{"id":3604,"date":"2020-04-08T14:48:12","date_gmt":"2020-04-08T14:48:12","guid":{"rendered":"https:\/\/hallakate.com\/?p=3604"},"modified":"2020-04-08T14:55:30","modified_gmt":"2020-04-08T14:55:30","slug":"book-of-the-month-review-predictable-revenue-by-aaron-ross","status":"publish","type":"post","link":"https:\/\/hallakate.com\/en\/book-of-the-month-review-predictable-revenue-by-aaron-ross\/","title":{"rendered":"Book of the Month Review: Predictable Revenue by Aaron Ross"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Predictable Revenue by Aaron Ross is about how he turned the company he worked for into a sales machine using the predictable income technique or known as the \u2018Cold Calling 2.0\u2019 technique. What makes this book even more interesting is the way the author advises us to start reading. While all the books start from the first chapter, Ross in this book suggests to start with the 6th and 7th chapters and then go back to the first chapter because by reading these chapters first, we will understand the book in the appropriate way as the author claims we should.<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone  wp-image-3573 lazyload\" data-src=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/200.png\" alt=\"\" width=\"300\" height=\"300\" data-srcset=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/200.png 200w, https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/200-150x150.png 150w\" data-sizes=\"(max-width: 300px) 100vw, 300px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 300px; --smush-placeholder-aspect-ratio: 300\/300;\" \/><\/p>\n<p><span style=\"font-weight: 400;\">The author begins this book by saying that great companies know that sales are just the first step in an ongoing process of making customers successful over the years. He also explains that <strong>creating a predictable revenue process requires three things:<\/strong><\/span><\/p>\n<p>1. <strong>Predictable lead generation<\/strong>&#8211; This method includes identifying the desired leads that you want to target and tracking the actual conversions.<br \/>\n2. <strong>A dedicated sales development team<\/strong> that connects the marketing and sales team.<br \/>\n3. <strong>Consistent sales systems<\/strong> &#8211; Just document your entire process so every salesperson follows the same process and there is no confusion.<\/p>\n<p><span style=\"font-weight: 400;\">Traditional Cold Calling definition is the situation when we call a person who doesn&#8217;t know us and isn&#8217;t expecting the call. The author emphasizes that, for the sake of sincerity, no one enjoys this, neither the caller nor the person being called.<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-3593 lazyload\" data-src=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/coldcalls-english.png\" alt=\"\" width=\"600\" height=\"356\" data-srcset=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/coldcalls-english.png 600w, https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/coldcalls-english-300x178.png 300w\" data-sizes=\"(max-width: 600px) 100vw, 600px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/356;\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Ross realized early in his sales career that the main problem of prospecting is spending most of the time searching for the right person, not qualifying them or selling to them. Therefore, he points out that with a reference, the conversation feels a little bit more authentic and you have a valid reason to contact your potential customer.<\/span><\/p>\n<p><strong>Then let&#8217;s see how a Cold Calling 2.0 process looks like according to this author:<\/strong><\/p>\n<p>1. <strong>Ideal customer profile<\/strong> &#8211; The first step is being clear on your ideal customer profile.<br \/>\n2. <strong>Contact list<\/strong> &#8211; Build a list of contacts that match your profile.<br \/>\n3. <strong>Run email campaigns<\/strong> &#8211; A crucial part of \u2018Cold Calling 2.0\u2019 is knowing how to use email effectively.<br \/>\n4. <strong>Sell the dream<\/strong> &#8211; Make sure to stay focused on your potential customer\u2019s business. Just help them connect their needs to your solutions.<br \/>\n5. <strong>Pass the Baton<\/strong> &#8211; Once you&#8217;ve proven that there is a possibility, pass the baton to an Account Executive or the sales closers for the close<\/p>\n<p><span style=\"font-weight: 400;\">Among other things, the author strongly supports the <strong>80\/20 rule.<\/strong><\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-3596 lazyload\" data-src=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/the-8020-rule-eng-1.png\" alt=\"\" width=\"600\" height=\"357\" data-srcset=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/the-8020-rule-eng-1.png 600w, https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/the-8020-rule-eng-1-300x179.png 300w\" data-sizes=\"(max-width: 600px) 100vw, 600px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/357;\" \/><\/p>\n<p><span style=\"font-weight: 400;\">According to Aaron when it comes to generating Leads, businesses need a steady stream of <strong>three types of Leads:<\/strong><\/span><\/p>\n<p>1. <strong>Seeds<\/strong>, or leads that come from word-of-mouth marketing<br \/>\n2. <strong>Nets<\/strong>, or leads that come from inbound marketing<br \/>\n3. <strong>Spears<\/strong>, or leads that sales reps bring in through lists and outbound prospecting<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-3599 lazyload\" data-src=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/diagram-Copy.png\" alt=\"\" width=\"600\" height=\"356\" data-srcset=\"https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/diagram-Copy.png 600w, https:\/\/hallakate.com\/wp-content\/uploads\/2020\/04\/diagram-Copy-300x178.png 300w\" data-sizes=\"(max-width: 600px) 100vw, 600px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/356;\" \/><\/p>\n<p><span style=\"font-weight: 400;\">So, in conclusion, this is a great book in which Aaron Ross shared his extensive experience in the sales world. His methods are viable and helpful for any industry. He explains in detail how the sales process works today and how it is a must for every sales professional and entrepreneur.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Now, your turn to read!\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Predictable Revenue by Aaron Ross is about how he turned the company he worked for into a sales machine using the predictable income technique or known as the \u2018Cold Calling 2.0\u2019 technique. What makes this book even more interesting is the way the author advises us to start reading. While all the books start from [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":3586,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[7],"tags":[127,128],"class_list":["post-3604","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-bookofthemonth","tag-salesrevenue"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Book of the Month Review: Predictable Revenue by Aaron Ross - Hallakate<\/title>\n<meta name=\"description\" content=\"Predictable lead generation\u2013 This method includes identifying the desired leads that you want to target and tracking the actual conversions\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hallakate.com\/vleresimi-i-librit-te-muajit-mars-predictable-revenue-nga-aaron-ross\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Book of the Month Review: Predictable Revenue by Aaron Ross - 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