Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline [Hardcover]

The proven system for rapid B2B sales growth from the coauthor ofPredictable Revenue, the breakout bestseller hailed as a sales bible (Inc.)

If your organizations 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 youre a sales or marketing executive, team leader, or sales representative.

Based on the acclaimed business model that madePredictable Revenuea runaway bestseller, this powerful approach to B2B prospecting will help you to:

 Identify the prospects with the greatest potential
 Clearly articulate your companys 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 dont know
 Land meetings through targeted campaigns
 Craft personalized e-mail and phone messaging to address each potential buyers awareness, needs, and challenges.
 Define, manage, and optimize sales development performance metrics
 Generate predictable revenue

Youll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goalsquickly, 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 marketsand generate more revenue than ever. Thatlc)