This outstanding prospecting guidebook by sales experts Marylou Tyler and Jeremey Donovan balances sales philosophy with the day-to-day essentials of B2B sales. The authors discuss how to target the most promising prospects, secure meetings and communicate effectively – all to achieve “predictable prospecting” and, thus, more predictable revenue. They also detail the 12 work habits of top sales development representatives to help you become more efficient and effective. Senior sales executives, sales managers and sales reps will appreciate this solid manual.
About the Authors
Sales trainer Marylou Tyler founded the Strategic Pipeline consultancy and co-authored the bestseller Predictable Revenue. Jeremey Donovan, head of sales strategy at Gerson Lehrman Group, wrote How to Deliver a TED Talk, What Great Looks Like and How to Win the World Championship of Public Speaking. He co-authored Speaker, Leader, Champion.