 A 2008 Sales Book Award Nominee: In a perfect world, sales professionals would have prime territories, unlimited budgets, and a high-powered marketing department generating qualified leads. In reality, most corporations expect sales reps to generate their own leads, find new business, and meet stiff quotas in a tight marketplace. Selling Against the Goal is the ultimate survival guide for sales executives, managers, and reps. Unlike other books on the subject, Selling Against the Goal places lead generation within a strategic context and goes far beyond traditional techniques such as cold calling.
Author Kendra Lee shows sales professionals in the business-to-business market how in just four hours they can create a customized, repeatable process for delivering the best leads with the highest rate of return. Specific chapters detail Lee’s easy-to-use approach: formulating a strategy, creating a lead generation plan, and pulling it all together with actionable activities. Designed for busy sales professionals, the book enables the reader to skip to the right actions for a particular situation. Selling Against the Goal asserts that 70 percent of leads are never used because they fail to reach the right people or organizations. With this book as a guide, sales reps will learn how to reach untapped leads and gain control of their prospecting activity; sales managers will help employees take personal responsibility for their successes.
In Selling Against the Goal: How Corporate Sales Professionals Generate The Leads They Need, you'll discover how to (320 Pages):
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Spend less time cold calling and more time selling
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Maintain a full, consistent and targeted pipeline of qualified prospects
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Drive qualified leads into your territory
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Calculate your closing ratio and the number of leads needed to exceed your goals
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Target and reach multiple levels of decision makers
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Generate leads via partner and alliance organizations
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Hit a prospect's "sweet spot" with e-mail, direct mail, events, and PR
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Leverage Marketing activities to customize communications to your customers and prospects
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Write holiday cards, e-mails, invitations, and newsletters that get results
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Sustain effective communication with customers while balancing your sales activities
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