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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

ISBN10: 1259835642 | ISBN13: 9781259835643

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
ISBN10: 1259835642
ISBN13: 9781259835643
By Marylou Tyler and 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.) 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.

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     &nbs

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