The proven system for B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as "Silicon Valley's sales bible" (Inc.com)
If your organization's success is driven by B2B sales, this powerhouse of a book shows you how to generate new opportunities, build sales consistently, and focus on high revenue accounts with higher probability. It's the most reliable and predictable prospecting system available, developed by the coauthor of the bestselling Predictable Revenue and the author of the international bestseller How to Deliver a TED Talk.
Following a proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine. You'll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve revenue goals-quickly, efficiently, and predictably. As a bonus, you'll receive full online access to sample materials, worksheets, blueprints, and more.
If you are a business professional tasked with new business development, revenue generation, diversifying marketing lead generation channels, selling into disruptive markets, and justifying marketing ROI, Predictable Prospecting will be an invaluable resource.
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.
Foreword by Aaron Ross ix Acknowledgments xiii Introduction: Turning Unpredictable into Predictable 1 Part I: Target Chapter 1: Internalizing Your Competitive Position 9 Chapter 2: Developing an Ideal Account Profile 31 Chapter 3: Crafting Ideal Prospect Personas 45 Part II: Engage Chapter 4: Crafting the Right Message 61 Chapter 5: Getting Meetings Though Prospecting Campaigns 85 Chapter 6: (Dis-) Qualifying Prospects 127 Part III: Optimize Chapter 7: Measuring and Optimizing Your Pipeline 147 Chapter 8: Leveraging the Right Tools 165 Chapter 9: Managing Sales Development Professionals 173 Chapter 10: Twelve Habits of Highly Successful SDRs 193 Conclusion: The Future of Predictable Prospecting 203 Appendix: Quick Guide to Predictable Prospecting 205 Notes 219 Index 225