FOREWORD
In 2011, Marylou and I published Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com, which was referred to by Inc. magazine1 and others as “the sales bible of Silicon Valley.” That book revealed how I created the outbound prospecting program at Salesforce.com and introduced several breakthrough ideas for adding qualified opportunities at the front end of the pipeline in a way that ensures rapid and consistent revenue growth.
The first breakthrough idea was that organizations need to have dedicated prospectors to get off the revenue roller coaster. Blowing out quotas some months and bombing during others is a natural consequence of asking salespeople to do everything—prospecting, ...
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