Onion layers
This is an analogy to help teams think about how to “deliver” their products or offerings. The goal here is to make it easy for potential customers to choose how to learn about a company and its products, step by step.
Market response representatives qualify inbound leads that vp technical email lists reach the company through the website or phone. They route qualified opportunities to the appropriate salesperson with quotas.
Sales Development Representative
These are reps who specialize in “Cold Calling 2.0” and “outbound sales.” They are responsible for generating outbound leads, not closing deals or qualifying inbound leads.
Predictable revenue model
The predictable revenue model is based on three key principles:
Don't cold call.
Focus on results, not activities.
Everything must be systematically process-driven.
Don't cold call.
The processes that make up Predictable Revenue, as a system, are designed to effectively locate and connect with decision makers. Traditional cold calling doesn’t lend itself to making that happen consistently.
Predictable Revenue’s answer to those more conventional methods, called “Cold Calling 2.0,” bypasses the initial awkwardness and ineffectiveness of cold outreach.
With the “2.0” strategy, reps essentially prospect cold accounts, allowing you to focus more on productive research, managing your number of dedicated outbound reps, and developing rep experience as they go.
Focus on results, not activities.
The Predictable Revenue model is inherently outcome-driven, meaning it doesn’t measure your success based on activity metrics, but instead focuses on the results of those activities. For example, you want to look less at how many mapping calls a rep makes and more at the response rate those calls generate.
Everything must be systematically process-driven.
This principle is rooted in the name of the model itself. A predictable model is based on how easily you can predict the results of your organization’s efforts. Letting reps wing it, without establishing clear, standardized processes, makes your results harder to anticipate and account for. If you want to take advantage of predictable revenue, you need to make sure everything is systematically driven by processes.
