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Predictable Prospecting


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Table of Contents

Foreword by Aaron Ross ixAcknowledgments xiiiIntroduction: Turning Unpredictable into Predictable 1Part I: Target Chapter 1: Internalizing Your Competitive Position 9Chapter 2: Developing an Ideal Account Profile 31Chapter 3: Crafting Ideal Prospect Personas 45Part II: Engage Chapter 4: Crafting the Right Message 61Chapter 5: Getting Meetings Though Prospecting Campaigns 85Chapter 6: (Dis-) Qualifying Prospects 127Part III: Optimize Chapter 7: Measuring and Optimizing Your Pipeline 147Chapter 8: Leveraging the Right Tools 165Chapter 9: Managing Sales Development Professionals 173Chapter 10: Twelve Habits of Highly Successful SDRs 193Conclusion: The Future of Predictable Prospecting 203Appendix: Quick Guide to Predictable Prospecting 205Notes 219Index 225

About the Author

Marylou Tyler is a Fortune 1,000 consultant, sales trainer, business speaker, and coauthor of the bestselling Predictable Revenue.Jeremey Donovan is Head of Sales Strategy at Gerson Lehrman Group (GLG) and author of the international bestseller How to Deliver a TED Talk.

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