“Predictable Prospecting' by Marylou Tyler

Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline” by Marylou Tyler and Jeremey Donovan.

A bit of context: Marylou Tyler is also the co-author of the best selling book “Predictable Revenue.” That’s part of the reason her co-author on that book, Aaron Ross, wrote the foreword to “Predictable Prospecting.” In “Predictable Prospecting” which is widely referred to as “the sales bible of Silicon Valley,” several breakthrough ideas for adding qualified opportunities at the front end of the sales pipeline were introduced that ensure rapid and consistent revenue growth.

The first breakthrough idea was that organizations need to have dedicated prospectors versus others who closed the sale. The second breakthrough idea was that phone- and email-based outbound prospecting is the most predictable way to create qualified appointments.

In “Predictable Prospecting” the authors have enhanced the key concepts of “Predictable Revenue.” While outbound prospecting remains the big idea, they explain that the world has moved from spray and pray to account-based sales development.

Also, they have taken the tactical elements of “Predictable Revenue” and added field-tested details to explain precisely how to build and operate a successful outbound prospecting program.

Nothing like this book has existed before. If you’re a business owner or you’re in sales, you’ll definitely want to read “Predictable Prospecting.”

And if you’re in marketing, you definitely need to read “Predictable Prospecting.” Why?

Because the most successful marketers today are fully informed of and involved in every aspect of the sales funnel. Those who aren’t are becoming of increasingly little value to their company.

That’s why.