Predictable prospecting : how to radically increase your B2B sales pipeline /

The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a "sales bible" (Incorporatedcom) If your organization's success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and cl...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autores principales: Tyler, Marylou (Autor), Donovan, Jeremey (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : McGraw-Hill, [2016]
Temas:
Industrial marketing.
Sales management.
Marketing industriel.
Ventes > Gestion.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Introduction
  • Internalizing your competitive position
  • Developing an ideal account profile
  • Crafting ideal prospect personas
  • Crafting the right message
  • Getting meetings though prospecting campaigns
  • (Dis- ) qualifying prospects
  • Measuring and optimizing your pipeline
  • Leveraging the right tools
  • Managing sales development professionals
  • Conclusion: the future of predictable prospecting.

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