The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.)
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.
Author: Marylou Tyler, Jeremey Donovan
Binding Type: Hardcover
Publisher: McGraw-Hill Companies
Published: 08/15/2016
Pages: 256
Weight: 1.05lbs
Size: 9.10h x 6.30w x 1.10d
ISBN: 9781259835643
Language: English
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