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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CHAPTER
3
Crafting Ideal Prospect Personas
The Predictable Prospecting method is all about flooding sales pipelines with the best opportunities in the most efficient way. Even when approaching the ideal segment of companies, sales professionals often fail to engage the right people at the beginning of the process. In this chapter, we will explore the techniques for leveraging an Ideal Prospect Persona (IPP) that will result in higher quality lead generation and greater deal velocity. Moreover, finding and selling to the right person to begin with is the most important renewal driver for a recurring revenue business.
Sales (and marketing) professionals often roll their eyes the first time they hear the word persona because they think of a persona ...
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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.
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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.