Recently I saw a post by a respected sales pro with a HUGE pile of books by industry authors she knows. We are all fortunate to have access to, and know some very talented, knowledgeable and entertaining writers. We are always trying to better ourselves, give ourselves an edge, but sometimes we need to do this through a lighter, more practical side.
Best Business Book of 2017: Lead Yourself First: Inspiring Leadership Through Solitude
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.
Today's line-up includes host Peter Gillett with Ian Gotts on SLMA Radio, James Obermayer with Michael Alexander on C
While you Work
Why it Matters
"You can have the best lead scoring system, the best algorithm, the best predictive system, but if you don't get sales adoption... your efforts are wasted."
David Lewis Tweet This
In this episode, David Lewis shares the key principles of successful lead management from his book Manufacturing Demand which now has over 10,000 copies in circulation.
This interview includes:
Mistakes that Sales Management Never Understands: Book Review "Selling Vision" - Listen While You Work.
Change is a risky proposition for sales organizations because change means drops in revenue momentum, confusion, hesitation and chaos as salespeople adjust to it. Change can be new products, new management, territory realignment, changes in sales management, end of life of products, added sales engineers, fewer sales engineers, fewer customer service reps, changed customer service responsibilities. Regardless, abrupt poorly thought out changes can have a huge effect on everyone involved; but Rick Cheatham says it need not be this way.
In the book “Selling Vision” co-author Rick Cheatham takes us through how change doesn’t have to mean several quarters of lower revenue when salespeople adjusts. He discusses how to approach change and not get slammed in the process. The host is Jim Obermayer.
Authors: Lou Schachter and Rick Cheatham
Publisher: McGaw Hill
Length: 25 pages
Five Parts, 19 chapters
Our opinion: This is a book about a well known issue that everyone accepts as a difficulty of management without addressing a way to change it. Schachter and Cheatham give us a step by step path to accepting and making the most of the changes that stifle growth when growth is most needed.
About Rick Cheatham
RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
He is passionate about making work a place where salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done.
Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold, which has shaped his thinking on how organizations can change what and how they sell faster and more effectively. Rick lives in Austin, TX.
BTS is a professional services firm nestled between consulting and training on the strategy execution spectrum. Our focus is on the people side of strategy working with leaders at all levels to help them make better decisions, convert those decisions to actions and deliver results. Rick leads BTS’ Sales Practice, which offers buyer-centric consulting, sales transformation (planning, change management, and training), assessment and selection, and on-the-job execution tools.
Sales Managers are letting corporations destroy their leadership skills. Hired as leaders, sales managers are immediately put into a corporate straitjacket which slays any hope for success and the damned fools at the C-Level don't know they are to blame. Of course, sales managers are equally at fault for letting it happen. You can only be called a victim if you can't stop it. Mike Weinberg says sales managers can do something about it in his book, Sales Management Simplified.
Listen While You Work: Ruth P. Stevens unscripted - Maximizing Lead Generation: The Complete Guide for B2B Marketers
Author Ruth P. Stevens was interviewed on August 13, 2015, 10:30 by SLMA Radio Host Jim Obermayer about her book Maximizing Lead Generation. We discussed her step by step lead generation recommendations, asked if the top media options have changed in the time since the book was published and if her predictions on the ways lead generation is going to evolve has come true.
About the book: Maximizing Lead Generation: The Complete Guide for B2B Marketers
Paperback, 11 Chapters, 199 pages plus index
- The Case for Lead Generation
- Campaign Planning
- The Marketing Database
- Campaign Development
- Campaign Media Selection
- Response Planning and Management
- Lead Equalization
- Lead Nurturing
- Metrics and Testing
- The Fast Evolving Future of Lead Generation
About Ruth P. Stevens
Disclaimer: This review was conducted independently without the advice or consent of the publisher. The company is not a sponsor of the SLMA. The company was asked for artwork should the review be published.
Published by: Active Internet Marketing (Agency)
•Loaded with Statistics
•Loaded with How-To Directions
This e-book reads like a book and not simply a white paper or an article on steroids. It is not a direct pitch for services, but the reader will be curious about the authors and their services if they know this much about the topic. We enjoyed the book as it presented some new insights and reminded us of the basics. Nice work.
Introduction: Slams you with the stat that only 27% of B2B leads are sales-ready.
1. Chapter One: Fundamentals with Lead Nurturing Stats
a.25% of the leads are legitimate and should advance to sales