Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a "sales bible" (Inc.) 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: * Identify the prospects with the greatest potential * Clearly articulate your company's competitive position * Implement account-based sales development using ideal account profiles * Refine your lead targeting strategy with an ideal prospect profile * Start a conversation with people you don't know * Land meetings through targeted campaigns * Craft personalized e-mail and phone messaging to address each potential buyer's awareness, needs, and challenges. * Define, manage, and optimize sales development performance metrics * Generate predictable revenue 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, worksheets, and blueprints to add to 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 Predictable Prospecting.