Managing Sales Leads by James Obermayer

Build a Reliable System for Sales Lead Management

Very Good Condition – light shelf wear to the dust jacket with minor edge wear and faint surface scuffs.

Managing Sales Leads by James Obermayer explains how organisations can improve the way they handle prospective customers from initial enquiry through sales follow-up. The book addresses lead capture, qualification, distribution, nurturing, measurement, and the responsibilities shared by marketing and sales teams. Obermayer shows how delays, inconsistent definitions, poor records, and weak accountability can waste expensive opportunities, while a structured process can help representatives focus their efforts more effectively. Practical guidance supports the design of systems that track response, identify promising prospects, and maintain contact with buyers who are not yet ready to act. A useful resource for managers, marketers, and business owners, the book emphasises disciplined follow-through and measurable processes as the foundation of stronger conversion and improved marketing return.