parallelen, die man durchaus auf lokale Notwendigkeiten übertragen kann.
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5.0 von 5 Sternen Super Kauf! 21. Mai 2013
Format:Kindle Edition|Verifizierter Kauf
Super Leitfaden! In kleinen und kurzen Schritten zu genialen Vertriebs-Best-Practice. Die besten 89 cent, die ich je für ein Kindl-Buch ausgegeben habe!
War diese Rezension für Sie hilfreich?
Format:Kindle Edition|Verifizierter Kauf
Vieles in dem Buch war für mich in dieser Form ausgezeichnet zusammengefasst und teilweise neu. Ein minimaler Wermutstropfen ist, dass viele Inhalte sehr Salesforce spezifisch sind, dies trübt den ausgezeichneten Gesamteindruck aber nicht. Spannend bleibt was passiert, wenn alle diesem vertrieblichen Prozess folgen und er nicht mehr so besonders für den Interessenten daher kommt...
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Amazon.com: 4.5 von 5 Sternen  96 Rezensionen
32 von 32 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Lead Gen & Sales Process 101 26. August 2013
Von Casey Kerr - Veröffentlicht auf Amazon.com
Format:Kindle Edition|Verifizierter Kauf
I definitely enjoyed the book Predictable Revenue and really like the author's style. Ross did an amazing job helping Salesforce.com generate its opportunities, and this book tells his story of building the lead generation function from scratch and gives some great examples of his leadership style.

I would have liked it to have been more specific, but it still fully deserves a 5 star rating for being the course on "Bay Area Lead Gen Scaling 101." Having built and managed a 5+ member lead generation team from scratch exactly like the author, here are my thoughts on the book:

Ross' Vision:
1) Don't let the so-called "reality" stop you. (Love this comment)
2) Subteams and miniCEOs, cool idea for teams within companies. (Great vision, his best)
3) Design CEOs and VPs of Sales out of the sales process. (Hmm, interesting. Agreed)
4) The future of sales is on new user acquisition and important titles like VP of Lead or Demand Gen. (Agreed)
5) Design self-managing teams. (Good)

The 4 things Ross nails especially well:
1) "Prospects should earn proposals." (This is the best line ever, I always say this)
2) Always get prospects to talk about their business, not selling the product. Ask "why" 3x or more. (Great!!)
3) In 6 months, follow-up on all past opportunities. (Important)
4) Ask yourself in order, "what can I:"
A. eliminate
B. automate
C. outsource
D. delegate

Some facts:
1) "Short and sweet" emails get over 9% open rate vs. sales-y at 0%.
2) Responsibilities of VP Sales includes: goal setting, involvement in big deals, culture, etc. (See full list)
3) Most inbound leads come from small businesses, not enterprises.

Things I found interesting:
1) "Send messages before 9am or after 5pm and avoid Monday and Fridays." (It would be interesting to see these stats in much more specificity)
2) "Did I catch you at a bad time" is best intro line. (Hmm, maybe, need to think about)
3) "Return on Salesperson's time." (Very interesting concept and would be interesting to track both to company and as an individual)
4) Ross says: don't assume sales people will find deals by Rolodexes and cold calling. (Great!! Yes)

Parts of Ross' Process:
1) Define what companies are most similar to the top 5-10% of your clients. (Good)
2) Voicemail and email combinations are effective. (Ok)
3) Create a "success plan" for after product is sold. (Good)
4) Always start high 1-2 levels above decision maker. (Maybe. Good rule of thumb, but I don't like the word "always." Finding influential people is key)
5) Free trials - help create "what defines success" and make sure there is follow-through. (I like paid trials better)
6) Track call conversations with DM's per day for sdr team. (Yes)
7) Always set up a next step with qualified dms. (Very important)
8) Need a market response rep for every 400 leads. (Ok, maybe)
9) Metrics to track at board level: new pipeline generated per month. (Good)

Some additional thoughts:
1) Scaling is "not about hiring more salespeople." (Agreed. Ideally this process would be systemized and automated)
2) Hubspot's suggestion on blogs: Participate with others' blogs, comment, and make it a 2 way conversation. (Very good!)
3) The trends in sales & marketing are: more accountability on marketing budgets and lead generation teams on ROI. (Yes)

Recommended products to check out:
1) Landslide - design your sales process for free.
2) InsideView
3) Connectandsell.com - ondemand conversations
4) How Marketo uses Marketo:
a. Lead scoring breakdown. Very cool!!
b. An email is sent 11 min after web form..

