Managing Sales Leads: Turning Cold Prospects into Hot Customers
I. Sales Leads for Marketing and Sales Planning 1. Sales Leads for Tough Markets 2. Lead management Super Charges Sales and Marketing 3. Who Inquires and Why 4. Launching and Upgrading the Lead-management Program II. Qualified Leads from all Media 5. Planning Leads to Reach Selling Goals 6. Harneess the Lead Power of Advertising and Publicity 7. Mining Inquiry Gold at Trade Shows 8. Sete Your Sale in the Mail to Generate Leads 9. Telemarketing: Ignore It at Your Peril 10. Qualifying and Profiling Hot Sales Leads 11. Fulfillment: The First Step in Closing 12. Selling Your System to Sales 13. Computerizing Your Lead Managing Edge 14. Insights Form Inquiries: Closing the Marketing Loop Appendices Index