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60-SECOND BOOK BRIEFS

BY AARON ROSS

Do you want to know the exact sales process used by Salesforce to grow their outbound sales revenue from $0 to over $100 million in less than 3 years?

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Aaron Ross tells us that creating a predictable revenue process takes 3 things:

1. Predictable lead generation 2. A sales development team

that connects marketing and sales

3. Consistent sales systems

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However, the most important factor is

because without it, nothing else matters.Predictable lead generation

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At the core of this strategy is Cold Calling 2.0, which is prospecting into cold accounts without ever making cold calls.

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THERE ARE 5 STEPS

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Get clear on your ideal customer profile, including the companies you want

to sell to, and the positions of the people

in those companies responsible for

buying what you sell.

Build your list of targets using a data

service.

Run outbound email campaigns, getting a

referral to the person you

ultimately want to sell to at the

target company. 

Have the “discovery call” with the target

prospect. 

Pass the baton to the sales closers

once you’ve determined that

there is a good fit.

This process works, very very well.

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