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"Cerius was a key ingredient in planning and executing an innovative approach to my problem."
Robin Hillery
CEO, LitCentral
.
Books
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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Find Lost Revenue: Uncover Hidden Causes to Common Sales and Marketing Problems
by Mark L. Friedman, Judy Key Johnson, Patrick McClure, Philip A. Nasser, James W. Obermayer
Cerius Interim Executives, with extensive combined corporate sales and marketing experience, share their very best ideas for increasing sales revenue in Find Lost Revenue. Leverage the investment made by many companies who have been able to benefit from the advice found in the 230 pages of this book.
| The book's ten sections include: | |
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Strategic Sales Planning, with a chapter on "How to Predict the Number of Inquiries Required to Make Quota" |
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Sales Methodology - including a chapter on "Why Prospects Stop Talking to You" |
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Training and Coaching - with a chapter on "Managing Gatekeepers and Electronic Defense Systems" |
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Internet Marketing - including a chapter on "Hidden Treasures in Your Web Log" |
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Business Development - including a chapter on "Wasting Time on the Wrong People" |
Ruth P. Stevens, professor of marketing at Columbia University Graduate School of Business
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