Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

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

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• Espírito de iniciativa
• Probabilidade e Estatística
• Estratégia de negócios
• Vendas e marketing