Table of Contents Predictable Revenue: Dedication Foreword Contents CHAPTER 1: Where The $100 Million Came From CHAPTER 2: Cold Calling 2.0, Ramp Sales Fast Without Cold Calls CHAPTER 3: Executing Cold Calling 2.0 CHAPTER 4: Prospecting Best Practices CHAPTER 5: Sales Best Practices CHAPTER 6: Lead Generation and “Seeds, Nets and Spears” CHAPTER 7: Seven Fatal Mistakes CEOs and Sales VPs Make CHAPTER 8: Sales Machine Fundamentals CHAPTER 9: Cultivating Your Talent CHAPTER 10: Leadership And Management CHAPTER 11: Next Steps and Resources 1 Start Here The “Hot Coals” Sketch The Painful Planning Mistake Boards & Sales VPs Make Every Year Have You Ever Felt Like An Utter Failure? The $100 Million Sales Process Make Your Lack Of Money An Advantage 2 The First Breakthroughs Terms And Abbreviations RIP Cold Calling Salesforce.com’s Cold Calling 2.0 Story Cold Calling 1.0 Vs. Cold Calling 2.0 Could Cold Calling 2.0 Work For My Company? Why Account Executives Should Not Make Cold Calls Case Study Cold Calling 2.0 Example: HyperQuality Triples Results In 90 Days 3 Getting Started With Cold Calling 2.0 Experiment To Make It Work For You