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| Booklets - these are shorter, 25-50 pages, focused on a particular topic, and are available for $15 each - delivered as Word files attached to an email: Just send an email request to mwlodato@sbcglobal.net , and later, after you have received the booklet and are satisfied with it, send your check to:
Michael W. Lodato 32038 Watergate Court Westlake Village, CA 91361 Overcoming Sales Obstacles
By Michael W. Lodato This 44-page booklet is an expansion and focus on one to the principles of the MASTER Method. It is a collection of best practices for eliciting, understanding and overcoming sales objections, biases, stalls and other sales obstacles that salespeople are likely to meet.
How to Increase Performance of the Sales Organization By Michael W. Lodato What to do when Sales Start to Slip. This 52-page booklet is a guide to consultants or staff members in helping sales executives who want to increase the performance and effectiveness of their sales organization. The book provides a very detailed guide to analyzing all of the things that impact sales effectiveness, including the firm's business environment, product marketing strategies, and sales and marketing plans, management processes, the performance of people, and the way customers buy. Guidance includes how to assemble improvement recommendations and guides the reader to the development of a sales effectiveness improvement plan. The MASTER Method of Selling By Michael W. Lodato This 56-page booklet is an update of a key section to the earlier book on the MASTER Method to make the concepts, guidance and tools more applicable to the sale of products and services other than those related to computers and software. Special Report on Sales Management Processes and Sales Process Management
By Michael W. Lodato This 40-page booklet attempts to shed light on the role and importance of sales management processes, best practices, in achieving a superior level of sales effectiveness. It goes further in that it discusses sales process management, which is the management of the interactions among the various sales management processes.
White Papers – these are shorter than booklets, but longer than articles. They are available for $10 each and delivered as Word files attached to an email: Just send an email request to mwlodato@sbcglobal.net and later, after you have received the booklet and are satisfied with it, send your check to:
Michael W. Lodato 32038 Watergate Court Westlake Village, CA 91361
Market Definition is a Multi-Dimensional Thing By Michael W. Lodato 20 pages. The approach outlined in this paper yields meaningful and precise definitions of market segments, which in turn yields precisely defined target markets. It views market segments as being multi-dimensional and introduces a technique for applying such precision developed by the author.
Management – The Process
By Michael W. Lodato. The14-page paper appeared as a featured white paper in the Business Process Trends Newsletter with the following introduction: "Michael Lodato focuses on what managers have to do to assure that the business is run efficiently, day-in and day-out. The excellent paper reminds us that analyzing and designing the management of a process is as important as figuring out how the process works."
Integrated Sales Process Management – the Sine Qua Non of Sales Automation
By Michael W. Lodato - The 14 page paper appeared as a featured white paper in the Business Process Trends Newsletter with the following introduction: "In this stimulating article,Michael Lodato surveys some of the developments in CRM, concludes that the sales process will increasingly be a key differentiator, and proceeds to consider how an Integrated Sales Process Management system would function and what values it could deliver"
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