Managing Sales Leads
- Turning Cold Prospects into Hot Customers
Nothing happens until a sale is made.
You can’t make a sale without a qualified sales lead. These two
simple statements explain why sales leads are the lifeblood of every
business organization, regardless of product or service. And the
author, James Obermayer, President of
Sales Leakage Consulting and
a 25-year sales and marketing veteran, gives real, everyday
practical meaning and utility to all of the typical sales and
marketing aphorisms.
Obermayer begins by emphasizing the
importance of making the case to everyone in the organization so
that lead generation, qualification, and management can be
integrated into all key business functions. In addition, he provides
“business rules to operate by” as standards everyone in sales and
marketing and the entire organization can use. And he shows how to
measure the declining value of sales leads, giving managers the
ammunition necessary to establish realistic and relevant standards.
In the second section of the book the
author details all steps in the management process, including:
- Defining and identifying the
different kinds of leads.
- Rank-ordering and valuing
different kinds of leads.
- Reading, understanding and using
the numbers to manage the entire process.
- Matching the inquiry-handling
process to the type of product or service.
- Special inquiry handling concerns,
such as business-to-business inquiries.
- Making the in-house or outsourcing
decision.
- Minimizing leakage.
- Handling all backroom operations,
such as fulfillment, tracking and distribution.
- Closing the inquiry loop.
The third section covers estimating
and forecasting inquiry and lead generation, while the fourth
section lists 11 essential rules for inquiry handling and management
and pointers on how to get buy-in from the sales force and the rest
of the organization.
All in all this is the one book sales
and marketing executives will refer to and use every day to manage
the inquiry and lead management in their organizations.
Order "Managing Sales Leads
- Turning Cold Prospects into Hot Customers" now.
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Sales Leakage Consulting,
Inc.,
Formed in 1996, by James
Obermayer serves the needs of corporations in the business to
business market place.
Sales Leakage is defined as
preventable breakdowns and points of friction that contribute
to unnecessary sales losses. Sales Leakage includes the many
“leaks” which hurt sales productivity, reduce marketing
effectiveness and waste the three most valuable resources a
company has: time, money, and people.
Visit
www.salesleakage.com.
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Join the
Sales Lead Management Association
As a
member of the Sales Lead Management Association, you will have
access to a library of resources that will help you do your
job better and be more successful.
When you join, there will be no
meetings or dues, only access to information and to a panel of
experts who can help you solve difficult Sales Lead Management
issues you are facing.
Join
the SLMA now.
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Also
Consider
Sales & Marketing 365
by James Obermayer
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