{"product_id":"predictable-prospecting-how-to-radically-increase-your-b2b-sales-pipeline-hardcover","title":"Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline - Hardcover","description":"\u003cp\u003eby \u003cb\u003eMarylou Tyler\u003c\/b\u003e (Author), \u003cb\u003eJeremey Donovan\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\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\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\"Most of what has been written for salespeople about prospecting and pipeline management does nothing to improve their sales results. Either it's too theoretical, which makes it complex and impractical or, even worse, it's too simple to help in the real world. This is the Goldilocks of prospecting books. It walks a just-right balance, with useful cases and examples.\"\u003cbr\u003e--\u003cstrong\u003eNeil Rackham\u003c\/strong\u003e, bestselling author of \u003cem\u003eSPIN Selling\u003c\/em\u003e \u003c\/p\u003e\u003cp\u003e\"Prospecting is the most important work in sales. It's also the one activity that virtually all salespeople and sales organizations struggle to do consistently. In Predictable Prospecting you'll learn how to streamline your prospecting activities into an effective selling system that works! If you're ready to make more money and accelerate your sales productivity, then this book is essential reading. \u003cbr\u003e--\u003cstrong\u003eJeb Blount\u003c\/strong\u003e, CEO of Sales Gravy, Inc., and author of \u003cem\u003eFanatical Prospecting\u003c\/em\u003e and \u003cem\u003ePeople Buy You\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003e\"Marylou is one of the finest and brightest minds I know when it comes to 'upping the game.' She makes outbound prospecting far more productive, predictable, and profitable. Her latest thinking is not only worthwhile reading, it's a MUST if your business goal is increased revenue performance.\" \u003cbr\u003e--\u003cstrong\u003eJay Abraham, \u003c\/strong\u003e founder and CEO of Abraham Group, Inc., and author of \u003cem\u003eGetting Everything You Can Out of All You've Got\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003e\"Predictable Prospecting does for the 'modern seller' what Predictable Revenue did back in its day. In this book you get an updated process that integrates with what is currently working in your playbook. Not a rip-and-replace strategy . . . just better.\"\u003cbr\u003e--\u003cstrong\u003eTrish Bertuzzi, \u003c\/strong\u003e CEO of The Bridge Group and author of \u003cem\u003eThe Sales Development Playbook\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003e\"Predictable Prospecting offers a great mix of tactical recommendations within a strategic methodology for predictable pipeline generation. This is a great book for staying current on the technologies and processes that are proving to be the most effective.\"\u003cbr\u003e--\u003cstrong\u003eBrent Holloway\u003c\/strong\u003e, VP of Corporate Sales at Talend, Inc., and coauthor of \u003cem\u003eSales 2.0\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003e\"Most sales organizations suffer from an unoptimized sales process. The result? Inconsistent sales and revenue as well as missed forecasts. In Predictable Prospecting, Tyler and Donovan show you how to reengineer your sales prospecting into an opportunity machine.\"\u003cbr\u003e--\u003cstrong\u003eMax Altschuler\u003c\/strong\u003e, founder and CEO of Sales Hacker, Inc., and author of \u003cem\u003eHacking Sales\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003e\"This book is my team's go-to playbook for generating predictable revenue.\"\u003cbr\u003e--\u003cstrong\u003ePaul Fifield\u003c\/strong\u003e, Chief Revenue Officer of UNiDAYS\u003c\/p\u003e\u003cp\u003e\"Marylou Tyler combines great wisdom and knowledge to help solve the pipeline development challenge we face daily. This book will unlock the door to consistent and predictable pipeline growth like never before.\"\u003cbr\u003e--\u003cstrong\u003eNick Scaglione\u003c\/strong\u003e, VP of Sales and Business Development at VoxGen\u003c\/p\u003e\u003cp\u003e\"This book leads you to a true understanding of sales productivity.\"\u003cbr\u003e--\u003cstrong\u003eMark Kosoglow\u003c\/strong\u003e, VP of Sales at Outreach SaaS\u003c\/p\u003e\u003cp\u003e\"\u003cem\u003ePredictable Prospecting\u003c\/em\u003e provides a pragmatic approach to improving sales results with examples and stories that will motivate the reader to reach higher levels of personal success, striking the right balance of theory and practicality in a space where 'getting to the point' is critical.\"\u003cbr\u003e--\u003cstrong\u003eDaniel J. Houston\u003c\/strong\u003e, chairman, president, and CEO of Principal Financial\u003cbr\u003e \u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\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\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 256\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.1 x 9.1 x 6.3 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e August 15, 2016\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51753385296160,"sku":"9781259835643","price":25.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/258ce0e2cfcf4c919e92f712b8738eed.webp?v=1780018788","url":"https:\/\/ebocreations.com\/products\/predictable-prospecting-how-to-radically-increase-your-b2b-sales-pipeline-hardcover","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}