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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.)
If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative.
Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you
• Identify the prospects with the greatest potential• Clearly articulate your company’s competitive position• Implement account-based sales development using ideal account profiles• Refine your lead targeting strategy with an ideal prospect profile• Start a conversation with people you don’t know• Land meetings through targeted campaigns• Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges.• Define, manage, and optimize sales development performance metrics• Generate predictable revenue
You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit.
Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.
If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative.
Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you
• Identify the prospects with the greatest potential• Clearly articulate your company’s competitive position• Implement account-based sales development using ideal account profiles• Refine your lead targeting strategy with an ideal prospect profile• Start a conversation with people you don’t know• Land meetings through targeted campaigns• Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges.• Define, manage, and optimize sales development performance metrics• Generate predictable revenue
You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit.
Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.
- GenresBusinessNonfiction
292 pages, Kindle Edition
First published September 1, 2016
182 people are currently reading
578 people want to read
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Displaying 1 - 19 of 19 reviews
November 17, 2017
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.
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.
February 25, 2020
Times have changed
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.
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.
September 18, 2025
Grundsätzlich eine gute Anleitung für Menschen die im B2B starten wollen oder ihre aktuellen Prospecting Strategien auf die Probe stellen wollen. Aber mir persönlich war das alles zu simpel. Zu wenig insights und coole tiefer gehende Ideen.
December 20, 2022
I found the first half of predictable revenue very useful but it lacked the part about messaging and defining ICPs. This book address this gap perfectly. Written simply without over using gimmicks and demonstrate author deep understanding of the sales process. One the best sales book I have read for Outbound.
December 11, 2017
Kickstart your B2B sales channel with intelligent and predictable prospecting, that is the bold premise and promise for this book. This book was the first I read by either author and I wasn't entirely sure what to expect but like with any other sales book I have read I'm always eager to read what the author(s) have to offer in terms of what is valuable and actionable and what is merely filler material.
The book delivered plenty of both valuable and actionable advice but at the same time there was very little that made go, "hmmm, that's interesting" or "wow, I never thought of that before". It could also have dived way deeper into several of the subjects, although I found the analysis of effective e-mails interesting.
Of course, the detractions I have made don't disqualify the book by any stretch, it is solid, and it delivers on its premise but it doesn't feel like a breath of fresh air nor does seem particularly original. Nevertheless, it will be an excellent tool for sales departments and individual executives who are looking for a structured approach to prospecting.
The book delivered plenty of both valuable and actionable advice but at the same time there was very little that made go, "hmmm, that's interesting" or "wow, I never thought of that before". It could also have dived way deeper into several of the subjects, although I found the analysis of effective e-mails interesting.
Of course, the detractions I have made don't disqualify the book by any stretch, it is solid, and it delivers on its premise but it doesn't feel like a breath of fresh air nor does seem particularly original. Nevertheless, it will be an excellent tool for sales departments and individual executives who are looking for a structured approach to prospecting.
July 17, 2020
Achei o livro muito bem escrito e estruturado, gostei bastante a forma que ele aborda sobre a importância da prospecção para toda cadeia de venda, o livro possui diversos exemplo práticos e esclarece diversas formas.
O livro é dividido em 3 partes:
-target- trata sobre algo parecido com ICP/SWOT, a ideia dos capítulos desse é auxiliar com o que fazer antes de prospectar
-engage- a ideia desse capítulo é auxiliar com estruturar uma mensagem clara para o prospects, como agendar uma reunião por meio de campanhas de cadência de email, como desqualificar ou qualificar prospectar junto c os dados pre estabelecidos na primeira parte.
-optimize- está parte trata de otimizar seus processos, acompanhar sua taxa de conversão e melhorá-lo, o que é importante um gestor fazer, acompanhar, realizar, gerir e enfins. Esta parte tbm trata das ferramentas que se pode utilizar e os hábitos de um sdr de sucesso.
E enfim o livro termina com uma excelente conclusão falando sobre como pode ser o futuro de vendas!
Brilhante.
O livro é dividido em 3 partes:
-target- trata sobre algo parecido com ICP/SWOT, a ideia dos capítulos desse é auxiliar com o que fazer antes de prospectar
-engage- a ideia desse capítulo é auxiliar com estruturar uma mensagem clara para o prospects, como agendar uma reunião por meio de campanhas de cadência de email, como desqualificar ou qualificar prospectar junto c os dados pre estabelecidos na primeira parte.
-optimize- está parte trata de otimizar seus processos, acompanhar sua taxa de conversão e melhorá-lo, o que é importante um gestor fazer, acompanhar, realizar, gerir e enfins. Esta parte tbm trata das ferramentas que se pode utilizar e os hábitos de um sdr de sucesso.
E enfim o livro termina com uma excelente conclusão falando sobre como pode ser o futuro de vendas!
Brilhante.
February 20, 2023
An actionable overview for sales leaders on how to start outbound lead generation, or optimize the existing lead generation process. This book does market itself as a good book for individual contributors; however, 80% of the book is directed to organizational strategy.
I’d recommend this book for all sales leaders or individuals looking to move into sales leadership, but if you are looking for a book that challenges you to become a better individual contributor I’d recommend something else.
I’d recommend this book for all sales leaders or individuals looking to move into sales leadership, but if you are looking for a book that challenges you to become a better individual contributor I’d recommend something else.
February 3, 2018
Does a good job of fleshing out the Predictable Revenue book she helped write a few years previously. Recommended for anyone in new business development or sales role where you have to prospect. Specifically geared more towards managers, but individual contributors can benefit as well.
January 7, 2019
A Must for B2B business!
I found a lot of insights and methodology in this book. For me, as a a beginner in this field, I learned a lot of terminology, metrics and very interesting rules of thumb. Is hard to have that in Latin America.
