Everything from

Predictable Revenue

2 resources from Predictable Revenue we point people to, and the questions each answers.

📄 Article

✓ Link checked Free Beginner

Why we picked it This is where the SDR and AE split came from, and the summary gives you the whole model without the book. The rule that no AE prospects and no SDR closes explains why GTM org charts look the way they do.

15-Minute Summary of Predictable Revenue

From Predictable Revenue ~15 min read

Open predictablerevenue.com →

Answers How do I turn the thing that worked when I did it into an engine someone else can run? SDR, AE, AM, growth, PMM, RevOps: what do these people actually do all day? I have been an SDR for about 18 months. How do I actually make the jump to AE? How do I decide which GTM roles to hire, and in what order? How do I qualify a deal properly instead of just hoping the enthusiastic person can buy?

📄 Article

✓ Link checked Free Beginner

Why we picked it The origin of the SDR role and of role specialisation in modern SaaS sales, condensed by the author himself so you do not have to buy the book to get the model. Read it for the specialisation argument even if the tactics feel dated.

15-minute summary of Predictable Revenue

From Predictable Revenue by Aaron Ross 15 min read

Open predictablerevenue.com →

Answers I have never sent a cold email in my life. Where do I even start? How do I build a target list that is worth working instead of scraping ten thousand random companies? When do I hire SDRs, and how many AEs can one SDR feed?

eChai Partner Brands