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The proven system for B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as "Silicon Valley's sales bible" ([...])
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.
The proven system for B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as "Silicon Valley's sales bible" ([...])
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 the bestselling coauthor of Predictable Revenue: Turn Your Business into a Sales Machine with the [...] Million Best Practices of [...]. 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.
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
| Erscheinungsjahr: | 2016 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Seiten: | 256 |
| Inhalt: | Gebunden |
| ISBN-13: | 9781259835643 |
| ISBN-10: | 1259835642 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: |
Tyler, Marylou
Donovan, Jeremey |
| Hersteller: | McGraw Hill LLC |
| Maße: | 236 x 159 x 27 mm |
| Von/Mit: | Marylou Tyler (u. a.) |
| Erscheinungsdatum: | 15.08.2016 |
| Gewicht: | 0,482 kg |
Marylou Tyler is the bestselling coauthor of Predictable Revenue: Turn Your Business into a Sales Machine with the [...] Million Best Practices of [...]. 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.
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
| Erscheinungsjahr: | 2016 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Seiten: | 256 |
| Inhalt: | Gebunden |
| ISBN-13: | 9781259835643 |
| ISBN-10: | 1259835642 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: |
Tyler, Marylou
Donovan, Jeremey |
| Hersteller: | McGraw Hill LLC |
| Maße: | 236 x 159 x 27 mm |
| Von/Mit: | Marylou Tyler (u. a.) |
| Erscheinungsdatum: | 15.08.2016 |
| Gewicht: | 0,482 kg |
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