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Managing sales leads; turning cold prospects into hot customers.


Managing sales leads; turning cold prospects into hot customers.

Obermayer, James.

Thomson Learning


255 pages




In this resource for executives in all types of business organizations, consultant Obermayer explains how sales leads should be managed and tracked in order to maximize return on marketing investments. Topics addressed include qualifying prospective customers, identifying points of inquiry leakage, estimating the number of inquiries needed, and fostering cooperation between sales and marketing. Obermayer (Sales Leakage Consulting) is also the author of Sales and Marketing 365.

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Publication:Reference & Research Book News
Article Type:Book Review
Date:May 1, 2007
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