Predictable Prospecting

How to Radically Increase Your B2B Sales Pipeline

Marylou Tyler, Jeremy Donovan

Publisher: McGraw-Hill, 2016, 235 pages

ISBN: 978-1-259-83564-3

Keywords: Sales

Last modified: May 28, 2022, 1:57 a.m.

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller 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
    1. Crafting the Right Message
    2. Getting Meetings Through Prospecting Campaigns
    3. (Dis-) Qualifying Prospects
  • Part III: Optimize
    1. Measuring and Optimizing Your Pipeline
    2. Leveraging the Right Tools
    3. Managing Sales Development Professionals
    4. Twelve Habits of Highly Successful SDRs
  • Conclusion: The Future of Predictable Prospecting
  • Appendix: Quick Guide to Predictable Prospecting


Predictable Prospecting

Reviewed by Roland Buresund

OK ***** (5 out of 10)

Last modified: Feb. 8, 2023, 2:23 p.m.

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

Not bad, but nothing to spend time on.


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