Company URL |
http://www.michaelabrown.net |
Who are your mentors and why? |
Early almost every boss I ever had, because from them I learned the worst and the best. Since owning my own business, every customer I ever had, because from them I learn courage and humility. |
What is the most helpful advice you've received to improve your business? |
Pay close attention. Ask before telling and learn before selling. |
What is the most helpful advice you can give to help others improve their businesses? |
Pay close attention. Ask before telling and learn before selling. |
How do you give back to the professional community? |
By presenting at public conferences, participating in professional associations, and offering on-line guidance to young people entering the leads business. |
What is your favorite business book? |
Soft Selling in a Hard World, by Jerry Vass |
What's your recommendation of the 4 steps?
Which 4 basic skills or process steps do you recommend? |
Identify
Analyze
Recommend
Execute |
In your opinion, the best book on marketing is: |
Effective Negotiating, by Chester Karass |
Your reasons for choosing this book are: |
Because we marketers and sales leads folks must negotiate first, last, and all the time, it's helpful to know how. |
What would you say to someone who asks what to do first in managing sales leads? |
Draw a diagram of the perceived sales lead process. Then draw a diagram of the actual sales lead process. Reconcile the two.
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If someone wants to nurture sales inquiries what process would you recommend? |
Ask prospects when, under what circumstances, how often, and in which media they want you to stay in touch. Then do what they say.
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What steps would you suggest to measure the ROI for sales inquiries? |
Assure that all metrics derive from, and drive behavior toward, the orgaization's revenue and profit goals. That way, you can always show relative contribution from your sales inquiry initiatives and every other lead-related endeavor.
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