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Home > Business and Economics > Business and Management > Sales and marketing > Managing Sales Leads: Turning Cold Prospects into Hot Customers
Managing Sales Leads: Turning Cold Prospects into Hot Customers

Managing Sales Leads: Turning Cold Prospects into Hot Customers


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About the Book

Sales leads are what successful marketing is all about. That's where the money is. This bookshows how to get the most out of this crucial corporate investment. Good, qualified leadsmake sales forces more efficient, more effective, and - bottom line -more profitable. Add intoday's tough economy the skills needed to generate and manage leads are even more vital.Offering a research-based, comprehensive treatment of this critically important marketingfunction, Managing Sales Leads is a powerful, hands-on reference for every manager -frommid-level sales and marketing manager to senior level corporate executive -for virtuallyevery size of company it shows how to get the most out of this crucial corporate investment.

Table of Contents:
I. Sales Leads for Marketing and Sales Planning 1. Sales Leads for Tough Markets 2. Lead management Super Charges Sales and Marketing 3. Who Inquires and Why 4. Launching and Upgrading the Lead-management Program II. Qualified Leads from all Media 5. Planning Leads to Reach Selling Goals 6. Harneess the Lead Power of Advertising and Publicity 7. Mining Inquiry Gold at Trade Shows 8. Sete Your Sale in the Mail to Generate Leads 9. Telemarketing: Ignore It at Your Peril 10. Qualifying and Profiling Hot Sales Leads 11. Fulfillment: The First Step in Closing 12. Selling Your System to Sales 13. Computerizing Your Lead Managing Edge 14. Insights Form Inquiries: Closing the Marketing Loop Appendices Index

About the Author :
James Obermayer is a principal in Sales Leakage Consulting, a West Coast-based sales and marketing strategy consulting company. Obermayer specializes in helping small- to medium-size companies identify sales and marketing leakage issues that stifle sales growth and waste valuable marketing dollars. Aside from consulting, his career has been equally divided between sales and marketing positions in business-to-business corporations. He has served as vice president, worldwide sales at an enterprise software company, senior vice president for two industry-leading inquiry management firms, and vice president of marketing for a medical device manufacturer. He has also been vice president of sales and marketing for a direct-marketing agency. Obermayer is co-author of Managing Sales Leads, How to Turn Every Prospect into a Customer and Sales and Marketing 365. In addition, he has written more than 80 articles on sales and marketing management. He is a frequent speaker at conferences and training seminars for such organizations as the Direct Marketing Association and the American Marketing Association and at corporate sales meetings.

Review :
I. Sales Leads for Marketing and Sales Planning 1. Sales Leads for Tough Markets 2. Lead management Super Charges Sales and Marketing 3. Who Inquires and Why 4. Launching and Upgrading the Lead-management Program II. Qualified Leads from all Media 5. Planning Leads to Reach Selling Goals 6. Harneess the Lead Power of Advertising and Publicity 7. Mining Inquiry Gold at Trade Shows 8. Sete Your Sale in the Mail to Generate Leads 9. Telemarketing: Ignore It at Your Peril 10. Qualifying and Profiling Hot Sales Leads 11. Fulfillment: The First Step in Closing 12. Selling Your System to Sales 13. Computerizing Your Lead Managing Edge 14. Insights Form Inquiries: Closing the Marketing Loop Appendices Index


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Product Details
  • ISBN-13: 9780324205466
  • Publisher: Cengage Learning, Inc
  • Publisher Imprint: South-Western
  • Height: 231 mm
  • Returnable: N
  • Sub Title: Turning Cold Prospects into Hot Customers
  • Width: 157 mm
  • ISBN-10: 0324205465
  • Publisher Date: 01 Sep 2006
  • Binding: Hardback
  • Language: English
  • Spine Width: 30 mm
  • Weight: 568 gr


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