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
Content preview from Predictable Prospecting: How to Radically Increase Your B2B Sales PipelineBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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.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.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.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.
CHAPTER
8
Leveraging the Right Tools
Since sales productivity tools come, go, and change so rapidly, we debated whether or not to include them, but, in the end, we decided to move forward by bringing their function to the foreground and relegating the form, the actual tools, to the background.
Sales tools must be viewed as a means to an end; they should support sales processes that help sales professionals close more deals at a faster rate. While that may seem obvious, nearly all salespeople have been saddled with tools that either slow them down or create barriers to building relationships with prospects. For instance, some tools allow salespeople to engage in less-than-ideal practices such as blasting impersonal e-mails to massive numbers of ...
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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.