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Marylou Tyler – Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

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Marylou Tyler – Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline…

Book Description

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (

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.

From the Back Cover

“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.”
―Neil Rackham, bestselling author of SPIN Selling

“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.
―Jeb Blount, CEO of Sales Gravy, Inc., and author of Fanatical Prospecting and People Buy You

“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.”
―Jay Abraham, founder and CEO of Abraham Group, Inc., and author of Getting Everything You Can Out of All You’ve Got

“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.”
―Trish Bertuzzi, CEO of The Bridge Group and author of The Sales Development Playbook

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