Selling Against the Goal
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.
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
Get a sneak peek at the ultimate survival guide to lead generation for sales pros.
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
Listen to the Interview	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."
Listen to the Audio Conference	The Business of Building New Business Audio Conference Author Kendra Lee explores how small- to mid-sized businesses develop their unique selling propositions; what women business owners should ask themselves prior to soliciting prospects; tips for getting in the door and connecting with key decision makers; and how busy women business owners can keep new opportunities humming throughout the year. Ms. Lee leads women business owners through the process of procuring new business from the very first step of recognizing new business opportunities to securing an appointment with the head of a company.
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...
	Excerpt from Business WebStep Blog
"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!"
	G. Mathieu Seller with a managed services firm
"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!"
	J.Martin Computer Connection Inc.
"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!"
	A. Marquette I.T. Xchnge
"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."
	S. Goemmel PMV Technologies
“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.”
	S. Robertson ACC - Business Development
“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.”
	M. Nick ROI4Sales.com
“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.”
	G. Mendt Hewlett-Packard Software Global Business Unit
“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.”
	L. Shevy Women's Business Enterprise Council-West
“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.”
	B. Kantin SalesProposals.com
“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.”
	T. McBride Jefferson Wells International
“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!”
	D. Boreing Anthem Blue Cross & Blue Shield