I found a lot of insights and methodology in this book. For me, as a a beginner in this field, I learned a lot of terminology, metrics and very interesting rules of thumb. Is hard to have that in Latin America.
August 11, 2019
I'm rating this highly due to the actionable playbook you walk away with once you're done.
I'll be applying this to a new business development function, but this would make a great review for established teams looking to optimize their outbound sales development motion.
I'll be applying this to a new business development function, but this would make a great review for established teams looking to optimize their outbound sales development motion.
June 22, 2017
Great book, when you don't know, how to start sales in your company. Very practical, lot of examples and step-by-step tutorials.
November 7, 2018
If you know a bit of B2B Prospecting, then this won't be of much help. You can get one/two ideas that might be worth the read.
If you are a newbie, then go for it.
If you are a newbie, then go for it.
January 2, 2019
Predictable Revenue, was published in 2011 and it was a good book for that era. And since this was published in 2016, I thought it would be in the same line with the former one.
Far from the truth, it has been a very bad read in my experience. Too much info. Writing style is not clear and precise, you will find some spelling mistakes too.
There are way better books if you are interested in Sales.
Far from the truth, it has been a very bad read in my experience. Too much info. Writing style is not clear and precise, you will find some spelling mistakes too.
There are way better books if you are interested in Sales.
March 4, 2025
Read by AI, academic, not good
February 19, 2017
really good technical book that can be easily translated into action plan for your company.
September 6, 2016
Kickstart your B2B sales channel with intelligent and predictable prospecting; this is the promise of this book that dangles the expectation of rapid, powerful sales growth in front of the reader.
Unlike many other sales-related books that seem to promise the world through hype-filled pages, this book seems different. It is a focussed “grown up” book with its feet placed firmly on the ground, delivering seemingly credible, informative and actionable advice to the reader. Clearly a lot of the success will depend on the sales organisation and how the authors’ advice is implemented and, to be fair, it probably suits the larger company more than the smaller one.
The authors set out to show how to identify sales prospects with the greatest potential before helping communicate and articulate your offering, holding a conversation and flowing through the process until hopefully a sale is made. It all gave a very good impression and could be both evolutionary and revolutionary, leading to a win-win for both company and customer. To support the reader, access is given to e-mail templates, sample materials, worksheets and blueprints to pivot the activity from “reading about it” to “doing it”.
It is definitely a worthy addition to your armoury. Whilst aimed at B2B sales, a lot of the same advice could be adapted in some situations to B2C activities, especially where a longer-term relationship or tail can be formed. You won’t use this for selling ice cream on the high street, but consumers often buy services, consumables and repeat products too!
It is more than just a “how-to” sales guide too. It adds elements of management, leadership, motivation, psychology and communications smarts to the mix. Invest the time to slowly consume this book and contemplate its text. It may be one of your better executive decisions this year.
Autamme.com
Unlike many other sales-related books that seem to promise the world through hype-filled pages, this book seems different. It is a focussed “grown up” book with its feet placed firmly on the ground, delivering seemingly credible, informative and actionable advice to the reader. Clearly a lot of the success will depend on the sales organisation and how the authors’ advice is implemented and, to be fair, it probably suits the larger company more than the smaller one.
The authors set out to show how to identify sales prospects with the greatest potential before helping communicate and articulate your offering, holding a conversation and flowing through the process until hopefully a sale is made. It all gave a very good impression and could be both evolutionary and revolutionary, leading to a win-win for both company and customer. To support the reader, access is given to e-mail templates, sample materials, worksheets and blueprints to pivot the activity from “reading about it” to “doing it”.
It is definitely a worthy addition to your armoury. Whilst aimed at B2B sales, a lot of the same advice could be adapted in some situations to B2C activities, especially where a longer-term relationship or tail can be formed. You won’t use this for selling ice cream on the high street, but consumers often buy services, consumables and repeat products too!
It is more than just a “how-to” sales guide too. It adds elements of management, leadership, motivation, psychology and communications smarts to the mix. Invest the time to slowly consume this book and contemplate its text. It may be one of your better executive decisions this year.
Autamme.com
September 22, 2016
Man, what a fantastic business book.
I typically judge my business books, not by the amount of platitudes they deliver but by the number of actionable steps I can take when I am finished.
In this book, the number of actionable steps after completing it was very high. In the hour after completion, I took action on the activities that are suggested to help make your prospecting predictable.
From my POV, this book has the ability to truly reshape your prospecting. If done wisely, I think this could be the most important sales book you read this year.
From setting a cadence, to a buyer profile, to qualifying, this is one book that digs deep enough to help you understand some of the more complex concepts, but still giving you more than enough information to take action.
I can't recommend this book strongly enough.
I typically judge my business books, not by the amount of platitudes they deliver but by the number of actionable steps I can take when I am finished.
In this book, the number of actionable steps after completing it was very high. In the hour after completion, I took action on the activities that are suggested to help make your prospecting predictable.
From my POV, this book has the ability to truly reshape your prospecting. If done wisely, I think this could be the most important sales book you read this year.
From setting a cadence, to a buyer profile, to qualifying, this is one book that digs deep enough to help you understand some of the more complex concepts, but still giving you more than enough information to take action.
I can't recommend this book strongly enough.
May 29, 2023
An excellent book exploring ABM and outbound prospecting in detailed and practical steps
November 17, 2017
Pretty good - but you should know that you can get a lot out of the last 30 pages for action items. If you're looking for the what to do, you can get the vast majority of it from the last 30 pages. The rest of the book is essentially context behind the steps listed in the last 30 pages.
Displaying 1 - 19 of 19 reviews