Sell Beyond Your Goal
A step-by-step process for achieving greater sales results
You Need a Territory Plan
In a perfect world, sales professionals would have prime territories, unlimited budgets, and a high-powered marketing department generating qualified leads. In reality, most corporations expect salespeople to generate their own leads, find new business, and meet stiff quotas in a tight marketplace.
Selling Against the Goal is the ultimate survival guide for sales executives, managers, and reps striving to fill the pipeline with leads.
Unlike other books on the subject, Selling Against the Goal places lead generation within a strategic context and goes far beyond traditional cold calling.
3 Hour Sales Plan
Author Kendra Lee shows B2B sales professionals how in just three hours they can create a customized, repeatable sales process for delivering the best leads with the highest rate of return.
You’ll find an easy-to-use approach to:
- Formulate a new business development strategy
- Identify partners who can help
- Create a territory plan
- Pull it all together with actionable activities
Sales Planning Tools
This book is crammed with sales planning tools that combine lead generation activities to increase your response rates and name recognition well beyond that of cold calling.
- Strategic Territory Action Plan
- Partner Quota Worksheet
- Writing Action Plan
- Grabber Words for High-Impact Writing
- 5 Sentence Formula for Cold Calls
- Topics for Lead Generation Activities
70% of leads are never followed up on because they fail to reach the right people or organizations. With this book as a guide, you will learn how to reach untapped leads and gain control of your prospecting activities. Sales managers will help their team take personal responsibility for their success.
Selling Against the Goal Testimonials
Jodie Brown, MA, President, Summit Solutions, LLC
There are books that talk about how things should be done and then there are those that actually walk you through the process. Kendra’s book doesn’t just state that the word leads should be replaced with opportunities but also provides actual examples and guidelines for salespeople.
John Venator, President and CEO, CompTIA
Selling Against the Goal Resources
The Sales Magnet book
All the strategies to get more customers without cold calling
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This book is no longer in print but still highly valued for its actionable tools and impactful strategies. Great news! You can find it at your favorite book seller in their Used Books section.
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