Start Here I'm going to start by addressing head-on one of the biggest misconceptions in modern, effective sales: that adding salespeople is what grows revenue. Do you want the peace of mind that comes with knowing your own sales organization will be a “Sales Machine,” cranking out predictable revenue, generating new leads on demand, and meeting your financial goals without your constant focus and attention? I created a sales lead generation process and team at Salesforce.com that helped increased revenues by more than $100 million in the first few years. Partners and I then taught the same process to other companies, helping them double and triple their new revenue growth, like Responsys (the #1 Saas Marketing Platform), WPromote (the #1 search engine in the Inc 500), and HyperQuality (tripled their results in just 90 days). It’s common for 80-95% of our clients’ sales pipeline to come from this outbound process, driving the bulk (or all) of their growth. Of course you want more revenue, but what good is it if it isn’t predictable? One-time revenue spikes that aren’t repeatable won’t help you achieve consistent year-after-year growth. You want growth that doesn’t require guessing, hope and frantic last minute deal hustling every quarter-and year-end. The book is based on more than eight years of experience at Salesforce.com and consulting and advising dozens of other technology and business services companies including SuccessFactors, Responsys, Servosity, Clickability, AfterCollege, 4INFO, CitrusByte, Savvion, Trulia, WPromote, X1, BrightEdge, NEOGOV, Bovitz Research Group, and others. Three Keys To Predictable Revenue Building a Sales Machine that creates ongoing, predictable revenue takes: 1. Predictable Lead Generation, the most important thing for creating predictable revenue. 2. A Sales Development Team that bridges the chasm between marketing and sales.