Predictable Prospecting

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller Inc.com 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, 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, worksheet, and blueprints to add yo 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 Predicatble Prospecting.

• Introduction: Turning the Unpredictable into the Predicable
• Part I: Target
1. Internalizing Your Competitive Position
2. Developing an Ideal Account Profile
3. Crafting Ideal Prospect Personas
• Part II: Engage
4. Crafting the Right Message
5. Getting Meetings Through Prospecting Campaigns
6. (Dis-) Qualifying Prospects
• Part III: Optimize
7. Measuring and Optimizing Your Pipeline
8. Leveraging the Right Tools
9. Managing Sales Development Professionals
10. Twelve Habits of Highly Successful SDRs
• Conclusion: The Future of Predictable Prospecting
• Appendix: Quick Guide to Predictable Prospecting

A run of the mill book about sales management, with a slant towards IT companies.

Not bad, but nothing to spend time on.