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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

Author: Marylou Tyler

Publisher: McGraw Hill Professional

Published: 2016-08-19

Total Pages: 208

ISBN-13: 1259835650

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.

Business-to Business Prospecting

Author: Andrea Sittig-Rolf

Publisher: Aspatore Books

Published: 2005

Total Pages: 140

ISBN-13: 9781596222052

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?BUSINESS-TO-BUSINESS PROSPECTING is a fabulous book about the critical sweet spot for any sales professional. Andrea Sittig-Rolf?s ideas about the ICP alone are worth the price of admission. But that?s not where it stops. Read on!?Steve FarberAuthor - The Radical Leap: A Personal Lesson in Extreme LeadershipPresident, Extreme Leadership, Inc.?The most important decision a salesperson can make in the B2B sales game is where to play. Andrea Sittig-Rolf does a superb job explaining how to find and select the best prospects and opportunities. She also provides invaluable tools you can use to improve your odds of winning. If you want to take the gamble out of the way you sell, then this book is for you.?Ronald J. WalshAuthor ? High Stakes Selling: Taking the Gamble Out of High Tech SalesPresident, High Stakes Consulting?Andrea Sittig-Rolf?s book shows how to turn suspects into prospects and prospects into customers. The how-to format makes it easy to apply innovative techniques to sales success!?William ?Skip? MillerAuthor ? ProActive Sales Management, ProActive Selling, KYSO ProspectingPresident, M3 LearningBusiness-to-Business Prospecting is the first sales book with innovative, actionable ideas targeted directly to sales professionals in the business to business sales industry. It contains proven methodologies that consistently get results. Over her 15-plus year career, Andrea Sittig-Rolf has recruited, led and trained business to business sales teams to sell millions of dollars worth of products and services. Now, in her long-awaited first book, Sittig-Rolf details:?Creating your Ideal Client Profile: Cleaning up the pipeline and focusing on real opportunities.?Networking: Giving first to get quality leads and referrals.?Winning ambassadors.?Writing powerful proposals.

Fanatical Prospecting

Author: Jeb Blount

Publisher: John Wiley & Sons

Published: 2015-09-29

Total Pages: 311

ISBN-13: 1119144760

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Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Combo Prospecting

Author: Tony Hughes

Publisher: AMACOM

Published: 2018-01-11

Total Pages: 264

ISBN-13: 0814439128

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How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.

Sales Prospecting Strategies and Skills

Author: Stanis Benjamin

Publisher: Lulu.com

Published: 2016-06-08

Total Pages: 172

ISBN-13: 1365175855

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STANIS BENJAMIN, Director of Centre for Communication and Sales Training (CCST), has had experience in different levels of the insurance business starting as an agent and has spent almost 30 years in the insurance industry working with various clients from individuals to corporations. Strategies And Skills for prospecting is a guide to fundamentals of sales prospecting. This book gives you an insight to how sales people in similar environments can end up with different sales results while offering a creative and magical solution in prospecting clients for a thriving insurance sales career. The sales prospecting philosophy shared here is everything that any sales professional can practice to rise above the crowd by doing ordinary activities with extraordinary enthusiasm. Learn the secrets of his effective skills and techniques mixed with his light sense of humour to catapult your career at a speed you have never imagined.

Prospecting Your Way to Sales Success

Author: Bill Good

Publisher: Scribner Book Company

Published: 1986

Total Pages: 242

ISBN-13: 9780684186207

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For over a decade, Bill Good's guide to increasing new business by finding prospective customers who are more likely to say yes has been a direct-sales bible. Now completely revised and updated to cover e-mail, fax communication, and the Internet, it is the most valuable tool a salesperson can own. Anyone who does any prospecting or selling by phone -- from securities, insurance, and real-estate brokers to fund-raisers, suppliers, and bankers -- knows the frustrations and rejections inherent in "cold calling". In this book, the president of Bill Good Marketing shares his expert techniques for creating successful prospecting campaigns. Dismissing as time-wasting and demoralizing "old school" methods with their don't-believe-a-customer-who-says-no philosophy, Good helps salespeople generate a plan of attack for finding good prospects ("cherries") while quickly screening out unqualified, uninterested customers ("pits"). He walks the reader through all of the variables of effective sales prospecting, including developing phone scripts and letters, searching the Internet for leads, and knowing how and when to close the deal. Complete with tips on motivation, time-management, and recordkeeping, and a special section on troubleshooting common problems, this new edition of Prospecting Your Way to Sales Success will remain the industry bible for years to come.

New Sales

Author: Mike Weinberg

Publisher: AMACOM Div American Mgmt Assn

Published: 2013

Total Pages: 242

ISBN-13: 0814431771

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Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

The Ultimate Guide to B2B Sales Prospecting

Author: Richard Forrest

Publisher:

Published: 2017-08-24

Total Pages: 192

ISBN-13: 9781925648355

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The Digital Age has brought with it a host of marketing and sales tools. When these tools were still new, they were remarkably successful, but today, e-marketing campaigns are no longer generating the cut-through they once enjoyed.

Sales Prospecting For Dummies

Author: Tom Hopkins

Publisher: For Dummies

Published: 2011-01-11

Total Pages: 312

ISBN-13: 9781118069073

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Selling in the New World of Business

Author: Bob Kimball

Publisher: Routledge

Published: 2004

Total Pages: 235

ISBN-13: 9780789022714

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Doing business the old-fashioned way is a thing of the past! Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today's highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions. As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn't changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology. Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including: The New Age Willy Loman Everything's the Same, Only Different Being a Supplier or Being a Partner Know What You Need to Know and Where to Get It Evaluate Your Company and the Company You Keep Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields.