Ignorer la navigation
Predictable Prospecting
Book

Predictable Prospecting

How to Radically Increase Your B2B Sales Pipeline

McGraw-Hill, 2016 plus...

Buy the book


Editorial Rating

8

getAbstract Rating

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

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.

Summary

Use the seven-step “Predictable Prospecting” program to improve your sales prospecting results.

Business-to-business salespeople can prospect effectively if they use an efficient system, such as the Predictable Prospecting program. The goal is to make lead generation, pipeline development and ultimately sales volume predictable and productive. If you focus on maintaining a full sales funnel, the result will be predictable B2B sales. To build your sales funnel and make better sales, use this seven-step program.

Step one: “Build a Six-Factor SWOT Analysis” to diagnose your strengths, weaknesses, opportunities and threats.

Most salespeople understand and can communicate the features and benefits of their products and services. Most know how to sell. Most understand how to employ their individual sales-technology platforms. However, few sales professionals can explain to prospects the value they will receive by buying their products and services instead of their rivals’ offerings.

Salespeople shouldn’t rely on corporate executives to develop SWOT analyses on the competition. Reps should develop useful analyses themselves by asking relevant ...

About the Authors

Sales trainer Marylou Tyler founded the Strategic Pipeline consultancy and co-authored the bestseller Predictable RevenueJeremey 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.


Comment on this summary

More on this topic

Related Skills

AI Transformation
Apprendre par soi-même
Rédiger un business plan
Concevoir des produits innovants
Développer sa capacité de réflexion
Piloter le marketing numérique
Création d’entreprise
Direction exécutive
Ressources Humaines
Innover stratégiquement
Innovation
Diriger stratégiquement
Leadership
Leverage AI for Business Strategy
Leverage AI for Product Development
Leverage AI for Sales
Gérer la communication de l'entreprise
Manage People and Talent
Gérer les relations après-vente
Gérer l'innovation produit
Marketing
Maîtriser le content marketing
Développer ses compétences interpersonnelles
Maîtriser la stratégie marketing
Développement personnel
Compétences relationnelles
Understand Economics
Comprendre les organisations
Compétences professionnelles
Prendre l'habitude d'apprendre
Créer sa startup
Générer et qualifier des prospects
Planifier stratégiquement
Structures de marché
Communiquer numériquement
Créer une adéquation produit-marché
Stimuler le développement de l'entreprise
Gérer les parties prenantes de la vente
Use AI for Prospecting
Études de cas sur les start-ups
Rédiger une proposition de valeur
Mettre en œuvre la segmentation de marché
Exercer une influence
Communiquer efficacement
Gérer les équipes de vente
Maîtriser le positionnement
Présenter son offre aux prospects
Planifier et élaborer des stratégies de vente
Réfléchir de manière stratégique
Use AI for Competitor Intelligence
Vente
Convertir les prospects
Piloter l'e-mail marketing
Gérer les comptes clients
Développer le messaging de l'entreprise
Identifier les besoins des prospects
Gérer son territoire de vente
Tisser des liens avec les prospects
Persuader à l'aide du copywriting
Réussir la prospection à froid
Communiquer stratégiquement
Maîtriser les ventes B2B
Vendre de la valeur
Générer de la demande
Gérer ses comptes
Développer son pipeline de vente
Analyser la concurrence
Persuader efficacement
Gérer les grands comptes
Maîtriser la prospection