Contents CHAPTER 1: Where The $100 Million Came From Start Here The “Hot Coals” Sketch The Painful Planning Mistake Boards and 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 CHAPTER 2: Cold Calling 2.0, Ramp Sales Fast Without Cold Calls 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: HyperQuality Triples Results In 90 Days CHAPTER 3: Executing Cold Calling 2.0 Getting Started with Cold Calling 2.0 The Most Important First Step Why Sales Development and Market Response Should Be Separated Choosing a Sales Force Automation System