Predictable Revenue, learn how to implement it in your operation
Posted: Thu Mar 27, 2025 10:03 am
Working with predictable revenue is important to achieve predictability regarding hiring, expansions, new product development and new markets.
The predictable revenue methodology is one way to help companies sell more based on concrete data. This concept works mainly for B2B companies that have a high average ticket in their sales .
The term was created by expert Aaron Ross, who described the method in his book Predictable Revenue with the aim of teaching how a business can predict its earnings with the lowest possible error rate.
Aaron worked at Salesforce and discovered a lead generation process that generated more than 100 million dollars a year for the company, called cold calling 2.0. Thus, the author compiled in the book the main teachings about this theory that is currently widely used by startups that want to grow.
If you are interested in the subject and want to whatsapp data learn how to apply this strategy, continue reading this content.
What is the Predictable Revenue methodology?
Content Map
Predictable revenue is nothing more than being able to predict how much your company will earn in a given period, based on the number of prospects it needs to get to close the right sales. This helps the manager to predict improvements, team growth and expansion of operations.
It is important for you to understand that this methodology presents a series of processes and tools that enhance outbound sales techniques. The basic proposal is to use the method, people and discipline well to achieve results. Furthermore, to create a predictable sales machine, it is necessary to have predictable lead generation, a sales team aligned with marketing and a consistent system.
Aaron mentions in his book that there are three pillars for anyone who wants to generate predictable income.
Understanding the sales funnel and conversion at each stage;
clarity on the size of the contracts you are seeking;
defining realistic deadlines to achieve objectives.
Surely, you are already familiar with marketing concepts such as prospects, leads, opportunities and customers, right? The book categorizes leads into three other types, understand.
Seeds: Seeds are leads that are found through organic search channels, SEO, word of mouth, social media, and groups. As the name suggests, they need to be cultivated and nurtured so that they can sprout and produce results. Although it takes time, these are leads with high conversion and closing rates.
Net: Nets are leads generated through classic marketing strategies, such as email lists, ads, webinars. You cast your net and don't know for sure what you're going to catch.
Spears: spears are leads reached by an exclusive prospecting team that has a targeted and individual approach, using cold calling 2.0.
What is Cold calling 2.0?
Traditional cold calling is an awkward situation between a prospect and a salesperson, where neither you, as a potential customer, want to receive the call nor the salesperson is comfortable with it being so invasive. This technique is already overused, which is why version 2.0 was created.
The goal of this new format is to change the company's internal concepts and sales culture. Therefore, it is important to work with a segmented team, the salesperson must do prior research to get to know the prospects, the email flows must be personalized and the sales system must be productive .
One of the biggest mistakes managers make is believing that hiring more salespeople means selling more. The book demystifies this and shows that it is possible to scale a business with the same sales team, but improving existing attributes.
This way, segment the sales process, having one person responsible for prospecting, one person to sell the product or service and another just to close the sale. This way, each person carries out their work with a focus on the individual objective.
The predictable revenue methodology is one way to help companies sell more based on concrete data. This concept works mainly for B2B companies that have a high average ticket in their sales .
The term was created by expert Aaron Ross, who described the method in his book Predictable Revenue with the aim of teaching how a business can predict its earnings with the lowest possible error rate.
Aaron worked at Salesforce and discovered a lead generation process that generated more than 100 million dollars a year for the company, called cold calling 2.0. Thus, the author compiled in the book the main teachings about this theory that is currently widely used by startups that want to grow.
If you are interested in the subject and want to whatsapp data learn how to apply this strategy, continue reading this content.
What is the Predictable Revenue methodology?
Content Map
Predictable revenue is nothing more than being able to predict how much your company will earn in a given period, based on the number of prospects it needs to get to close the right sales. This helps the manager to predict improvements, team growth and expansion of operations.
It is important for you to understand that this methodology presents a series of processes and tools that enhance outbound sales techniques. The basic proposal is to use the method, people and discipline well to achieve results. Furthermore, to create a predictable sales machine, it is necessary to have predictable lead generation, a sales team aligned with marketing and a consistent system.
Aaron mentions in his book that there are three pillars for anyone who wants to generate predictable income.
Understanding the sales funnel and conversion at each stage;
clarity on the size of the contracts you are seeking;
defining realistic deadlines to achieve objectives.
Surely, you are already familiar with marketing concepts such as prospects, leads, opportunities and customers, right? The book categorizes leads into three other types, understand.
Seeds: Seeds are leads that are found through organic search channels, SEO, word of mouth, social media, and groups. As the name suggests, they need to be cultivated and nurtured so that they can sprout and produce results. Although it takes time, these are leads with high conversion and closing rates.
Net: Nets are leads generated through classic marketing strategies, such as email lists, ads, webinars. You cast your net and don't know for sure what you're going to catch.
Spears: spears are leads reached by an exclusive prospecting team that has a targeted and individual approach, using cold calling 2.0.
What is Cold calling 2.0?
Traditional cold calling is an awkward situation between a prospect and a salesperson, where neither you, as a potential customer, want to receive the call nor the salesperson is comfortable with it being so invasive. This technique is already overused, which is why version 2.0 was created.
The goal of this new format is to change the company's internal concepts and sales culture. Therefore, it is important to work with a segmented team, the salesperson must do prior research to get to know the prospects, the email flows must be personalized and the sales system must be productive .
One of the biggest mistakes managers make is believing that hiring more salespeople means selling more. The book demystifies this and shows that it is possible to scale a business with the same sales team, but improving existing attributes.
This way, segment the sales process, having one person responsible for prospecting, one person to sell the product or service and another just to close the sale. This way, each person carries out their work with a focus on the individual objective.