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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline: How to Radically Increase Your B2B Sales Pipeline by [Tyler, Marylou, Donovan, Jeremey]
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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline: How to Radically Increase Your B2B Sales Pipeline Kindle Edition

4.7 out of 5 stars 31 customer reviews

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Editorial Reviews

From the Back Cover

“Most of what has been written for salespeople about prospecting and pipeline management does nothing to improve their sales results. Either it’s too theoretical, which makes it complex and impractical or, even worse, it’s too simple to help in the real world.  This is the Goldilocks of prospecting books.  It walks a just-right balance, with useful cases and examples.”
Neil Rackham, bestselling author of SPIN Selling

“Prospecting is the most important work in sales. It’s also the one activity that virtually all salespeople and sales organizations struggle to do consistently. In Predictable Prospecting you’ll learn how to streamline your prospecting activities into an effective selling system that works! If you’re ready to make more money and accelerate your sales productivity, then this book is essential reading.
Jeb Blount, CEO of Sales Gravy, Inc., and author of Fanatical Prospecting and People Buy You

“Marylou is one of the finest and brightest minds I know when it comes to ‘upping the game.’ She makes outbound prospecting far more productive, predictable, and profitable. Her latest thinking is not only worthwhile reading, it’s a MUST if your business goal is increased revenue performance.”
Jay Abraham, founder and CEO of Abraham Group, Inc., and author of Getting Everything You Can Out of All You’ve Got

“Predictable Prospecting does for the ‘modern seller’ what Predictable Revenue did back in its day. In this book you get an updated process that integrates with what is currently working in your playbook. Not a rip-and-replace strategy . . . just better.”
Trish Bertuzzi, CEO of The Bridge Group and author of The Sales Development Playbook

“Predictable Prospecting offers a great mix of tactical recommendations within a strategic methodology for predictable pipeline generation. This is a great book for staying current on the technologies and processes that are proving to be the most effective.”
Brent Holloway, VP of Corporate Sales at Talend, Inc., and coauthor of Sales 2.0

“Most sales organizations suffer from an unoptimized sales process. The result? Inconsistent sales and revenue as well as missed forecasts. In Predictable Prospecting, Tyler and Donovan show you how to reengineer your sales prospecting into an opportunity machine.”
Max Altschuler, founder and CEO of Sales Hacker, Inc., and author of Hacking Sales

“This book is my team’s go-to playbook for generating predictable revenue.”
Paul Fifield, Chief Revenue Officer of UNiDAYS

“Marylou Tyler combines great wisdom and knowledge to help solve the pipeline development challenge we face daily. This book will unlock the door to consistent and predictable pipeline growth like never before.”
Nick Scaglione, VP of Sales and Business Development at VoxGen

“This book leads you to a true understanding of sales productivity.”
Mark Kosoglow, VP of Sales at Outreach SaaS

Predictable Prospecting provides a pragmatic approach to improving sales results with examples and stories that will motivate the reader to reach higher levels of personal success, striking the right balance of theory and practicality in a space where getting to the point’ is critical.”
Daniel J. Houston, chairman, president, and CEO of Principal Financial
 

About the Author

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.


Product Details

  • File Size: 15641 KB
  • Print Length: 256 pages
  • Publisher: McGraw-Hill Education; 1 edition (August 19, 2016)
  • Publication Date: August 19, 2016
  • Sold by: Amazon Digital Services LLC
  • Language: English
  • ASIN: B01H5SHIYU
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Enhanced Typesetting: Enabled
  • Amazon Best Sellers Rank: #31,525 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Top Customer Reviews

Format: Kindle Edition Verified Purchase
I have absolutely no reservations giving this book five stars. It is GREAT. All pages in this book are worth reading both once and twice. For most companies and individuals engaged with business development, marketing, sales development, sales, account management and other revenue generation activities this book could well be their bible when it comes to ensuring predictable lead generation.
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Format: Hardcover Verified Purchase
It’s easy for sales process experts to convey their methods and tell us what to do, and forget to show us how to do it, so we can get similar results, in the first place.

