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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INDEX
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.
Account executives (AEs), 187
Account identification tool, 166
Account management mode, operating in, 2
Account-based selling tools, 204
Acker, Rob, 36
Actional insight, 45–46 (See also Ideal Prospect Personas)
AEs (account executives), 187
Aggregating authority, 140–141
Airbus, 41
Allen, David, 196
American Management Association, 47–48
ANUM (authority, need, urgency, and money), 135–136
Apache, 128–129
Appointments set metric, 191
Appointments set per day per SDR, 156
Appointment-set-to-appointment-held rate, 156–157
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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.