Suggestions for improvement:
1) Would have likes to have seen more specific examples of success at Responsys, HyperQuality or other clients rather than vaguely "tripled results."
2) How important is predictable revenue? Is there a trade-off between predictable revenue and more revenue? I wonder. Maybe, maybe not. I know that I've seen AEs (ClearSlide is one example) incentivized to sandbag to hit 120% of monthly quota rather than have wild swings of 300% ten 40%. That's terrible.
3) Didn't include: process for data management, recommended software for deduping, or how leads and accounts were structured.

Connect with me at LinkedIn.com/in/caseydkerr or on Twitter @drcaseykerr
13 von 14 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Impressed. Concise, how-to information with focus instead of abstract theory 23. November 2011
Von Mike - Veröffentlicht auf Amazon.com
Format:Taschenbuch
I'm extremely impressed- I really enjoyed the concise writing style of this book. It reads more like an exact how-to manual than theory and principal which I totally enjoy. I've underlined and noted more stuff in this book than I have in any other business books I've read. I may be a little biased as my company leverages Salesforce.com internally as well as for our clients so I was able to really connect with the thought process in the book (and saw salesforce.com grow and innovate from the outside during the years Aaron was inside). Initially I was thinking, 'okay- this book is going to be a little too basic', however as I read on, it gathered momentum and outlined with the least number of words concise practices I'm now in the midst of implementing. There are very few books I've read which make me want to take immediate action like this one did.

I'd recommend this book to small/mid-sized business owners who have grown naturally from referrals and word of mouth who are looking towards being able to further automate themselves out of the company and free up more of their time for bigger thinking. A naturally grown business tends to have a smaller sales engine- and in some cases barely one, but a heavy dependency on the owner/operator for the referral modality to function. This book outlines a proven practice to transform and automate that.
8 von 9 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen great inside sales process for B2B sales orgs 23. Oktober 2011
Von Auren Hoffman - Veröffentlicht auf Amazon.com
Format:Kindle Edition|Verifizierter Kauf
I have read a lot of sales process books ... and this one was the best. It gives a very good overview of the best ways to prospect and also how to move prospects and leads through a sales process. This book is for you if you in a B2B company that sells reasonably high-priced products. This works for software/SAAS companies, but also works very well for services organizations.
5 von 5 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Turned to Ch. 4, pg. 80, read it first, put info to work & increased sales same day! New growth system in place now :) Thanks! 3. November 2011
Von Reading Addict - Veröffentlicht auf Amazon.com
Format:Taschenbuch|Verifizierter Kauf
I dug in where we had a need for improvement right away, the sales process, and read, "The Top 6 Prospecting Mistakes Sales Reps Make." Awesome targeted info there! Took only some of their suggestions, put them to work right then and voila, landed a couple sales right off the bat the same day - the same hour ; So I can only imagine what the rest of the book's tips have to offer. LOVE books like this, yes!
7 von 9 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Excellent system and tips - a new front end to solution selling 13. August 2011
Von FractionalExecJim - Veröffentlicht auf Amazon.com
Format:Kindle Edition
I found this book easy to overview, with clear diagrams and headers, so I could dig into the sections that immediately impacted my client and their reps. I've already recommended it to one of them. It's also easy to understand - though implementing the changes are a major shift if you currently use 'coast to coast' sales people. The structure of the Predictable Revenue system - splitting up the sales process into different sales roles - permits a company to make adjustments and build a sustainable system because it leverages skills and sales executives will quit prospecting when there are deals to work. If you're a fan of Solution Selling, you will love this book and this system - at least I did. My feeling is that the Predictable Revenue system has the potential to be as successful as the Solution Selling system and I expect to see it around for years to come. The email first technique is new to me; he's sold on email first, call second while some people I know call first. Since the techniques can be tested and tweaked over time it's low risk to try it - and both fit into their model. Their system doesn't eliminate marketing to create inbound - recognizing it as a needed component. Most importantly, it protects the times of the sales reps and lets them focus on selling not prospecting. As with any sales book there are a few items that I am not sure about but I do like the way they give frequently give guidelines not templates.
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