Publisher: McGraw-Hill, 2016, 235 pages
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:
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.
A run of the mill book about sales management, with a slant towards IT companies.
Not bad, but nothing to spend time on.