PREDICTABLE PROSPECTING not only has all the details to set up a long lasting system to drive sales opportunities for you or your sales team, it is full of examples (the authors even give us a completely filled out example of the whole process on page 205) to fill the funnel with highly qualified accounts. High revenue accounts that close with higher probability.

If you aren’t satisfied with the amount or quality of sales opportunities you're creating today, read this book now!
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Format: Hardcover Verified Purchase
This book has an interesting story behind it.

As VP of Sales Strategy, Jerry Donovan (one of the books co-authors) engages Marylou Tyler, a sales process improvement expert (and the other co-author) on a project to optimize his company's top-of-funnel sales pipeline.

It's no easy task.

During the engagement, Jeremy is blown away by Marylou's methodology. Out of all the books he's read, out of all the consultants he's hired, he's seen nothing like what Marylou is able to accomplish in such a short time.

Jeremey is so blown away in fact, he pitches Marylou on a book collaboration. He passionately believe the sales world needs a book like this.

And, almost two years later, Predictable Prospecting is born.

Lumping Predictable Prospecting into all the other B2B sales prospecting books coming out this year would be a mistake.

Because this book, written by two seasoned sales veterans, goes beyond inspiration, theory and good tips.

It's about IMPLEMENTATION. Action. How to strategically optimize your B2B, top-of-funnel, sales pipeline.

In my case, I'm co-owner in two B2B companies. One in the highly competitve retail auto industry where every marketing and sales dollar is tracked and measured. The other, helping local small businesses increase their sales.

In both, I have meticulously tracked and optimized our pipeline.
Read more ›
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Format: Hardcover Verified Purchase
Just finished this excellent read yesterday. Five stars from start to finish, top to bottom. Loved all of the relevant examples and samples provided to engage the B2B marketplace to allow for more predictable prospecting. Lots of great gems tucked within these pages. I really loved the common sense approach given on how to gain more opens to my emails. I immediately tried it, and since making a tiny tweak to my messaging I have noticed 15% more of my emails now being opened.
In addition, I tried the 'Contact Us' page approach to organic lead generation as mentioned and illustrated on page 98 (except I used 500 companies in my test) and gained alarmingly similar results. Super solid read, certainly recommend this book!
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Format: Kindle Edition Verified Purchase
This is how the predictable funnel is actually built in the most sophisticated technology companies in the world right now. Incredibly cogent, well organized and cutting edge, it even references the right software for "cadences." Marylou has synthesized all the best practices into one concise, actionable manual. I'm not surprised to see the massive success her clients are having in testimonials they've left on her LinkedIn profile. The trouble with most systems is they're not scalable or too conceptual. Marylou transcends that by giving sales leaders the fishing rod and helping them think through their specific KPIs, challenges and then takes it to the next level with optimization / troubleshooting. A+
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Format: Hardcover
Kickstart your B2B sales channel with intelligent and predictable prospecting; this is the promise of this book that dangles the expectation of rapid, powerful sales growth in front of the reader.

Unlike many other sales-related books that seem to promise the world through hype-filled pages, this book seems different. It is a focussed “grown up” book with its feet placed firmly on the ground, delivering seemingly credible, informative and actionable advice to the reader. Clearly a lot of the success will depend on the sales organisation and how the authors’ advice is implemented and, to be fair, it probably suits the larger company more than the smaller one.

The authors set out to show how to identify sales prospects with the greatest potential before helping communicate and articulate your offering, holding a conversation and flowing through the process until hopefully a sale is made. It all gave a very good impression and could be both evolutionary and revolutionary, leading to a win-win for both company and customer. To support the reader, access is given to e-mail templates, sample materials, worksheets and blueprints to pivot the activity from “reading about it” to “doing it”.

It is definitely a worthy addition to your armoury. Whilst aimed at B2B sales, a lot of the same advice could be adapted in some situations to B2C activities, especially where a longer-term relationship or tail can be formed. You won’t use this for selling ice cream on the high street, but consumers often buy services, consumables and repeat products too!

It is more than just a “how-to” sales guide too. It adds elements of management, leadership, motivation, psychology and communications smarts to the mix. Invest the time to slowly consume this book and contemplate its text. It may be one of your better executive decisions this year.
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