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Managing Sales Leads: Turning Cold Prospects Into Hot Customers
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Managing Sales Leads: Turning Cold Prospects Into Hot Customers

3.67  ·  Rating Details ·  9 Ratings  ·  1 Review
Sales leads are what successful marketing is all about. That's where the money is. This book shows how to get the most out of this crucial corporate investment. Good, qualified leads make sales forces more efficient, more effective, and - bottom line -more profitable. Add in today's tough economy the skills needed to generate and manage leads are even more vital. Offering ...more
Published September 1st 2006 by Thomson South-Western
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Sep 01, 2009 E rated it it was amazing
A hands-on guide to tracking, evaluating and controlling sales leads

Sales guru James Obermayer believes that companies should hold their marketing departments accountable for generating sales leads, and in this book, he explains how marketers can live up to the challenge. He discusses how to set targeted return on investment (ROI) goals for marketing programs and sales leads. He details how marketing executives can use tracking and control techniques and systems to determine which promotional ex
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