by Aaron Ross & Marylou Tyler
Book recommended by
Co-Founder at Partner Champion, EU Partnership Crew Ambassador, Partnerships at Konnect Insights
Recognized by Allbound as one of the “Top Partnership Influencers of 2023”
Why should you read it?
I can’t recommend ‘Predictable Revenue’ enough for anyone starting out in partnerships. When I first started in my role, I was looking for resources that would help me improve my sales knowledge and build strong partnerships. This book was exactly what I needed. The authors provide a comprehensive guide to creating a successful sales process, with a focus on managing cold emails, SDRs, and AEs that I found incredibly helpful. The lessons I learned from this book have stayed with me throughout my career and continue to inform my partnership practices today. If you’re just starting out in partnerships, or looking to improve your sales knowledge, help partner improve their sales/SDR teams, I highly recommend giving ‘Predictable Revenue’ a read.
What is the book about?
The book is divided into two parts. Part One focuses on building a successful sales team, and covers topics such as hiring, training, and managing salespeople. Part Two is dedicated to creating a scalable sales process, and includes chapters on generating leads, managing cold emails, creating effective sales scripts, and more. One of the key concepts in the book is the “predictable revenue” model, which involves creating a repeatable and scalable sales process that generates consistent revenue over time. The authors provide practical advice on how to implement this model, with real-world examples and case studies.
Best takeaway
If I had to pick only one idea from “Predictable Revenue” that is most relevant to partnerships, it would be the concept of “alignment” between sales and partnership teams. In the book, the authors emphasize the importance of aligning the sales team with other departments, such as marketing and customer success. From a partnership perspective, this means ensuring that the partnership team is aligned with the sales team and working towards the same goals. This alignment can be achieved through clear communication, shared metrics, and a strong understanding of each team’s strengths and weaknesses. When partnership and sales teams are aligned, they can work together to generate leads, close deals, and drive revenue growth.