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We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.
Episodes
Wednesday Aug 24, 2016
Wednesday Aug 24, 2016
Let's start with her first book, Predictable Revenue. Page 42 - formula in the Predictable Revenue book. Dogear it, bookmark in your Kindle version. This is what you need to focus on.
Her latest book, Predictable Prospecting, is the result of the thesis of page 42. She spent five years developing this book by working with clients in the field to consolidate and fine-tune, grow the formula, scientifically focus to get benchmark of conversion rates and ratios that will add up to a predictable revenue framework.And then honing in on specific pieces, buckets, and components to put this channel in as part of a mutli-channel marketing effort to generate revenue in targeted accounts with the highest likelihood of closing with the highest revenue potential.
Blending the knowledge of marketing, flipping it sideways and pulling out the pieces that will resonate with those at the top of funnel - this is one stream - OUTREACH for large accounts that close quickly.
Premise in Predictable Revenue is the separation of roles. Let's start with
Hardworker = habit, consistency
That is the role of a prospector. They have to make calls, they have to have conversation.
Top of funnel we worry about 5 different levels of awareness.
- unaware
- disruptive awareness
- problem aware - but not sure what the solution is or could be
- found solution
- found where to get the solution
How do we figure out where they are, how do we start the conversation and how do we move them along?
Catch this full replay here.
I’m also co-author of the #1 Bestseller Predictable Revenue. It's sold over 50,000 copies with 250+ reviews (avg. 4.3 stars). And my new book (McGraw-Hill August 2016) is titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.
I specialize in optimizing top-of-funnel sales process and implementing predictable new sales opportunity engines. My approach walks clients through a 7-point outreach process/framework that is part behavioral, part predictive and part creative (persuasive storytelling)."
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