Description
Book SynopsisThe proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a âœsales bibleâ (Inc.)
If your organizationâs 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 â whether youâre 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:
â Identify the prospects with the greatest potential
â Clearly articulate your companyâs competitive position
â Implement account-based sales development using ideal account profiles
â Refine your lead targeting strategy with an ideal prospect p
Table of Contents
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
