Predictable prospecting how to radically increase your B2B sales pipeline 9781259835650, 1259835650, 9781259835643, 1259835642, 9780521627498
The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as
502 36 5MB
English Pages 1 v Year 2016
Table of contents :
Foreword by Aaron Ross ixAcknowledgments xiiiIntroduction: Turning Unpredictable into Predictable 1Part I: Target Chapter 1: Internalizing Your Competitive Position 9Chapter 2: Developing an Ideal Account Profile 31Chapter 3: Crafting Ideal Prospect Personas 45Part II: Engage Chapter 4: Crafting the Right Message 61Chapter 5: Getting Meetings Though Prospecting Campaigns 85Chapter 6: (Dis-) Qualifying Prospects 127Part III: Optimize Chapter 7: Measuring and Optimizing Your Pipeline 147Chapter 8: Leveraging the Right Tools 165Chapter 9: Managing Sales Development Professionals 173Chapter 10: Twelve Habits of Highly Successful SDRs 193Conclusion: The Future of Predictable Prospecting 203Appendix: Quick Guide to Predictable Prospecting 205Notes 219Index 225
