Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline (Hardcover)
The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a "sales bible" (Inc.)
If your organization's 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 you're 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 company's 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 don't know
- Land meetings through targeted campaigns
- Craft personalized e-mail and phone messaging to address each potential buyer's awareness, needs, and challenges.
- Define, manage, and optimize sales development performance metrics
- Generate predictable revenue
You'll 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. That's the power of Predictable Prospecting.
About the Author
Marylou Tyler is the bestselling coauthor of Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com. A successful trainer and consultant, she advises Fortune 1,000 companies on how to improve the sales process, specifically the assembly, activation, and optimization of the outreach sales channel--the most consistent, predictable, and scalable model for generating new business opportunities. Jeremey Donovan is the author of the international bestseller How to Deliver a TED Talk. He is Head of Sales Strategy at Gerson Lehrman Group (GLG). Previously, Donovan was Chief Marketing Officer of American Management Association International. Prior to joining AMA, he served as Group Vice President of Marketing at Gartner Inc., the world's leading information technology research and advisory company.