August 2016
Intermediate to advanced
208 pages
4h 44m
English
book
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
by Marylou Tyler, Jeremey Donovan
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APPENDIX
Quick Guide to Predictable Prospecting
In this book, we explain the what, why, and how of countless immediately actionable best practices and templates designed to make your prospecting predictable. However, we recognize that many readers, particularly sales development professionals, crave a quick summary, especially of our advice on crafting messaging and designing multitouch, multichannel campaigns.
To address this need, this appendix demonstrates how one of us (Marylou, an independent sales process consultant) would apply the framework to engage the other (Jeremey, a sales operations leader at a midsized information services company).
Step 1. Build a Six-Factor SWOT Analysis
Marylou must have a strong understanding of why prospects ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.