Table of contents for Managing sales leads : turning cold prospects into hot customers / James W. Obermayer.

Bibliographic record and links to related information available from the Library of Congress catalog.

Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.


Counter
Managing
Sales Leads
Contents
Introduction
Section One Making the Case
	1.	Sue Makes the Sale 	0
		The Marketing Manager Makes Her Case 	0
	2.	Business Rules to Live By	0
		The Rule of 45: How to Predict the Future	0
			One Exception 	0	
			Identifying Sources and Leads and Converting Them	0 
		Two Business Rules	0
		The 100% Follow-up Rule	0
		How Marketing Complies with the Accountability Rule	0
		The Six Ways to Prove the ROI for Sales Inquiries	0
		Actions to Take from This Chapter	0
	3.	Sales Inquiries: An Asset with Declining Value 	0
		How the 100% Follow-up Rule Increases 
		Corporate Profits 	0
		Marketers as Creators of Wealth	0
		Actions to Take from This Chapter	0	
Section Two Managing the Process
	4.	-Defining and Identifying Inquiries, Suspects, Prospects, 
and Leads 	0
		Inquiry vs. Sales Lead 	0
		Profile Questions: Understanding Buyer Intentions 
		and Potential 	0 
		Why Profile Questions Are So Important 	0
		Grading the Inquirer 	0
		Creating Questions and Answers and 
		Coding the Results 	0
		Actions to Take from This Chapter 	0	
	5.	Speaking in Numbers 	0
		Process Control in Sales and Marketing 	0
		ROI Reporting: The Proof 	0
		Benchmark Where You Are Now 	0
		Did You Buy (DUB) Studies 	0
		The Methods Used for DUB Studies 	0
			DUB by Mail 	0
			Email DUB Studies 	0
			Telephone DUB Studies 	0	
		Lead Management Reports You Can Use 	0	
			Total Inquiries by Representative and Region 	0
			Campaign Report 	0
			Inquiries by Source Type (Media) 	0
			12-month Inquiry Summary by Month 	0
			Inquiries by Product 	0
			Inquiry Sales Closure Reports 	0
			Inquiries by Region, Follow-up 	0
			Return on Investment 	0
			Sold vs. Lost to Competitors by Source 	0
			Sold by Media Campaign (Sale by Source) 	0
			Sold by Source Type 	0
			Sold by Original Rank 	0
			Inquiries by Rank, 12-month Total 	0
		Profile Questions and the Reports 	0
			Profile Question: How Soon Will You Need 
			This Product? 	0
			Profile Question: Are You Budgeted? 	0
			Profile Question: How Will You Acquire 
			This Product? 	0
			-Profile Question: What Is Your Role in Evaluating 
			This Product? 	0
			Profile Question: What Is Your Application? 	0 
		Actions to Take from This Chapter 	0
	6.	Managing Inquiries 	0
		Fulfill and Forget: Low Touch 	0
		Considered Purchase: Continuous Touches, 
		Some Nurturing 	0
		Nurture Processing: Inquiries for Long, Technical 
		Sales Cycles 	0
		Actions to Take from This Chapter 	0
	7.	B2B Inquiries: Special Handling 	0
		Marketing and Sales Stages 	0
		Marketing Qualifications Stages 	0
		Sales Stages: Funnel, Opportunity, Deal, or Pipeline 	0
		Actions to Take from This Chapter 	0
	8.	In-House or Outsource? 	0 
		Pluses and Minuses 	0
		Criteria for Making the Decision 	0
		Software Providers for In-House Systems 	0
		Taking It Outside 	0
		Inquiry Management Service Providers 	0
		Actions to Take from This Chapter 	0
	
	9.	Inquiry Leakage 	0
		Typical Points of Inquiry Leakage 	0
		Allowing the Prospect to Reach You Their Way 	0
		Capture the Source or Lose ROI 	0
		-Source or Media Types: Categories of 
Primary Inquiry Sources 	0 
		Actions to Take from This Chapter 	0
	10.	Fulfillment, Historic Trace, and Inquiry Distribution 	0
		The Literature Package 	0
			The Envelope 	0
			The Letter 	0
			The Literature 	0
			Where to Buy and the BRC 	0
			Common Mistakes in Fulfillment Packages 	0	
		Don¿t Send Literature to Competitors 	0
			Duplicate Inquiries 	0
		Tracing Inquiries from the Same Company: 
		Historic Trace 	0
		Distributing Inquiries to Sales Territories 	0
		Sending Inquiries and Leads to Direct Salespeople 	0
		The Importance of Getting There First 	0
		Actions to Take from This Chapter 	0
	11.	Closing the Inquiry Loop 	0
		Giving Salespeople Reasons to Comply 	0
		Seven Ways to Motivate Salespeople to 
		Follow up Inquiries 	0
		Reseller Compliance 	0
		Making It Easy to Report: Compliance, 
		the Key to Success 	0
		Actions to Take from This Chapter 	0
Section Three -Estimating the Number of
Inquiries Needed and Find Hot Sources
	12.	Estimating How Many Inquiries Is Enough 	0
		Too Little, Too Much, or Just Right? 	0
			The Good News: A One-Year Lead Generation Plan
			Gives you Sales for 18 to 20 Months 	0	
		The 60% Factor: Marketing Pipeline 	0
		Why One Source of Inquiries Isn¿t Enough 	0
		Gaining Market Share at an Extraordinary 
		and Predictable Rate 	0 
		Actions to Take from This Chapter 	0
	13.	Hot Inquiry Sources: Telemarketing and Trade Shows 	0
		Telemarketing Uses: Benefits for Marketing and Sales 	0
		Inbound¿Toll Free 	0
		Inbound Telemarketing: Benefits for Marketing and Sales 	0
		Inbound Telemarketing Costs 	0
			Program Setup Fees 	0
			Program Management 	0
			Reporting 	0
			Calling Fees: Vendors 	0		
	Outbound Telemarketing 	0
		Outbound Telemarketing: 
		Benefits for Marketing and Sales 	0
		Outbound Telemarketing Costs: Vendors 	0	
		Four Reasons Why Telemarketing Programs Fail 	0
		Telemarketing and Inquiry Management 	0
		Trade Show Inquiries: One of Your Hottest Sources 	0
			Trade Show Best Practices 	0
		Actions to Take from This Chapter 	0
Section Four Rules¿Formal and Informal
	14.	Setting Business Rules 
		Rule 1: Database 	0
		Rule 2: Profiling 	0 
		Rule 3: Qualifying 	0
		Rule 4: Inquiry Grading 	0
		Rule 5: Information Fulfillment 	0
		Rule 6: Competitors 	0
		Rule 7: Inquiry/Lead Assignments 	0
		Rule 8: 48-Hour Opening 	0
		Rule 9: 100% Closeout 	0
		Rule 10: ROI Reporting 	0
		Rule 11: Retention of Inquirers on the Database 	0
		The Reason for Rules 	0
		Actions to Take from This Chapter 	0
	
	15.	Getting Cooperation from Sales 	0
		Sales Management: What¿s in It for Them? 	0
		Salespeople: What¿s in It for Them? 	0
		The Importance of Ease of Use 	0
		Training Salespeople: The Ongoing, Never-Ending Job 	0
		Showing the Cost of the Inquiry 	0
		Actions to Take from This Chapter 	0
	16.	How to Stop That Slight Odor of Decay 	0
		Step One: Benchmark Your Current 
		Follow-up and Closing 	0
		Step Two: Perform an Inquiry Handling Audit 	0
		Step Three: Create a Road Map to Fix the Problems 	0
	Index 		0

Library of Congress Subject Headings for this publication:

Sales management.