Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Ma

Description: Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler, Jeremey Donovan The proven B2B sales growth plan that builds on the success of Predictable Revenue, the breakout bestseller hailed as "Silicon Valleys sales bible" (Inc.com) FORMAT Hardcover LANGUAGE English CONDITION Brand New Publisher Description The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a "sales bible" (Inc.com)If your organizations success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether youre a sales or marketing executive, team leader, or sales representative.Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to:• Identify the prospects with the greatest potential• Clearly articulate your companys competitive position• Implement account-based sales development using ideal account profiles• Refine your lead targeting strategy with an ideal prospect profile• Start a conversation with people you dont know• Land meetings through targeted campaigns• Craft personalized e-mail and phone messaging to address each potential buyers awareness, needs, and challenges.• Define, manage, and optimize sales development performance metrics• Generate predictable revenueYoull learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. Thats the power of Predictable Prospecting. Back Cover "Most of what has been written for salespeople about prospecting and pipeline management does nothing to improve their sales results. Either its too theoretical, which makes it complex and impractical or, even worse, its too simple to help in the real world. This is the Goldilocks of prospecting books. It walks a just-right balance, with useful cases and examples." --Neil Rackham, bestselling author of SPIN Selling "Prospecting is the most important work in sales. Its also the one activity that virtually all salespeople and sales organizations struggle to do consistently. In Predictable Prospecting youll learn how to streamline your prospecting activities into an effective selling system that works! If youre ready to make more money and accelerate your sales productivity, then this book is essential reading. --Jeb Blount, CEO of Sales Gravy, Inc., and author of Fanatical Prospecting and People Buy You "Marylou is one of the finest and brightest minds I know when it comes to upping the game. She makes outbound prospecting far more productive, predictable, and profitable. Her latest thinking is not only worthwhile reading, its a MUST if your business goal is increased revenue performance." --Jay Abraham, founder and CEO of Abraham Group, Inc., and author of Getting Everything You Can Out of All Youve Got "Predictable Prospecting does for the modern seller what Predictable Revenue did back in its day. In this book you get an updated process that integrates with what is currently working in your playbook. Not a rip-and-replace strategy . . . just better." --Trish Bertuzzi, CEO of The Bridge Group and author of The Sales Development Playbook "Predictable Prospecting offers a great mix of tactical recommendations within a strategic methodology for predictable pipeline generation. This is a great book for staying current on the technologies and processes that are proving to be the most effective." --Brent Holloway, VP of Corporate Sales at Talend, Inc., and coauthor of Sales 2.0 "Most sales organizations suffer from an unoptimized sales process. The result? Inconsistent sales and revenue as well as missed forecasts. In Predictable Prospecting, Tyler and Donovan show you how to reengineer your sales prospecting into an opportunity machine." --Max Altschuler, founder and CEO of Sales Hacker, Inc., and author of Hacking Sales "This book is my teams go-to playbook for generating predictable revenue." --Paul Fifield, Chief Revenue Officer of UNiDAYS "Marylou Tyler combines great wisdom and knowledge to help solve the pipeline development challenge we face daily. This book will unlock the door to consistent and predictable pipeline growth like never before." --Nick Scaglione, VP of Sales and Business Development at VoxGen "This book leads you to a true understanding of sales productivity." --Mark Kosoglow, VP of Sales at Outreach SaaS "Predictable Prospecting provides a pragmatic approach to improving sales results with examples and stories that will motivate the reader to reach higher levels of personal success, striking the right balance of theory and practicality in a space where getting to the point is critical." --Daniel J. Houston, chairman, president, and CEO of Principal Financial Author Biography Marylou Tyler is a Fortune 1,000 consultant, sales trainer, business speaker, and coauthor of the bestselling Predictable Revenue.Jeremey Donovan is Head of Sales Strategy at Gerson Lehrman Group (GLG) and author of the international bestseller How to Deliver a TED Talk. Table of Contents Foreword by Aaron Ross ixAcknowledgments xiiiIntroduction: Turning Unpredictable into Predictable 1Part I: Target Chapter 1: Internalizing Your Competitive Position 9Chapter 2: Developing an Ideal Account Profile 31Chapter 3: Crafting Ideal Prospect Personas 45Part II: Engage Chapter 4: Crafting the Right Message 61Chapter 5: Getting Meetings Though Prospecting Campaigns 85Chapter 6: (Dis-) Qualifying Prospects 127Part III: Optimize Chapter 7: Measuring and Optimizing Your Pipeline 147Chapter 8: Leveraging the Right Tools 165Chapter 9: Managing Sales Development Professionals 173Chapter 10: Twelve Habits of Highly Successful SDRs 193Conclusion: The Future of Predictable Prospecting 203Appendix: Quick Guide to Predictable Prospecting 205Notes 219Index 225 Details ISBN1259835642 ISBN-10 1259835642 ISBN-13 9781259835643 Country of Publication United States Short Title PREDICTABLE PROSPECTING HT RAD Language English Media Book Format Hardcover Author Jeremey Donovan Year 2016 Pages 256 DEWEY 658.804 Series Business Books Subtitle How to Radically Increase Your B2B Sales Pipeline Publisher McGraw-Hill Education Imprint McGraw-Hill Education Place of Publication OH UK Release Date 2016-09-16 Publication Date 2016-09-16 AU Release Date 2016-09-16 NZ Release Date 2016-09-16 US Release Date 2016-09-16 Audience Professional & Vocational Illustrations 15 Illustrations We've got this At The Nile, if you're looking for it, we've got it. 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