1. Predictable Revenue Getting To Your First Million In Sales Aaron Ross

6. The “Hot Coals” Sketch

8. Common Startup Sales Mistakes 1. Hiring salespeople before the founders have gotten sales themselves 2. Waiting to specialize 3. Getting stuck in the jargon “Echo Chamber” 4. Creating a commission plan before you have a sales track record 5. Unrealistic expectations 6. Pretending everything is great 7. Trying to grow by doing more of what’s not working

9. Getting To Your First Million In Sales 1. First Sell It Yourself 2. Lead Generation Drives Sales

10. 3 Lead Types: Seeds, Nets & Spears

11. Getting To Your First Million In Sales 1. First Sell It Yourself 2. Lead Generation Drives Sales 3. Specialize!

13. Getting To Your First Million In Sales 1. First Sell It Yourself 2. Lead Generation Drives Sales 3. Specialize! 4. Beta-test Your Sales Process 5. Sell Ideas, Not Stuff 6. Choice: Organic or “Go-Go-Go” Growth? 7. People Like To Buy From People

14. Aaron Ross www.PredictableRevenue.com/book kristine@pebblestorm.com

21. Layers Of The Onion