Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
Tyler, Marylou; Donovan, Jeremey
McGraw-Hill Education
09/2016
256
Dura
Inglês
9781259835643
15 a 20 dias
481
Descrição não disponível.
Foreword by Aaron Ross ix
Acknowledgments xiii
Introduction: Turning Unpredictable into Predictable 1
Part I: Target
Chapter 1: Internalizing Your Competitive Position 9
Chapter 2: Developing an Ideal Account Profile 31
Chapter 3: Crafting Ideal Prospect Personas 45
Part II: Engage
Chapter 4: Crafting the Right Message 61
Chapter 5: Getting Meetings Though Prospecting Campaigns 85
Chapter 6: (Dis-) Qualifying Prospects 127
Part III: Optimize
Chapter 7: Measuring and Optimizing Your Pipeline 147
Chapter 8: Leveraging the Right Tools 165
Chapter 9: Managing Sales Development Professionals 173
Chapter 10: Twelve Habits of Highly Successful SDRs 193
Conclusion: The Future of Predictable Prospecting 203
Appendix: Quick Guide to Predictable Prospecting 205
Notes 219
Index 225
Acknowledgments xiii
Introduction: Turning Unpredictable into Predictable 1
Part I: Target
Chapter 1: Internalizing Your Competitive Position 9
Chapter 2: Developing an Ideal Account Profile 31
Chapter 3: Crafting Ideal Prospect Personas 45
Part II: Engage
Chapter 4: Crafting the Right Message 61
Chapter 5: Getting Meetings Though Prospecting Campaigns 85
Chapter 6: (Dis-) Qualifying Prospects 127
Part III: Optimize
Chapter 7: Measuring and Optimizing Your Pipeline 147
Chapter 8: Leveraging the Right Tools 165
Chapter 9: Managing Sales Development Professionals 173
Chapter 10: Twelve Habits of Highly Successful SDRs 193
Conclusion: The Future of Predictable Prospecting 203
Appendix: Quick Guide to Predictable Prospecting 205
Notes 219
Index 225
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
<SPAN style='FONT-SIZE: 12pt; FONT-FAMILY: "Times New Roman","serif"; mso-fareast-font-family: "MS Mincho"; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA'>B2B sales, sales model, sales prospecting, business prospect, prospect profiles, sales training, sales team, new business development, sales and marketing, lead generation, selling, disruptive market, sales strategy, B2B strategy, diversifying marketing, justifying marketing, revenue generation, Predictable Revenue, predictable revenue</SPAN>
Foreword by Aaron Ross ix
Acknowledgments xiii
Introduction: Turning Unpredictable into Predictable 1
Part I: Target
Chapter 1: Internalizing Your Competitive Position 9
Chapter 2: Developing an Ideal Account Profile 31
Chapter 3: Crafting Ideal Prospect Personas 45
Part II: Engage
Chapter 4: Crafting the Right Message 61
Chapter 5: Getting Meetings Though Prospecting Campaigns 85
Chapter 6: (Dis-) Qualifying Prospects 127
Part III: Optimize
Chapter 7: Measuring and Optimizing Your Pipeline 147
Chapter 8: Leveraging the Right Tools 165
Chapter 9: Managing Sales Development Professionals 173
Chapter 10: Twelve Habits of Highly Successful SDRs 193
Conclusion: The Future of Predictable Prospecting 203
Appendix: Quick Guide to Predictable Prospecting 205
Notes 219
Index 225
Acknowledgments xiii
Introduction: Turning Unpredictable into Predictable 1
Part I: Target
Chapter 1: Internalizing Your Competitive Position 9
Chapter 2: Developing an Ideal Account Profile 31
Chapter 3: Crafting Ideal Prospect Personas 45
Part II: Engage
Chapter 4: Crafting the Right Message 61
Chapter 5: Getting Meetings Though Prospecting Campaigns 85
Chapter 6: (Dis-) Qualifying Prospects 127
Part III: Optimize
Chapter 7: Measuring and Optimizing Your Pipeline 147
Chapter 8: Leveraging the Right Tools 165
Chapter 9: Managing Sales Development Professionals 173
Chapter 10: Twelve Habits of Highly Successful SDRs 193
Conclusion: The Future of Predictable Prospecting 203
Appendix: Quick Guide to Predictable Prospecting 205
Notes 219
Index 225
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
<SPAN style='FONT-SIZE: 12pt; FONT-FAMILY: "Times New Roman","serif"; mso-fareast-font-family: "MS Mincho"; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA'>B2B sales, sales model, sales prospecting, business prospect, prospect profiles, sales training, sales team, new business development, sales and marketing, lead generation, selling, disruptive market, sales strategy, B2B strategy, diversifying marketing, justifying marketing, revenue generation, Predictable Revenue, predictable revenue</SPAN>
