Marylou Tyler

Jeremey Donovan

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; and 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.

Todd Belcher

McGraw Hill-Ascent Audio

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

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