Books and Research Reports

Managing Sales Leads
Turning Cold Prospects into Hot Customers

by James Obermayer

Nothing happens until a sale is made. You can't make a sale without a qualified sales lead. These simple statements explain why sales leads are the lifeblood of every business.  The author is James Obermayer, a principal with Cerius Interim Executive Solutions and a 25 year sales and marketing veteran.  This is Obermayer's third book.  In this work he emphasizes the importance of making the case to everyone in the organization that lead generation, qualification, and management can be integrated into all key business functions. In addition, he provides "business rules to operate by" as standards everyone in sales and marketing and the entire organization can use. And he shows how to measure the "asset" value of sales leads, giving managers the ammunition necessary to establish realistic and relevant ROI standards.  This is the one book sales and marketing executives will refer to and use every day to manage the inquiry and lead management in their organizations.

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Sales and Marketing 365
Tips, Tricks and Tactics for making more money all year long

by James Obermayer

This is a year's worth of sales and marketing Wisdom at Your Fingertips.   Written by sales and marketing industry veteran, James Obermayer, a principal with Cerius Interim Executive Solutions, the "Little Red Book" has been praised by MarketingSherpa as a great book loaded with ideas and wisdom.  Topics covered include Advertising, Lead Generation, Selling and Sales Management, Leadership, Marketing and Marketing Management, Public Relations and Publicity, Speaking and Presentations, and Trade Shows and Events.   Obermayer jokes that these 365 ideas represent the biggest mistakes he has made in sales and marketing management in his 25 year career. Others say this book is loaded with straight talk and wisdom that can be immediately acted upon. 

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Leadership On Demand
How Smart CEO's Tap Interim Management to Drive Revenue

by Charles Besondy, Paul Travis and Theresa Heath

Here's the first book to shed light on an alternative resource strategy: the use of Interim Management for Marketing and Sales functions. "Leadership on Demand" aims to debunk the two-headed myth that performance-robbing gaps in Sales and Marketing are business as usual and too expensive to fix. The revenue engine of any organization is its Marketing and Sales team. When the engine is in tune and firing on all cylinders the company grows, revenue climbs, market share expands. However, when there are gaps in the Marketing and Sales organization the engines performance sputters. What gaps? Vacancies in key positions that exist for months on end; temporary bandwidth gaps that prevent the company from jumping on market opportunities; and gaps in the necessary skill sets required to achieve key objectives. This book is written for the busy CEO or COO. Using executive interviews and case studies to both illustrate and punctuate their points, authors Besondy and Travis paint a clear and concise picture of the problems caused by talent gaps in Marketing and Sales, how to recognize the issues, and how to solve the issues with interim managers (also referred to as interim leaders, fractional managers, and on-demand executives). Performance gaps in Sales and Marketing rob your company of business momentum. And the sad truth is thousands of companies in the U.S. today consider the decline of performance as acceptable, or at least unavoidable.

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