Weekend Reading: “Predictable Prospecting” by Marylou Tyler

 In Sales Alignment

For the 114th episode of The Marketing Book Podcast, I interviewed Marylou Tyler, co-author of “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline.”

Marylou Tyler is also the co-author of the best selling book “Predictable Revenue,” written with Aaron Ross. “Predictable Revenue” is widely considered the sales bible of Silicon Valley.

“Predictable Prospecting” takes the tactical elements of “Predictable Revenue” and adds field-tested details to explain precisely how to build and operate a successful outbound prospecting program.

So why should marketers read a book about prospecting? Isn’t that what sales is supposed to do?

A SiriusDecisions study found that companies with sales and marketing aligned have 19% faster growth and 15% higher profits. That’s why Marketers who have a deep understanding of every aspect of the sales funnel and how revenue is generated are in great demand.

A bit more about the book…

 

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