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Mastering the Sales Lead Process for Inside Sales - eBook from VanillaSoft - Review

Slma-recommended-187Why It’s Important:

“Statistics show that a large portion of leads fall by the wayside because of inadequate lead management systems, poor organizational skills, and varied levels of diligence among salespeople.”

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 e-Book Title:   Mastering the Lead Management Process for Inside Sales

Published by/Authors:   VanillaSoft

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Salespeople are Quick or they are Dead.

56 Reasons

Are salespeople getting in front of prospects faster than your competitors?

Why it's Important

"In sales, you are quick or dead. If salespeople won't get in front of leads faster than  competitors they have reduced a chance of a sale by 50%."

 Bg-twitterJames W. Obermayer  Tweet This

This is one of 56 reasons sales are down in the ebook:  56 Ways to Turn Around Failing Sales  The ebook is not gated.  Yet. 

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Do you have a defined sales process?

Every corporation, large or small, has a sales process. The question is, has it been defined and do you follow it to your advantage?  If you control the sales process, you control your future.  Sometimes called steps, sales is always a process.  Sales processes should be thought of as being similar to manufacturing, quality control, customer service or finance processes.  We explored this subject with Michael Alexander, Advisory to the Sales Lead Management Association on a CRM Radio program back in April. 

Why it’s Important:

“If you have not defined a sales process you are not running a business, you are running a lottery.”

Michael Alexander [1]

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Scott Brinker: 5 Disruptions Facing Marketing Management - ebook Review

Slma-recommended-187Title:  5 Disruptions Reshaping Marketing as We Know It.

Subtitle: A MarTech Conference ebook

Published by/Authors:  Scott Brinker and Emily Fraser

Gated: No

Download Link                                                                                                                             Why It’s Important:

“Marketing is no longer a hidden occupation managed by people repeating what was done last year.  If  marketing management  doesn’t grow quickly they will be trampled by those who do evolve clamoring for their jobs.  Kudos to Scott Brinker and ChiefMarTech.com”

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A CEO's Guide: How to Recognize When Your Sales Pipeline is Failing You! Ebook - James Obermayer

Front-page_350x458Title: How to Tell if Your Sales Pipeline is Failing You!

Published by/Authors:    James W. Obermayer, Publisher - Funnel Media Group LLC

Gated: No

Download Link   

Length:  22  pages 


This paper takes the reader through a four month process of  declining revenues and the issues with the pipeline and forecast.

There is straight talk about the bull pucky that surrounds revenue shortfalls and the responses sales managers and salespeople give as excuses.  There is a Causes and Solutions section to tell the CEO what to expect the excuses that will be rendered.   The author mentions that in the third month of a slowdown the sales manager is beginning to sound like the sales reps (Stockholm, Syndrome anyone?).   Page five lists 13 excuses the sales manager begins to use when asked about revenue.   

This gives the CEO insight into the thinking, excuses, pressures and frustrations of being a sales rep when things go south.

This ebook is britually honest: one quote of note is:

"Discounting and special offers are now getting serious.  After all, if your can't sell it, give it away at lower margins"

Jim Obermayer

Slma-recommended-187This eBooks is for the C-Suite.  The salespeople have been there already. 



 Download Link   

Recommended for: 

  • CEO
  • Presidents
  • C-Level
  • CFO
  • CMO
  • VP of Sales
  • Sales Management 
  • VP Marketing
  • Director of Marketing

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

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


Converting Leads Faster: eBook from Everstring

  How to Convert Leads Faster, Using Targeted Demand Acceleration

Published by/Authors:

Gated (worth it)

Download Link   

Score:  5 of 5

Length:  27 Pages


This is a great step-by-step tour through the predictive marketing landscape.  Nice unselfish presentation of an increasingly important and doable subject. Notice I didn’t say easy, but nothing worthwhile is easy. 

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