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Predictable Revenue

1 resource from Predictable Revenue we point people to, and the questions each answers.

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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 by Aaron Ross ~15 min read

  • Split the role into three: SDRs on cold accounts, market response reps on inbound, AEs as the only quota carriers who close.
  • Start SDRs at 50 to 100 prospecting emails a day, aiming for a 10 percent response rate.
  • The core myth it attacks: selling more does not mean hiring more salespeople, it means building lead generation.
  • Hire for talent and initiative over experience, since technique can be taught.
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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? 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?
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