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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.

51Fgno7yw1L._AC_US160_Title: Selling Vision, The X-XY-Y Formula for Driving Results by Selling Change

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 CheathamRICK 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.
 
About BTS
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.

 

This blog is supported by the generous sponsorship of  OMI - Outward MediaVanillaSoft and Goldmine CRM Software


How Companies are sucking leadership from Sales Managers and sales people are failing!

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. 

250-SLMARADIO-weinberg

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Listen While You Work: Ruth P. Stevens unscripted - Maximizing Lead Generation: The Complete Guide for B2B Marketers

Slma-recommended-187 A delightful Book Review with the Author Ruth Stevens: 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

Available on Amazon and Que Publishing
List Price: $44.95  Que $26.99  Amazon: $15.85  Also available as a Kindle book.

About Ruth P. Stevens

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E-Book Review: A Guide to Lead Nurturing

Slma-recommended-187

 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. 

Blog_image2Published by: Active Internet Marketing (Agency)

Cost: Free

Highlights:
•27 Pages
•Seven Chapters
•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
   

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Rise of the Revenue Marketer


Rise-of-the-revenue-marketer-by-debbie-qaqish

Author: Debbie Qaqish

Amazon: 4.9 out of 5 stars. See all reviews (7 customer reviews)
Kindle Price: $3.95, Hardcover $19.95, Barnes & Noble $3.95.

Five-Star Review on Amazon. I tried to leave a review on Barnes & Noble, but it was impossible.

Length: 228 pages. Publisher: BookLogix; 1st edition (October 22, 2013)

This is the best marketing book I have read. Ever. Period (real period). Written by Debbie Qaqish, there are ten chapters with contributions from 24 business-to-business marketers, not consultants. Launching with the question, “What are you going to do about revenue?” Debbie takes us on a journey to prove that, with will, there is payoff for marketers and their companies. The times they are a-changing in marketing, and Qaqish is on the forefront of those who know that marketing creates wealth and that there are now systems to prove it. This is not a book that holds all of its central ideas in the first 50 pages, while the other 168 pages exist to make the publisher happy. You have to read it all. With the quotes from 24 marketers, it’s a fast read that will hang with you for your career.

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Frankly, and this is between you and me.... I have my cash invested where the sun don't shine.

The winning caption for the Sales Lead Management Association cartoon this month is from Bill Goldsmith from Bill Goldsmith Productions. Considering we hear corporations have cash but they are slow and cautious in spending it, this caption and the runners-up (below) are maybe a reflection of the new normal. Our thanks to Stu Henecke of CartoonLink.com for his continued fine humor as we make fun of the world of sales and marketing.

080111-bestcaption-sittingonmoney

The runner-up captions were:

From Ken Murray at VanillaSoft: We simply can't increase your budget Jim. The funds just aren't there. We are sitting tight on our position.

And one from Andy Brownell of LeadMaster: As CEO of this company I'm telling you need more sales, I can barely reach the keyboard.

There were many more, too numerous to mention but all fun. Thank you.

 

 


New E-Books from the SLMA

We have three new e-Books on the SLMA site

Title:  Focused Outreach Lead Generation from Exceed Sales.  
Author:  Elisa Ciarametaro.    www.exceedsales.com

Are you sick and tired of hacking through a jungle of information about lead generation?   Elisa Ciarametaro wrote  this e-book to make your strategy clear and easy to follow.  This has a 10-Step Guide to produce high quality leads and increase the ROI for your programs.  She covers a  definition of Focused Outreach and her Ten Step Plan.  This e-book is great for those new to the field or seasoned veterans. 

This guide presents key strategies that work for Exceed Sales clients, and you’ll see them step by step.    This is a registered down-load for members only or go to: www.exceedsales.com

Title:  The Definitive Guide to Lead Nurturing
A Marketo Workbook

This is a 43 page workbook (yes, there is some work to do), divided into four parts:
 
 Part One: What is Lead Nurturing. 
 Part Two: Lead Nurturing Basics.
 Part Three: Advanced Lead Nurturing. 
 Part Four: Calculating the ROI of Lead Nurturing. 

This is meant to be a workbook, not a “read it and drop it,” book.   They make a good case why nurturing is needed in B2B when they state that companies that excel at lead nurturing:

• Generate 50% more sales-ready leads at 33% lower cost per lead.

• Reduce the percent of marketing-generated leads that are ignored by sales
(from as high as 80% to as low as 25%).

• Raise win rates on marketing-generated leads (7% points higher) and reduce
“no decisions” (6% points lower).

• Have more sales representatives make quota (9% higher) and a shorter ramp up time for new reps (10% decrease).

Read it, pass it along to senior management.    You must be a member of SLMA  to download a copy at the SLMA site, although no registration is required, or go to:  www.marketo.com/dg2-lead-nurturing

Title: The Definitive Guide to B2B Social Media
A Marketo Workbook

This is a 48 page workbook divided into five parts:

 Part One:  What is social Media and Why does My Business Need It?
 Part Two: Laying the Foundation
 Part Three: B2B Social Media Tactics and Metrics.
 Part Four: Incorporating Social Media at Every Stage of the Revenue Cycle.
 Part Five:  The ROI of Social Media.

This is good; really good.  Marketo lays the groundwork for why B2B can no longer ignore social media and they make a great case for how to measure what some say isn't measurable.    This is a fast, must-read for the company president.   

You must be a member of SLMA to download a copy at the SLMA , although no registration is required, or go to:  www.marketo.com/dg2-b2b-social-media