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.