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Publisher's Summary

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout best seller hailed as a "sales bible" (
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 best seller, 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 email 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 email 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.
©2016 Marylou Tyler and Jeremey Donovan (P)2016 McGraw-Hill Digital
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Customer Reviews

Most Helpful
2 out of 5 stars
By Jason on 10-28-16

Don't Waste Your Time

This book has very little to offer. These authors sound like they have never sold a day in their lives (and their titles would suggest that). I've never heard so many acronyms in one book, ever! By the time you do all the research they suggest on your prospect, you could have called and talked to a dozen people there or made a visit. B2B sales is all about taking action, these guys are suggesting ridiculous amounts of research and pre qualification...anything to get out of taking action. This is the quintessential "author that's never done what they write about" book. You will fail in sales if you implement the "strategies" they recommend.

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13 of 14 people found this review helpful

5 out of 5 stars
By Ryan on 05-20-18

The thinking is done for you!

Amazing how the authors covered nearly everything I've been thinking about in extensive detail. This is an educational framework everyone in sales should be leveraging.

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Customer Reviews

Most Helpful
4 out of 5 stars
By Gus on 01-24-18

The manual for sales propecting

The analogy for this book for me is. If you buy flat pack furniture, whilst many books will tell you why flat pack furniture is great (bit useless because you have already bought the furniture) and will fill you with lots of hints. At the end you don't really feel you can build it based on that book alone and you will need help and more. Not this book this is the instruction book and not the sales speech

this is the manual with all the specifics of how to build a prospecting process step by step

if you want to be convinced to prospect, if you want tips and been sold ideas on how to prospect then get Jeb Blount's book. Don't get me wrong Jeb's book is great, but this is a different animal altogether

so if you are a leader of a team, or a sales guy who can go through chapter by chapter carrying out the actions and processes this is for you. With a big but. This is really not an audiobook. I had to buy the hard copy because it is so full of detail there is no way you can follow it all without the book

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1 of 1 people found this review helpful

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