Donovan Jeremey - Predictable prospecting how to radically increase your B2B sales pipeline

Most of what has been written for salespeople about prospecting and pipeline management does nothing to improve their sales results. Either its too theoretical, which makes it complex and impractical or, even worse, its too simple to help in the real world. This is the Goldilocks of prospecting books. It walks a just-right balance, with useful cases and examples.

Neil Rackham, bestselling author of SPIN Selling

Prospecting is the most important work in sales. Its also the one activity that virtually all salespeople and sales organizations struggle to do consistently. In Predictable Prospecting youll learn how to streamline your prospecting activities into an effective selling system that works! If youre ready to make more money and accelerate your sales productivity, then this book is essential reading.

Jeb Blount, CEO of Sales Gravy, Inc., and author of Fanatical Prospecting and People Buy You

Marylou is one of the finest and brightest minds I know when it comes to upping the game. She makes outbound prospecting far more productive, predictable, and profitable. Her latest thinking is not only worthwhile reading, its a MUST if your business goal is increased revenue performance.

Jay Abraham, founder and CEO of Abraham Group, Inc., and author of Getting Everything You Can Out of All Youve Got

Predictable Prospecting does for the modern seller what Predictable Revenue did back in its day. In this book you get an updated process that integrates with what is currently working in your playbook. Not a rip-and-replace strategy... just better.

Trish Bertuzzi, CEO of The Bridge Group and author of The Sales Development Playbook

Predictable Prospecting offers a great mix of tactical recommendations within a strategic methodology for predictable pipeline generation. This is a great book for staying current on the technologies and processes that are proving to be the most effective.

Brent Holloway, VP of Corporate Sales at Talend, Inc., and coauthor of Sales 2.0

Most sales organizations suffer from an unoptimized sales process. The result? Inconsistent sales and revenue as well as missed forecasts. In Predictable Prospecting, Tyler and Donovan show you how to reengineer your sales prospecting into an opportunity machine.

Max Altschuler, founder and CEO of Sales Hacker, Inc., and author of Hacking Sales

This book is my teams go-to playbook for generating predictable revenue.

Paul Fifield, Chief Revenue Officer of UNiDAYS

Marylou Tyler combines great wisdom and knowledge to help solve the pipeline development challenge we face daily. This book will unlock the door to consistent and predictable pipeline growth like never before.

Nick Scaglione, VP of Sales and Business Development at VoxGen

This book leads you to a true understanding of sales productivity.

Mark Kosoglow, VP of Sales at Outreach SaaS

Copyright 2016 by McGraw-Hill Education. All rights reserved. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.

ISBN: 978-1-25-983565-0
MHID: 1-25-983565-0

The material in this eBook also appears in the print version of this title: ISBN: 978-1-25-983564-3, MHID: 1-25-983564-2.

eBook conversion by codeMantra
Version 1.0

All trademarks are trademarks of their respective owners. Rather than put a trademark symbol after every occurrence of a trademarked name, we use names in an editorial fashion only, and to the benefit of the trademark owner, with no intention of infringement of the trademark. Where such designations appear in this book, they have been printed with initial caps.

McGraw-Hill Education eBooks are available at special quantity discounts to use as premiums and sales promotions or for use in corporate training programs. To contact a representative, please visit the Contact Us page at www.mhprofessional.com.

TERMS OF USE

This is a copyrighted work and McGraw-Hill Education and its licensors reserve all rights in and to the work. Use of this work is subject to these terms. Except as permitted under the Copyright Act of 1976 and the right to store and retrieve one copy of the work, you may not decompile, disassemble, reverse engineer, reproduce, modify, create derivative works based upon, transmit, distribute, disseminate, sell, publish or sublicense the work or any part of it without McGraw-Hill Educations prior consent. You may use the work for your own noncommercial and personal use; any other use of the work is strictly prohibited. Your right to use the work may be terminated if you fail to comply with these terms.

THE WORK IS PROVIDED AS IS. McGRAW-HILL EDUCATION AND ITS LICENSORS MAKE NO GUARANTEES OR WARRANTIES AS TO THE ACCURACY, ADEQUACY OR COMPLETENESS OF OR RESULTS TO BE OBTAINED FROM USING THE WORK, INCLUDING ANY INFORMATION THAT CAN BE ACCESSED THROUGH THE WORK VIA HYPERLINK OR OTHERWISE, AND EXPRESSLY DISCLAIM ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING BUT NOT LIMITED TO IMPLIED WARRANTIES OF MERCHANTABILITY OR FITNESS FOR A PARTICULAR PURPOSE. McGraw-Hill Education and its licensors do not warrant or guarantee that the functions contained in the work will meet your requirements or that its operation will be uninterrupted or error free. Neither McGraw-Hill Education nor its licensors shall be liable to you or anyone else for any inaccuracy, error or omission, regardless of cause, in the work or for any damages resulting therefrom. McGraw-Hill Education has no responsibility for the content of any information accessed through the work. Under no circumstances shall McGraw-Hill Education and/or its licensors be liable for any indirect, incidental, special, punitive, consequential or similar damages that result from the use of or inability to use the work, even if any of them has been advised of the possibility of such damages. This limitation of liability shall apply to any claim or cause whatsoever whether such claim or cause arises in contract, tort or otherwise.

To my parents, who taught me
never to stop learning

MLT

To my GLG colleagues

JD

I n 2011, Marylou and I published Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of and introduced several breakthrough ideas for adding qualified opportunities at the front end of the pipeline in a way that ensures rapid and consistent revenue growth.

The first breakthrough idea was that organizations need to have dedicated prospectors to get off the revenue roller coaster. Blowing out quotas some months and bombing during others is a natural consequence of asking salespeople to do everythingprospecting, qualifying, closing, servicing, and managing accounts. Even the greatest of the great, people who excel at both prospecting and closing, will end up on the roller coaster. It is almost impossible for a single salesperson to balance prospecting and closing in a way that delivers consistent results. To get predictability in revenue, you have to have predictability in lead generation. The way to achieve that is by having dedicated prospectors who feed experienced closers.