Book Reviews: Sales Lead Management Association

Matt and I spent some time on this today. I started out complimenting him on how simple it was to follow his steps to improving my marketing programs for me and for my clients. That led to this interview/review. Always more than I hoped for with Matt Heinz.

You can consider all of his books on Amazon here:

http://www.amazon.com/Matt-Heinz/e/B009F708AQ

Marketing Metrics in Action

SLMA Staff Reviewer
$24.95 6 x 9 pages 158 pages Publisher: Racom Communications www.racombooks.com

Talk about marketing accountability has become almost commonplace. And most marketing executives"get it." They understand the need to know the numbers.

The real question is,"Which numbers?"

The Marketing Performance Measurement Toolkit

SLMA Staff Reviewer $34.95 6 X 9 hardcover , 304 pages Pub: Racom Communications www.racombooks.com

We recently reviewed Marketing Measurement in Action. While providing a little more of the"30,000-fot view," this book has many similar positive qualities and could be a good companion piece. Specifically, it is well-written and explains a complex subject in an easy-to-understand presentation In the past some books and other information products were described as"a consultant in print" or"a your consultant in a box." This one doesn't, but it could."Do- it-yourself consultant" could be another moniker.

Follow That Customer!

SLMA Staff Reviewer $39.95 Pub: Racom Communications Rancom Books

For as long as there has been commerce, sellers have tried to predict what people, and their customers in particular, wanted to buy. That's what made the early direct mailers of the 19th century so revolutionary. Salespeople had always kept track of individual customer preferences, but now here was the ability to track and identify customer preferences on a mass scale. Then came the database and CRM revolutions. Database marketing and predictive modeling have made it possible to make the right offer to the right customer.

How to Market to People Not Like You

Reviewer: Paul McCord of McCord & Associates
212 Pages Retail $24.95 Amazon: $16.47 Kindle $9.59 Barnes & Noble $17.70 Nook $13.72

When I received How to Market to People Not Like You: 'Know It or Blow It' Rules for Reaching Diverse Customers (Wiley & Sons: 2011) in the mail I wasn't sure what to expect based on the title.Was this going to be a course in PC etiquette; a simple, common sense review of how to deal with people; or a serious attempt to deal with a serious marketing issue?

Rise of the Revenue Marketer

Reviewed by James W. Obermayer
Kindle Price: $3.95, Hardcover $19.95,Barnes & Noble $3.95.

This is the best marketing book I have read. Ever. Period (real period). Written by Debbie Qaqish, there are ten chapters with contributions from 24 business-to-business marketers, not consultants. Launching with the question, "What are you going to do about revenue?" Debbie takes us on a journey to prove that, with will, there is payoff for marketers and their companies.

The Truth About Leads by Dan McDade

Reviewed by SLMA Staff
Available from Amazon: Kindle Edition $7.99, Paperback $14.95

There aren’t many books about lead management or even lead generation.The Truth About Leads is a great read for you and everyone on your staff that is concerned about lead generation.

Maximizing Lead Generation

Reviewed by SLMA Staff
The complete guide for B2B Marketers
Retail: $24.99 Amazon $14.86 Kindle $9.00 Barnes & Noble $16.50 Nook $10.99

206 Pages, Paperback, Published by Que Publishing. Que offers a Free on-line edition with the purchase of the printed version. Buy the book, get a free electronic copy.

Celebritize Yourself

Direct from Author $19.95 Amazon $14.81 Barnes & Noble $14.66
175 Pages, paperback, published by Warren Publishing, Inc.

It’s a celebrity world and Ms. Friedman’s advice is to create a personal brand in order to stand out in an increasing crowded marketplace. This is a three step guide to use her formula. Her three steps are: Write, Speak and …. Well I want you to find out the third for yourself.

The New Experts: Win Today's Newly Empowered Customers at Their 4 Decisive Moments

Reviewer: Paul McCord of McCord & Associates
145 Pages Retail $18.95 Amazon: $13.50 Kindle $7.69 Barnes & Noble: $13.50 Nook: $7.99

Download the first chapter: http://www.thenewexperts.com/download.php

Iron Butterflies: Women Transforming Themselves and the World

Reviewed by SLMA Staff
Amazon $12.92 Barnes & Noble $13.17
265 Pages, paperback, published by Prometheus Books

This author's current email signature sums up this book in one line: "When sleeping women wake, mountains move." Chinese proverb

Master the Art of the Sales Conversation: Rain Making Conversations

List Price $24.95 Amazon $13.99 Kindle $ 9.99 262 Pages

Mike Shultz and John Doerr make a great case for their statement that Conversations make or break everything in sales.

Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Yet so many professionals and sales people struggle with generating initial conversations and moving them to the close. They make common mistakes that end up losing them deals

The Laws of Charisma

Reviewer: Paul McCord Hard cover list price: $21.95 Amazon list price: $14.93 Kindle Edition: $9.99

Every once in a while I run across a book that I like and recommend, but isn’t complete, lacking some essential element. One of those books is The Laws of Charisma: How to Captivate, Inspire, and Influence for Maximum Success by Kurt W. Mortensen (AMACOM: 2010).

Business Intelligence Success Factors

Reviewer: Paul McCord Hard cover list price: $49.95 Kindle Edition: $24.95

What is Business Intelligence (BI)?
According to CIO.com BI is "an umbrella term that refers to a variety of software applications used to analyze an organization’s raw data. BI as a discipline is made up of several related activities, including data mining, online analytical processing, querying and reporting."

The Psychology of Sales Call Reluctance

Reviewer: Paul McCord List Price: $22.95

Seldom do I review a book that has been on the market for years, much less decades. But I ran across my old beat up copy of the Psychology of Sales Call Reluctance: Earning What You're Worth in Sales and decided since the book was in such poor condition I'd order the newest edition. After reading it again, I thought I'd do my small part ot encourage as many sellers and sales leaders as possible to pick up a copy and set aside some time for some serious - and potentially highly productive reading.

Words That Work

Paul McCord, Reviewer $15.95

Imagine knowing the words, ideas, and concepts that influence people to buy, to make a choice, to solve a problem, to commit to your solution. Imagine being able to write or say something that immediately strikes a nerve; that people will remember and act upon. Imagine having the power that moves prospects, coworkers, employees, better yet, your spouse to your point of view.

Own the Room

Reviewer: Paul McCord Kindle Edition: £10.15 List Price: £12.74

Put a classically trained actor, an award winning director, and a clinical psychologist together and what do you get? Why a book that should be on every seller's bookshelf, of course.

David Booth, Deborah Shames, and Peter Desberg, the authors of Own the Room: Business Presentations that Persuade, Engage, & Get Results (McGraw Hill: 2010), are not the typical authors you'll run across when looking for a book that can help you increase your sales and income.

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