Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Hardcover – July 25, 2016

Full disclosure- I am Marylou Tyler's partner in Strategic Pipeline and we have worked together on and off over 25 years at three technology companies. When she told me what she was writing about in Predictable Prospecting, my first reaction was "Why are you giving away all our secrets about how to build a successful business development process from the ground up?" But upon hearing her convincing argument and reflection, I decided that this was a book that had to be written because the insights and processes here are too important to every sales and marketing executive that is starting or is in the midst of building a business development team.Predictable Prospecting gives you the complete framework with each step described in detail and with real world examples to get you to your end goal of a successful and scalable sales opportunity development process. As with most corporate endeavors these days you need to consider people, process and technology. And Predictable Prospecting covers all the bases including best practices in managing sales development professionals and direction concerning the various technologies and services that are vital in deploying your business development system.The knowledge and insights in Predictable Prospecting work. I know because Marylou and I use them every day with our clients at Strategic Pipeline. Good luck with your journey!

I just finished the sample delivered to my iPad kindle, and I was impressed and relieved. So I can't wait to buy, read and implement. Prospecting is CRITICAL, yet very few sales reps or managers do it well, or at all. It's an activity treated like 1) a fire drill when revenues are down 2) something "done or thought about when there is time". Definitely most orgs lack a clear, consistent strategy. My only concern in what I read (hence the 4 stars): the authors believe that prospecting/lead generation should be staffed separately. (So no presenting, closing, or account management.) Sounds ideal, but most orgs are thin these days, so us reps MUST hunt, farm and admin. So hopefully, this method is efficient and allows time for all the other activities today's modern rep must undertake. Stay tuned for updated review.

Frequently when speaking with sales professionals and sales leaders about prospecting, I hear one of two things: either prospecting is such a daunting task that they do all they can to avoid doing it, or others say that their approach to prospecting is much like throwing a whole bunch of stuff against the wall without ever getting a good understanding as to what sticks.Marylou and Jeremey have done an excellent job creating a clear path to systematically getting more of the RIGHT opportunities into the top of your sales pipeline. It's clear that a tremendous amount of research as well as tested strategies went into putting this book together. Packed with lots of comprehensive examples on who to target, which tools to use to target them and finally what to say in your outreach, this is the type of book that you should refer back to over and over.Whether you are a small business owner or a member of a company with an established sales division, you will take away a tremendous amount of tangible action items that you can implement immediately to proactively bring more new business opportunities into your organization.

Just finished this excellent read yesterday. Five stars from start to finish, top to bottom. Loved all of the relevant examples and samples provided to engage the B2B marketplace to allow for more predictable prospecting. Lots of great gems tucked within these pages. I really loved the common sense approach given on how to gain more opens to my emails. I immediately tried it, and since making a tiny tweak to my messaging I have noticed 15% more of my emails now being opened.In addition, I tried the 'Contact Us' page approach to organic lead generation as mentioned and illustrated on page 98 (except I used 500 companies in my test) and gained alarmingly similar results. Super solid read, certainly recommend this book!

I always try and find something of value in the books I read. Something I can take away and apply. For me with this book was the fact that times have changed in the last 10 years and long emails no longer cut it.