PDF Download Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, by Marylou Tyler Jeremey Donovan
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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, by Marylou Tyler Jeremey Donovan
PDF Download Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, by Marylou Tyler Jeremey Donovan
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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 revenueYou’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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Product details
Hardcover: 256 pages
Publisher: McGraw-Hill Education; 1 edition (August 15, 2016)
Language: English
ISBN-10: 1259835642
ISBN-13: 978-1259835643
Product Dimensions:
6.4 x 1 x 9.2 inches
Shipping Weight: 1.1 pounds (View shipping rates and policies)
Average Customer Review:
4.6 out of 5 stars
45 customer reviews
Amazon Best Sellers Rank:
#37,104 in Books (See Top 100 in Books)
I was skeptical. I had watched a webinar where Marylou Tyler walked through the steps of Predictable Prospecting and thought "this looks great for a company with a sales team". I was skeptical that it would work for me as a solo business owner. I was wrong! And I am glad I was wrong! I had been using social media and networking events to prospect and get sales. And it was working. I just wanted a more predictable way to have a full pipeline and I found it in this book. Not only is it working for me, it's working for another solo business owner I shared it with. What business am I in? I do business research and marketing consulting. The other business owner works exclusively with attorneys and law firms as a researcher (think a step above paralegal). We know our target market. We know how to approach them. We just needed an extra tool and an outline (system) of how to keep our names and businesses in front of them. This book showed us how. Yes, I have added prospects to my network. Yes, I have a process for following up with them. And, yes, I have increased my sales. The foundation for Predictable Prospecting will work for any business.
Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline†by Marylou Tyler and Jeremey Donovan.A bit of context: Marylou Tyler is also the co-author of the best selling book “Predictable Revenue.†That’s part of the reason her co-author on that book, Aaron Ross, wrote the foreword to “Predictable Prospecting.†In “Predictable Prospecting†which is widely referred to as “the sales bible of Silicon Valley,†several breakthrough ideas for adding qualified opportunities at the front end of the sales pipeline were introduced that ensure rapid and consistent revenue growth.The first breakthrough idea was that organizations need to have dedicated prospectors versus others who closed the sale. The second breakthrough idea was that phone- and email-based outbound prospecting is the most predictable way to create qualified appointments.In “Predictable Prospecting†the authors have enhanced the key concepts of “Predictable Revenue.†While outbound prospecting remains the big idea, they explain that the world has moved from spray and pray to account-based sales development. Also, they have taken the tactical elements of “Predictable Revenue†and added field-tested details to explain precisely how to build and operate a successful outbound prospecting program.Nothing like this book has existed before. If you’re a business owner or you’re in sales, you’ll definitely want to read “Predictable Prospecting.†And if you’re in marketing, you definitely need to read “Predictable Prospecting.â€Why? Because the most successful marketers today are fully informed of and involved in every aspect of the sales funnel. Those who aren’t are becoming of increasingly little value to their company. That’s why.And to listen to an interview with Marylou Tyler about “Predictable Prospecting,†visit MarketingBookPodcast.com
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+
We are at the beginning of a long cycle of major disruptions to the traditional B2B sales cycle. Buyers don't behave the way the used to for a variety of different reasons, least of which is their infinite access to information. Many thought that inbound marketing would be the solution to every ill, but B2B firms with complicated offerings are now realizing that while it is an important tactic, it cannot replace outbound prospecting efforts. Marylou has assimilated the rationale, the recipe, and the roadmap for implementing world-class prospecting teams. Read it, learn it, live it!!
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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