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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

 
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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

Description



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

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.


Product details

EAN/ISBN:
9781259835643
Medium:
Bound edition
Number of pages:
256
Publication date:
2016-09-01
Publisher:
McGraw-Hill Education
EAN/ISBN:
9781259835643
Medium:
Bound edition
Number of pages:
256
Publication date:
2016-09-01
Publisher:
McGraw-Hill Education

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