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Selling Against The Goal by Kendra Lee, ISBN 9781419508257
'Selling Against the Goal' is the ultimate survival guide for sales executives, managers and reps. Unlike other books on the subject, this title places lead generation within a strategic context and goes far beyond traditional techniques such as cold calling. Kendra Lee is president of the KLA Group, a consultancy focused on improving corporate sales productivity and performance. Recognised by the national media and her peers, she has featured in numerous publications.
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Selling Against the Goal
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 sales reps 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. Unlike other books on the subject, Selling Against the Goal places lead generation within a strategic context...
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Selling Against the Goal
Lee shows sales professionals in the business to- business market how in just four hours they can create a customized, repeatable process for delivering the best leads with the highest rate of return. Specific chapters detail Lee's easy-to-use approach: formulating a strategy, creating a lead generation plan, and pulling it all together with actionable activities.
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