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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, by Marylou Tyler Jeremey Donovan
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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.â€â€•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.â€â€•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.â€â€•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.â€â€•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.â€â€•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.â€â€•Nick Scaglione, VP of Sales and Business Development at VoxGen“This book leads you to a true understanding of sales productivity.â€â€•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.â€â€•Daniel J. Houston, chairman, president, and CEO of Principal Financial
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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.
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Product details
Hardcover: 256 pages
Publisher: McGraw-Hill Education; 1 edition (August 15, 2016)
Language: English
ISBN-10: 1259835642
ISBN-13: 978-1259835643
Product Dimensions:
6.4 x 1 x 9.2 inches
Shipping Weight: 1.1 pounds (View shipping rates and policies)
Average Customer Review:
4.6 out of 5 stars
45 customer reviews
Amazon Best Sellers Rank:
#37,104 in Books (See Top 100 in Books)
I was skeptical. I had watched a webinar where Marylou Tyler walked through the steps of Predictable Prospecting and thought "this looks great for a company with a sales team". I was skeptical that it would work for me as a solo business owner. I was wrong! And I am glad I was wrong! I had been using social media and networking events to prospect and get sales. And it was working. I just wanted a more predictable way to have a full pipeline and I found it in this book. Not only is it working for me, it's working for another solo business owner I shared it with. What business am I in? I do business research and marketing consulting. The other business owner works exclusively with attorneys and law firms as a researcher (think a step above paralegal). We know our target market. We know how to approach them. We just needed an extra tool and an outline (system) of how to keep our names and businesses in front of them. This book showed us how. Yes, I have added prospects to my network. Yes, I have a process for following up with them. And, yes, I have increased my sales. The foundation for Predictable Prospecting will work for any business.
Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline†by Marylou Tyler and Jeremey Donovan.A bit of context: Marylou Tyler is also the co-author of the best selling book “Predictable Revenue.†That’s part of the reason her co-author on that book, Aaron Ross, wrote the foreword to “Predictable Prospecting.†In “Predictable Prospecting†which is widely referred to as “the sales bible of Silicon Valley,†several breakthrough ideas for adding qualified opportunities at the front end of the sales pipeline were introduced that ensure rapid and consistent revenue growth.The first breakthrough idea was that organizations need to have dedicated prospectors versus others who closed the sale. The second breakthrough idea was that phone- and email-based outbound prospecting is the most predictable way to create qualified appointments.In “Predictable Prospecting†the authors have enhanced the key concepts of “Predictable Revenue.†While outbound prospecting remains the big idea, they explain that the world has moved from spray and pray to account-based sales development. Also, they have taken the tactical elements of “Predictable Revenue†and added field-tested details to explain precisely how to build and operate a successful outbound prospecting program.Nothing like this book has existed before. If you’re a business owner or you’re in sales, you’ll definitely want to read “Predictable Prospecting.†And if you’re in marketing, you definitely need to read “Predictable Prospecting.â€Why? Because the most successful marketers today are fully informed of and involved in every aspect of the sales funnel. Those who aren’t are becoming of increasingly little value to their company. That’s why.And to listen to an interview with Marylou Tyler about “Predictable Prospecting,†visit MarketingBookPodcast.com
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+
We are at the beginning of a long cycle of major disruptions to the traditional B2B sales cycle. Buyers don't behave the way the used to for a variety of different reasons, least of which is their infinite access to information. Many thought that inbound marketing would be the solution to every ill, but B2B firms with complicated offerings are now realizing that while it is an important tactic, it cannot replace outbound prospecting efforts. Marylou has assimilated the rationale, the recipe, and the roadmap for implementing world-class prospecting teams. Read it, learn it, live it!!
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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