Book · ~250 pages
Predictable Revenue
Aaron Ross and Marylou Tyler · predictablerevenue.com Paid Intermediate
This is the book that made outbound prospecting a repeatable discipline instead of a guessing game, built on the Salesforce.com playbook that added $100 million in recurring revenue. It gives you a structured way to define, source, and qualify a target list rather than treating it as a one-off scramble.
- Separate the work of building and qualifying a list from the work of closing, they need different skills and time
- A small number of well-qualified target accounts consistently outperforms a large unqualified list
- Treat your prospect list as a system you refine over time, not a spreadsheet you build once
