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My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology.

Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he isn’t at his day job, you can find Jeremey serving as an adjunct professor at the NYU School of Professional Studies or writing and speaking about Public Speaking – his book How To Deliver a TED Talk topped the bestseller list both domestically and internationally.

Episode Highlights:

• Background : The “Why” behind Predictable Prospecting
• The effect of automation on sales
• Roleplay as a training tool
• Timeblocking in the workday
• The “Keep or Kill” technique

Resources:

My new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline 

Check out Spin Selling by Neil Rackham, the book Marylou and Jeremey agree was fundamental to beginning their sales careers!

Connect with Jeremey Donovan on LinkedIn or through his website, Speaking Sherpa.

Quotes/Tweets:

“Roleplay every day”- Marylou

“If I had to point to a single factor as the key make or break in success – it’s timeblocking”- Jeremey Donovan

“There is no perfect subject line, there is no perfect email…. The thing that matters the most is personalization” – Jeremey Donovan

“Send quality down the pipeline so that the clients that you close bring in the highest revenue potential” – Marylou