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.

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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