可预测的销售线索开发
Predictable prospecting
Marylou Tyler · 初版 2016 年
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“无论您是销售或营销高管、团队主管还是销售代表，本指南都能为您提供立即可付诸实施的策略，帮助您建立稳固、可持续的客户销售管线……您将学习如何定位并追踪理想潜在客户、优化联系人获取流程、持续提升业绩并实现营收目标。书中包含简单易用的图表与电子邮件模板，并提供样本材料、工作表和蓝图的完整在线访问权限，充实您的潜在客户挖掘工具箱。”——摘自出版商简介。
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……你。有几本包含这方面更多细节的书，你可能会觉得有用，比如 Steve Blank 的《The Four Steps To The Epiphany》、Aaron Ross 的《Predictable Revenue》，以及/或者 Marylou Tyler 的《Predictable Prospecting》。至于建立对话之后该怎么做，我推荐 Jeff Thull 的系列图书，包括《Mastering The Complex Sale》、《Exceptional Selling》……
…you. A couple of books that contain some additional details on all this, that you might find useful, would be The Four Steps To The Epiphany by Steve Blank, Predictable Revenue by Aaron Ross, and/or Predictable Prospecting by Marylou Tyler. In terms of understanding what to do once you get conversations started, I recommend the series of books by Jeff Thull that includes Mastering The Complex Sale, Exceptional Selling…
https://www.amazon.com/Four-Steps-Epiphany-Steve-Blank/dp/09... https://www.amazon.com/Mom-Test-customers-business-everyone/... https://www.amazon.com/Predictable-Prospecting-Radically-Inc...
https://www.amazon.com/Four-Steps-Epiphany-Steve-Blank/dp/09... https://www.amazon.com/Mom-Test-customers-business-everyone/... https://www.amazon.com/Predictable-Prospecting-Radically-Inc...
……不是指套个模板换换变量那种）。我的每一封邮件都是从零手写的，一次一封。我确实读过几本关于销售拓展（outreach）和潜在客户挖掘（prospecting）的书（《Predictable Revenue》和《Predictable Prospecting》）。它们很有帮助，我也从中吸取了一些思路，但我主要是吸收这些知识，并摸索出了自己的一套拓客/外联策略。话虽如此，我最近还没做过任何拓客……
…don't mean using a template and swapping out variables). I sent each and every email from scratch, one at a time. I did read a few books on sales outreach and prospecting ("Predictable Revenue" and "Predictable Prospecting"). They were helpful and I did pick up a few ideas from them, but I mainly took the knowledge and paved my own prospecting/outreach strategy from it. With that being said, I haven't done any outreach…