Marylou Tyler, Jeremey Donovan
Predictable Prospecting
How to Radically Increase Your B2B Sales Pipeline
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Marylou Tyler, Jeremey Donovan
Predictable Prospecting
How to Radically Increase Your B2B Sales Pipeline
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The proven B2B sales growth plan that builds on the success of Predictable Revenue, the breakout bestseller hailed as â Silicon Valleyâ s sales bibleâ (Inc.com)
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The proven B2B sales growth plan that builds on the success of Predictable Revenue, the breakout bestseller hailed as â Silicon Valleyâ s sales bibleâ (Inc.com)
Produktdetails
- Produktdetails
- Verlag: McGraw-Hill Education
- Seitenzahl: 256
- Erscheinungstermin: 15. August 2016
- Englisch
- Abmessung: 236mm x 159mm x 27mm
- Gewicht: 478g
- ISBN-13: 9781259835643
- ISBN-10: 1259835642
- Artikelnr.: 44679921
- Verlag: McGraw-Hill Education
- Seitenzahl: 256
- Erscheinungstermin: 15. August 2016
- Englisch
- Abmessung: 236mm x 159mm x 27mm
- Gewicht: 478g
- ISBN-13: 9781259835643
- ISBN-10: 1259835642
- Artikelnr.: 44679921
Marylou Tyler is the bestselling coauthor of Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com. A successful trainer and consultant, she advises Fortune 1,000 companies on how to improve the sales process, specifically the assembly, activation, and optimization of the outreach sales channel--the most consistent, predictable, and scalable model for generating new business opportunities. Jeremey Donovan is the author of the international bestseller How to Deliver a TED Talk. He is Head of Sales Strategy at Gerson Lehrman Group (GLG). Previously, Donovan was Chief Marketing Officer of American Management Association International. Prior to joining AMA, he served as Group Vice President of Marketing at Gartner Inc., the world's leading information technology research and advisory company.
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
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