By Aaron Ross

“If you’re doing prospecting, it’s not profitable to focus on smaller customers. Your ideal outbound customer should represent the largest revenue size or opportunity you can find that you can likely win.”

About Aaron
He set the sales world on fire with his best-selling book, Predictable Revenue, where he shares the secrets he learned at salesforce.com. He continues to teach inside sales teams how to scale effectively. In fact, my team at InsideSales.com calls one of our most effective lead-generation tactics “The Rossinator.”