Sales Lead Management Association^SM Newsletter

NEW BOOK: LEAD DOMINATION 21 Proven Strategies for Effectively Generating Leads and Converting Leads into Sales

SAN CLEMENTE, CALIFORNIA—The current economic crisis poses a whole new set of challenges for sales and marketing professionals. In today's competitive market, every lead is a potential sale. So why then, when the bulk of a company's marketing budget is spent on generating leads, are 80 percent of those leads not effectively pursued?

Jamie Klein's Lead Domination: 21 Proven Strategies for Effectively Generating Leads and Converting Leads into Sales (February 16, 2022) is an extremely timely book. Distilling more than thirty years of sales and marketing experience into essentially two books in one—covering sales and marketing extensively—Lead Domination provides a formula for success that works, presenting tested strategies Klein has used to manage leads and implement/optimize profitable operations in the real estate divisions of some of the world's elite companies, including Marriott, Four Seasons, and Starwood.

Lead Domination can be purchased in bookstores or by sending $35 for hardcover or $29 for softcover (plus $4.95 shipping and handling) to Lore Institute Publishing, 3824 Vista Blanca, San Clemente, CA 92672. Call credit card orders to: 949-492-9971.

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How to Make Your Niche Follow You Anywhere

By Susan A. Friedmann,CSP
Nichepreneur

Is your niche happy with you? Does the media hang on your every word? Will they still love you tomorrow? To build strong, lasting relationships, you must remain front and center. The allure is all in your availability.

As an adroit Nichepreneur®, making constant, consistent connections helps your niche get to know you. Some of the most powerful resources that improve your accessibility—without losing precious time—are online. By crafting blog posts, you engage your target audience. When you send an email newsletter packed with tips, checklists and articles, you build credibility right from the inbox. You're on. They can tell.

About the Author Written by Susan A. Friedmann,CSP, The Nichepreneur©Coach, Lake Placid, NY, internationally recognized expert working with service professionals to increase their niche marketing potential. Author:"Riches in Niches: How to Make it BIG in a small Market" and"Meeting & Event Planning for Dummies." Claim your free copy of the special report,"The Nichepreneur© Mindset" at www.richesinniches.com

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The Importance of Website Conversion

By Scott Buresh

Website Conversion Defined
The percentage of total visitors who come to the website, follow through after clicking on the company's desired point of action (POA) and submit information, download a demo, make a purchase, etc. is the definition of website conversion. In an e-commerce application, multiple visitors will add items to their shopping carts, but a smaller percentage will actually make the purchase. The percentage of visitors that completes the transaction signifies the conversion rate for the website.  In a lead-generating application, multiple visitors will follow a path that you desire for them to follow (at first), but will not complete the form, download, etc.  The percentage that does signifies the conversion rate.

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Fundamentals of Sales Management: II

(For Entrepreneurs) Or
“What I always wanted to know about sales management
but was too busy to ask" The Role of a Sales Manager

by Philip A. Nasser
www.salesproductivityinstitute.com

If you have been a sales manager responsible for the sales performance of others, you are able to appreciate the intensity and pressure that goes along with the position. 

Here are a few examples that will give those who have not been sales managers a feel for what we're talking about:

your days are full of activity (i.e., no time for planning during business hours); meetings are lined up back to back; customers call demanding (and deserving) help with an issue; sales people call from prospect or customer offices with issues and questions; (you make a note to spend some skill-building time in the field with the rep that just called); your boss calls looking for help with (pick one) budgets, an unhappy customer, forecasts, accounts receivable, getting product shipped; other employees come to you with personal issues that require attention; suppliers call asking to schedule some of your time; prospective employees need to be interviewed; Human Resources calls with concerns about your favorite candidate to fill the open position; marketing calls wanting to know what happened to all the leads they sent you last quarter; product marketing calls to review the launch plan for the new products scheduled for release next quarter; your lead sales person tells you he is being courted by your top competitor and that they are offering a big salary increase and an equity opportunity; your presence is required to help close a big deal; your lawyers call and tell you there is a problem with the big contract you turned in last week; the Controller calls asking for your quarterly budget update---and this is just the first day of the week! 

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