predictable-revenue
Audited by Runlayer on Feb 23, 2026
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Tool: SKILL.md [1/3] Description: --- name: predictable-revenue description: 'Outbound sales methodology based on Aaron Ross'' "Predictable Revenue". Use when you need to: (1) build a scalable outbound sales process, (2) implement Cold Calling 2.0, (3) structure sales team roles (SDR/AE/CSM), (4) design lead generation and qualification frameworks, (5) scale B2B SaaS sales predictably, (6) create prospecting email sequences, (7) build sales development pipeline, (8) separate prospecting from clo
Tool: SKILL.md [2/3] Description: Day 7 | Second follow up (different angle) | | Day 14 | Break-up email ("Should I close your file?") | | Day 30 | Re-engage (new trigger event or content) | **Break-up email example:** > Hi [Name], > > I haven't heard back from you.
Tool: SKILL.md [3/3] Description: and scaling stories ## Further Reading This skill is based on Aaron Ross's Predictable Revenue methodology.
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Tool: references/case-studies.md [1/3] Description: # Predictable Revenue Case Studies These case studies illustrate how companies at different stages and in different industries have implemented the Predictable Revenue methodology. Each follows the same structure: starting state, system implemented, results, timeline, and key lessons.
Tool: references/case-studies.md [2/3] Description: | |-------|----------| | Hired SDR Manager and first 2 SDRs | Month 1-2 | | Onboarding and training | Month 2-3 | | First qualified opportunities generated | Month 3-4 | | SDRs at full productivity | Month 5-6 | | Hired 3rd SDR, system fully running | Month 7-8 | | Revenue impact visible | Month 9-12 | ### Key Lessons 1. AEs became dramatically more effective when freed from prospecting. 2.
Tool: references/case-studies.md [3/3]
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Tool: references/cold-calling-2.md [1/3] Description: # Cold Calling 2.0: The Complete Methodology Cold Calling 2.0 replaces traditional cold calling with a systematic, email-first outbound prospecting method. Instead of dialing strangers and getting blocked by gatekeepers, you send short, personalized emails that ask for a referral to the right person inside the target company. This guide covers every aspect of the methodology: templates, sequences, personalization, testing, response handling,
Tool: references/cold-calling-2.md [2/3] Description: Sequence Timing Summary | Day | Email | Goal | Expected Response Rate | |-----|-------|------|----------------------| | 1 | Referral email | Get referred to the right person | 5-8% | | 3 | First follow-up | Gentle reminder | 2-4% | | 7 | Trigger-event follow-up | Show relevance | 2-3% | | 14 | Break-up email | Create urgency | 3-5% | | 30 | Re-engagement | Restart with value | 1-2% | | **Total** | | **Cumulative** | **9-15%** | ## Personaliza
Tool: references/cold-calling-2.md [3/3]
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Tool: references/lead-types.md [1/2] Description: # The Three Lead Types: Seeds, Nets, and Spears Not all leads are created equal. Aaron Ross identifies three fundamentally different lead types, each with distinct economics, timelines, and management strategies.
Tool: references/lead-types.md [2/2] Description: A team of SDRs sent targeted referral-style emails to VP-level contacts at mid-market companies, generating $100M in incremental pipeline.
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Tool: references/metrics.md [1/3] Description: # Sales Development Metrics and Dashboard Design What gets measured gets managed.
Tool: references/metrics.md [2/3] Description: $200K-$500K | $500K-$1M | $800K-$2M | | SDR quota attainment (team avg) | 60-75% | 70-85% | 75-90% | ## Efficiency Metrics: Return on Investment Efficiency metrics tell you whether your sales development investment is generating healthy returns.
Tool: references/metrics.md [3/3]
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Tool: references/pipeline-math.md [1/2] Description: # Pipeline Math: Revenue Modeling from Goal Backward Pipeline math is the engine of predictable revenue.
Tool: references/pipeline-math.md [2/2] Description: | 32% | | Average deal size | $20K | $25K | $30K | | SDR ramp time | 4 months | 3 months | 2 months | ### Scenario Output (Goal: $2M ARR, 4 SDRs) | Metric | Conservative | Realistic | Optimistic | |--------|-------------|-----------|------------| | Emails sent (annual) | 48,000 | 48,000 | 48,000 | | Responses | 3,360 | 4,800 | 6,720 | | Meetings booked | 840 | 1,584 | 2,688 | | Qualified opportunities | 336 | 792 | 1,613 | | Deals closed | 60
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Tool: references/qualification.md [1/3] Description: # ANUM Qualification Framework Qualification is the art of determining whether a prospect is worth pursuing. In the Predictable Revenue model, SDRs use the ANUM framework to qualify prospects before passing them to AEs. ANUM stands for Authority, Need, Urgency, and Money.
Tool: references/qualification.md [2/3] Description: | New leader wants to make their mark | | Funding round | Capital to invest, pressure to grow | | Board mandate | Explicit directive to improve an area | | Regulatory deadline | Must comply by a specific date | | Competitive pressure | Competitor is pulling ahead | | Hiring plan | Building a team that needs tools | | Fiscal year budget cycle | "Use it or lose it" budget | ### Urgency Discovery Questions 1. "When do you need to have a solution
Tool: references/qualification.md [3/3] Description: cares about solving this?
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Tool: references/roles.md [1/3] Description: # Sales Role Specialization The single most important principle in Predictable Revenue is separating prospecting from closing.
Tool: references/roles.md [2/3] Description: referral requests | NRR, expansion revenue | | **Renewal** | Renewal negotiation, ROI review | Renewal rate, churn | ### CSM Metrics | Metric | Target | Cadence | |--------|--------|---------| | Net revenue retention (NRR) | > 110% | Quarterly | | Gross churn rate | < 5% annually | Monthly | | Expansion revenue | 20-40% of total revenue | Quarterly | | NPS / CSAT | NPS > 50, CSAT > 4.5/5 | Quarterly | | Time to first value | < 30 days | Per customer |
Tool: references/roles.md [3/3]
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Tool: references/team-building.md [1/3] Description: # Building a Sales Development Team from Scratch Building a sales development team is one of the highest-leverage investments a B2B company can make.
Tool: references/team-building.md [2/3] Description: the single most effective training tool for SDRs.
Tool: references/team-building.md [3/3]