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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 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.
- Sales Rank: #81037 in Books
- Published on: 2016-08-15
- Original language: English
- Number of items: 1
- Dimensions: 9.10" h x 1.10" w x 6.30" l, .0 pounds
- Binding: Hardcover
- 256 pages
From the Back Cover
“Most of what has been written for salespeople about prospecting and pipeline management does nothing to improve their sales results. Either it’s too theoretical, which makes it complex and impractical or, even worse, it’s 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. It’s also the one activity that virtually all salespeople and sales organizations struggle to do consistently. In Predictable Prospecting you’ll learn how to streamline your prospecting activities into an effective selling system that works! If you’re 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, it’s 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 You’ve 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 team’s 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
�
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.
Most helpful customer reviews
8 of 8 people found the following review helpful.
All pages in this book are worth reading both once and twice.
By Hans Peter Bech
I have absolutely no reservations giving this book five stars. It is GREAT. All pages in this book are worth reading both once and twice. For most companies and individuals engaged with business development, marketing, sales development, sales, account management and other revenue generation activities this book could well be their bible when it comes to ensuring predictable lead generation.
3 of 3 people found the following review helpful.
Actionable advice for serious revenue growth leaders
By manhattanites
This is how the predictable funnel is actually built in the most sophisticated technology companies in the world right now. Incredibly cogent, well organized and cutting edge, it even references the right software for "cadences." Marylou has synthesized all the best practices into one concise, actionable manual. I'm not surprised to see the massive success her clients are having in testimonials they've left on her LinkedIn profile. The trouble with most systems is they're not scalable or too conceptual. Marylou transcends that by giving sales leaders the fishing rod and helping them think through their specific KPIs, challenges and then takes it to the next level with optimization / troubleshooting. A+
3 of 3 people found the following review helpful.
Make your prospecting more predictable!
By Jeff Cleasby
Just finished this excellent read yesterday. Five stars from start to finish, top to bottom. Loved all of the relevant examples and samples provided to engage the B2B marketplace to allow for more predictable prospecting. Lots of great gems tucked within these pages. I really loved the common sense approach given on how to gain more opens to my emails. I immediately tried it, and since making a tiny tweak to my messaging I have noticed 15% more of my emails now being opened.
In addition, I tried the 'Contact Us' page approach to organic lead generation as mentioned and illustrated on page 98 (except I used 500 companies in my test) and gained alarmingly similar results. Super solid read, certainly recommend this book!
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