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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
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."
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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.
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.
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
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
Russell Kern discusses the Eight Pillars of Demand Generation for Revenue Acceleration