Predictable Revenue: Interview With Aaron Ross

This book, Predictable Revenue by Aaron Ross and Marylou Tyler, is a compilation of the $100 Million best practices of Salesforce.com.

Just a brief background on Aaron Ross – Aaron worked at Salesforce.com, where he created a revolutionary Cold Calling 2.0 inside-sales process and the team that helped increase Salesforce.com‘s revenues by $100M.

Joe’s Takeaways:

• Their process is different in a few areas
  – Email someone 1-2 positions higher than they want to talk to, asking for an introduction
• Their team structure:
  – MRR: Market Response Reps (Inbound Leads)
  – SDR: Outbound Sales Development Reps (create opportunities and qualify for AE)
  – AE: Account Executive (basically you, doing consults)