{"product_id":"predictable-prospecting-how-to-radically-increase-your-b2b-sales-pipeline-9781259835643","title":"Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline","description":"\u003cp\u003e\u003cstrong\u003eThe proven system for rapid B2B sales growth from the coauthor of \u003cem\u003ePredictable Revenue\u003c\/em\u003e, the breakout bestseller hailed as a \"sales bible\" (\u003ci\u003eInc.\u003c\/i\u003e)\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eIf 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.\u003c\/p\u003e\u003cp\u003eBased on the acclaimed business model that made \u003cem\u003ePredictable Revenue\u003c\/em\u003e a runaway bestseller, this powerful approach to B2B prospecting will help you to: \u003c\/p\u003e\u003cp\u003e- Identify the prospects with the greatest potential\u003cbr\u003e- Clearly articulate your company's competitive position\u003cbr\u003e- Implement account-based sales development using ideal account profiles\u003cbr\u003e- Refine your lead targeting strategy with an ideal prospect profile\u003cbr\u003e- Start a conversation with people you don't know\u003cbr\u003e- Land meetings through targeted campaigns\u003cbr\u003e- Craft personalized e-mail and phone messaging to address each potential buyer's awareness, needs, and challenges.\u003cbr\u003e- Define, manage, and optimize sales development performance metrics\u003cbr\u003e- Generate predictable revenue\u003c\/p\u003e\u003cp\u003eYou'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. \u003c\/p\u003e\u003cp\u003eFollowing 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 \u003cem\u003ePredictable Prospecting\u003c\/em\u003e.\u003cbr\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003eMarylou Tyler \u003c\/strong\u003eis the bestselling coauthor of \u003cem\u003ePredictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com.\u003c\/em\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eJeremey Donovan \u003c\/strong\u003eis the author of the international bestseller \u003cem\u003eHow to Deliver a TED Talk\u003c\/em\u003e. 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. \u003cbr\u003e\u003c\/p\u003e\u003cbr\u003e","brand":"McGraw-Hill Companies","offers":[{"title":"Default Title","offer_id":50504321106194,"sku":"9781259835643","price":17.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_28da0d8f-2ffa-48de-8524-e1355346f793.jpg?v=1730816520","url":"https:\/\/surprise-castle.myshopify.com\/products\/predictable-prospecting-how-to-radically-increase-your-b2b-sales-pipeline-9781259835643","provider":"Surprise Castle","version":"1.0","type":"link"}