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Predictable Prospecting

How to Radically Increase Your B2B Sales Pipeline
Sprecher: Todd Belcher
Spieldauer: 4 Std. und 37 Min.
3 out of 5 stars (2 Bewertungen)

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Inhaltsangabe

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout best seller hailed as a "sales bible" (Inc.com).

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 best seller, 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 email 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 email 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.

©2016 Marylou Tyler and Jeremey Donovan (P)2016 McGraw-Hill Digital

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