Summary

In a perfect world, sales professionals would have prime territories, unlimited budgets and a high-powered marketing department generating qualified leads. In reality most corporations expect sales reps to generate their own leads, find new business and meet stiff quotas in a tight marketplace. Selling Against the Goal is the ultimate survival guide for sales executives, managers and reps. Unlike other books on the subject, this title places lead generation within a strategic context and goes far beyond traditional techniques such as cold calling. Kendra Lee is president of the KLA Group, a consultancy focused on improving corporate sales productivity and performance. Recognised by the national media and her peers, she has featured in numerous publications.