Predictable Revenue by Aaron Ross
Quite literally the SaaS GTM sales playbook. Aaron Ross built the sales machine at Salesforce and shares his playbook with us in his book, Predictable Revenue (originally published in 2011). It’s not the most inspirational read, and the old school Audible narrator certainly isn’t helping. At times it feels like an instruction manual, but thats precisely what makes it so profound.
“Customers don’t care at all whether you close the deal or not. They care about improving their business. It’s easy to forget this in the heat of a sales cycle.”
– Aaron Ross