How Corporate Sales Professionals Generate the Leads They Need
By Kendra Lee
Want to attract new prospects to sell beyond your goal?
Reach untapped leads and reap profits. Warm up cold calls and get your ideal prospect to call you with Kendra Lee's award winning book.
2008 Winner
Sales Methodology / Process
Selling Against the Goal has been awarded a Silver Medal for Sales Methodology / Process 2008 in the Sales Book Awards.
The Sales Book Awards recognize books, authors, and publishers whose work advances sales as a profession. A panel of 35 judges rated the submissions in 10 separate categories, awarding one Gold and two Silver medals in each.
Each book was rated on 5 primary criteria: Authority,
Readability, Content Relevance, Physical Quality &
Writing Style.
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Take a sneak peek
at the ultimate survival guide
to lead generation for sales pros.
In Selling Against the Goal, you'll discover how to:
- Spend less time cold calling and more time selling
- Attract qualified leads into your territory
- Maintain a full, consistent and targeted pipeline of qualified prospects
- Target and reach multiple levels of decision makers
- Calculate your closing ratio and the number of leads needed to exceed your goals
- Generate leads using partner and alliance organizations
- Hit a prospect's "sweet spot" with e-mail, events, direct mail, and PR
- Leverage marketing activities to customize communications to your customers and prospects
- Write holiday cards, e-mails, invitations, and newsletters that get results
- Sustain effective communication with customers while
balancing your sales activities
Learn more about the Opportunity
Generation workshop based on the book. | |
Attend
an audio conference and tweak your prospecting
actions for attracting leads in a tough economy | |
Listen to These Tips and Take Charge of Lead Generation | |
| SalesRepRadio Interview Listen to author Kendra Lee's interview focused on sales reps taking charge of their lead generation efforts and maximizing their resources to increase qualified leads. "Sales reps are very busy people," states Kendra Lee. "From their perspective they'd like to see marketing generate the leads they need. Managers, on the other hand, have an expectation that they haven't always shared with their salespeople: that they should be going out and finding leads, either within their current accounts or within new accounts. So, there's a disconnect between where the leads are supposed to come from." | |
What Readers Are Saying | |
| This book cannot be praised enough. There are
thousands of books and systems for sales. Almost all of them
ignore or minimize the realities of how hard it is today to
get into accounts to even begin 'selling.' Most sales books
have little useful information on prospecting or lead generation.
No matter how good you are if you can't get in the door you
can't be a solution, strategic, customer-focused, closed sub
(Sandler), or ad nauseam 'flavor of the day' seller. This
book, coupled with "Selling to Big Companies" has replaced
90% of my selling library and is an indispensable read. More... | |
| "I just recently finished reading your book - "Selling Against The Goal - How Corporate Sales Professionals Generate The Leads They Need". I just want to say that it was a terrific book, a real service to the sales field. I now have a strategy I feel comfortable with, besides cold calling, to in bring new leads. Thank you!" | |
| "Your book is exactly what I have been looking for since I started in this position. I am pleased to see so many real examples and procedures in your book. I have already started implementing many of the procedures and planning processes today. I look forward to planning out my year as you have described. Thank you so much!" | |
| "I just finished reading Selling Against the Goal while I was on a business trip. I picked up many useful tips, especially organizing my sales pipeline. Plus, the book really helped me refresh my attitude on prospecting which has been my weak point...I also really enjoy getting your newsletter. Thank You!" | |
| "I think that the section on the sales funnel was great. We are a small company in a big market, so awareness to our existence is minimal. We have a track record of fast growth and this continues, but the identification of qualified leads through direct activities (coupled with our history with referrals) are essential. The book gave me some good insights and/or reminders on how to approach our market and was very helpful." | |
| "Selling Against the Goal is an outstanding book. Thank you for distilling your vast knowledge into a resource that goes beyond sales theory to provide practical application." | |
| "Kendra goes beyond the typical "teach me how to sell" books. Her approach is by far the most logical and creative. My staff now uses many of the techniques in Selling Against the Goal, and have reaped tremendous benefits from what this wonderfully written book has to offer." | |
| "This is a well organized step-by-step guide on conducting the lead-generation activity associated with any sales role. The book provides detailed insight into goal setting, effective territory planning, lead planning, and lead generation. It is full of practical steps (and examples) that sales professionals can use to successfully deliver against revenue targets, including the use of partners." | |
| "The most comprehensive book ever written to satisfy and exceed sales goals. Selling Against the Goal works for novices, experts, and everybody in between because it covers all aspects of a salespersons job from A-Z. You can't be successful in sales if you aren't educated on the process - this book IS the process and the information it contains is invaluable. Managers should make it a must-read for all new employees." | |
| "After reading only a few pages, it became readily apparent that this is not another sales process book. Rather, it contains a wealth of real-world tips, tools, and activities that will help sales professionals become more successful. Selling Against the Goal certainly does an exceptional job integrating sales and marketing activities to provide a practical, easy-to-read guide for sales (and marketing) professionals at any experience level." | |
| "In today's competitive sales environment, it's a must read for sales professionals looking for sound, practical advice on how to generate leads and make things happen in their territory." | |
| "Kendra has created a valuable resource for anyone looking to exceed in sales. Selling Against the Goal provides personal motivation tips, an excellent approach to differentiating personal income goals from corporate income goals and statistical sales approaches. These solutions are a must-have for any serious salesperson's tool kit for success!" | |
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