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December 2017

Best Business Book of 2017: Lead Yourself First: Inspiring Leadership Through Solitude

Best Business Book of 2017: Lead Yourself First: Inspiring Leadership Through Solitude

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We can’t say we have read and reviewed every business books published in 2017, but we have read many, interviewed authors, read reviews and we have chosen Lead Your Self First: Inspiring Leadership Through Solitude by Raymond M. Kethledge and Michael S. Erwin as the best business book of 2017.

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How to Create Sales-Ready Leads from Website Visitors - White Paper from ActiveConversion

Converting Visitors into Sales LeadsTitle:   Converting Visitors into Sales Leads

Published by/Authors:   ActiveConversion

Gated: No

Download Link   

Length:  Seven Pages

Highlights:   This is a discussion of how the thousands of companies involved in the oil and gas industry (not just the oil and gas giants) but the many thousands of companies that supply the giants and themselves with goods and services, create sales ready leads.  For instance, in Canada there are 2300 companies servicing this industry and $80 Billion in revenue annually. There are most likely, millions of website visitors to these 2300 companies.

This white paper is about automating processes that can generate qualified sales ready leads for high yield sales activities for any company, not just the Oil and Gas Industry.  It starts with the SEO of a website, which is no surprise, which then leads to recommendations to:

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White Paper from Oracle on Lead Scoring

Why It’s Important:

"Without a lead scoring process, your lead generation efforts will falter, marketing dollars will be wasted and sales productivity will be 20-30% lower than needed."

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This review was conducted independently without the advice or consent of the publisher.    Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

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Konrath on The Five Most Important Things she has learned in Business and Life

This one of our ongoing series of interviews on what executives have learned in life.  Jill Konrath shared the 5 Most Important Things she has Learned in Business and Life with personal stories from her early days in sales. 

She covers an early failure that nearly stopped her in the first few months of her sales career. 

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Sales Lead Management Association Announces Election Results for the Leaders in Sales Lead Management

Revenue management is the core value for the industry’s 40 leaders

IStock-459184129Lynden, WA - - December 15, 2017 - - James Obermayer, CEO of the Sales Lead Management Association (SLMA), announced that the results are in from the election for the most inspiring ‘Leaders in Sales Lead Management.’ en inspiring leaders who received the most votes in each of four different categories, were named.

Obermayer said, “Sales Lead Management is the core discipline that when accurately done as a process, considering the needs of prospects and salespeople, and using the dozens of software applications and lead generation agencies available, can make the difference between being a successful company or an also-ran.”

“These 42 inspiring leaders (we had a tie in two categories) understand that lead management must be defined before the tools of CRM, marketing automation, business intelligence, and hundreds of software applications can be applied.  Many thousands of lead generation agencies and millions of marketing departments must manage sales leads properly to gain revenue in a predictable manner. This is why we recognize our inspiring leaders in this annual election.”  A video of the winners’ list is viewable here. 

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Peter Gillett of Zuant Joins the Sales Lead Management Association’s Board of Advisors

Peter Gillett IStock-459184129Dec 14, 2017- - Lynden, WA - - James Obermayer of the Sales Lead Management Association (SLMA) announced that Peter Gillett, CEO and Founder of Zuant, has joined the SLMA as an advisory board member. In his role, Peter will advise management about changes in sales lead management from a North American and international perspective and also advise us about trade show mobile lead acquisition in the U.S. and Europe.  SLMA’s Board of Advisors are listed here

Obermayer said, “Peter has pioneering experience in the sales lead management field, and with Zuant he has focused on the top of the food chain in the creation of qualified leads for trade shows and mobile lead capture.  He is also a host on the SLMA weekly radio/podcast that is in its eighth year and has over 95,000 listener downloads. We look forward to his experience to guide the SLMA into its eighth year.”

“I am honored and humbled to serve on SLMA’s Board of Advisors and look forward to serving alongside my fellow board members,” noted Peter.  “I applaud Jim for his commitment to advancing the sales lead management industry through his viable and well respected association.”

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