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Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Marylou Tyler, Aaron Ross

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5. Sales Best Practices

Shorten sales cycles. Increase sales productivity.

Sell To Success

Selling the Predictable Revenue way is about “Selling To Success.” It’s about hiring and training salespeople who are totally committed to their company’s vision and values. It’s salespeople helping new prospects connect with that vision, and then helping these new customers succeed — and generating lots of revenue as a byproduct.

These salespeople don’t close customers that aren’t a good long-term fit. They work with a team of other great salespeople, all helping each other improve and learn as a team. Compensation is important, but it’s not the most important thing.

Traditional “ABC” Selling

People with an old-school sales mindset live by “Always ...

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