Aaron Ross Famous Quotes
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One-time revenue spikes that aren't repeatable won't help you achieve consistent year-after-year growth.
Companies should be selling ideas more than benefits. Sell ideas. Not stuff.
If you can predict the rate at which you create (or create and grow) qualified pipeline, and you know your average close rate(s), then you can start predicting your revenue.
Of course you want more revenue, but what good is it if it isn't predictable?
Demographics 30 points based on manual Prospect review 0-8 points based on title Source and Offer Website leads source: +7 Thought leadership offer: -5 Behavioral Engagement: Visit any webpage or open any email: +1 Watch demos: +5 each Register for webinar: +5 Attend webinar: +5 Download thought leadership: +5 Download Marketo reviews: +12 More than 8 pages in one visit: +7 Visit website 2x in one week: +8 Search for "Marketo": +15 Visit pricing pages: +5 Visit careers pages: -10 (I especially love this one!) No Activity in One Month: Score >30: -15 points Score 0 to 30: -5 points
