Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
Marylou Tyler · ★★★☆☆ · 292 pages · 2016
Book about prospecting for sales. While useful I feel like the content has been written elsewhere and some of the content could have been a bit deeper.
The process could be simplified as having a Sales Prospecting System in place that allows you to qualify and disqualify leads quickly.
Step 1: SWOT Analysis (What are your strengths, weaknesses, opportunities, and threats) and the 4Ps (product, price, promotion and place)
Step 2: Develop an Ideal Account Profile. Basically figure out the kind of companies that you want to target.
Step 3: Develop and Ideal Prospect Persona. Figure out the kind of buyer you are attempting to reach. This may be different depending on the account.
Step 4: Create some compelling messages for the personas.
Step 5: Design a Multitouch, Multichannel Cadence. Figure out how to reach the candidates through multiple mechanisms email, calls, social.
Step 6: Attempt to (Dis-) Qualify Prospects. If they respond figure out if you would work together first.
Step 7: Make Prospecting a Routine. It is boring work but needed. So block it out to do it and attempt to delegate some of it.