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Matthew RenchPredictable Prospecting
How to Radically Increase Your B2B Sales Pipeline
by Marylou Tyler, Jeremey Donovan📕 Predictable Prospecting ~ Read More 📕
- Publisher: McGraw-Hill Education
- Release date: August 15, 2016
- Author: Marylou Tyler, Jeremey Donovan
- Language: english
- Genres: business
- ISBN: 9781259835643 (1259835642)
- Format: hardcover, 256 pages
About The Book
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.
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