Predictable Revenue

Predictable Revenue is a framework for creating consistent business growth based on repeatable processes (rather than one-off actions).

The concept was introduced by Aaron Ross and Marylou Tyler in their book Predictable Revenue.

The Predictable Revenue model emphasizes the importance of specialization within the sales team. Prospecting, qualification, and closing are three different activities that require different skills and thus should be conducted by different people.

Related terms:

• Cold calling 2.0 refers to a prospecting technique described in the book Predictable Revenue. In a nutshell, the technique relies mostly on cold emailing to get the referral so you can then warm-call the prospect you've been referred to.