Predictable prospecting
Subtitle: how to radically increase your B2B sales pipeline
By: Marylou Tyler, Jeremey Donovan
Contributors: Donovan, Jeremey, author
Published: 2016
Language: eng
Number of pages: 235
ISBN-13: 9781259835643
Subjects: Sales management; Industrial marketing
Description: "This 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 ... You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals. 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."--From publisher description.
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction; title: Internalizing your competitive position; title: Developing an ideal account profile; title: Crafting ideal prospect personas; title: Crafting the right message; title: Getting meetings though prospecting campaigns; title: (Dis-) qualifying prospects; title: Measuring and optimizing your pipeline; title: Leveraging the right tools; title: Managing sales development professionals; title: Conclusion: the future of predictable prospecting.