These seasoned pros have learned through their own corporate experience, interim management assignments, and consulting practices how to spot, diagnose and solve lost revenue issues confronting small to large companies. The authors are Patrick McClure, Mark L. Friedman, Judy Key Johnson, Philip A. Nasser and James W. Obermayer.

The work is divided into ten sections, with 63 hard-hitting chapters covering:

• Assessment & Analysis
• Strategic Sales Planning
• Sales Methodology
• Sales Management
• Training and Coaching
• Marketing
• Internet Marketing
• Business Development
• Sales Lead Management/CRM
• Best Practices in Sales Lead Management

Industry leaders have high praise for "Find Lost Revenue."

"This book is like an MBA in B2B sales and marketing. It covers a wide range of strategic and tactical topics, each treated in a digestible but meaty chapter."

    −Ruth P. Stevens, President of eMarketing Strategy and Professor of Marketing, Columbia University Graduate School of Business

"Sales and marketing success is achieved by a complex series of activities that need to be aligned and work together. The problem is that for most B2B selling organizations, they rarely do! Find Lost Revenue offers sound practical advice and actions to pursue the never-ending quest for higher sales. A must-read in these difficult times!"

    John M. Coe, President, Sales & Marketing Institute and author of The Fundamentals of Business-to-Business Sales & Marketing,

"Successful Marketing Leaders know demand creation is critical to sales achievement. Among the tools in this important book are the formulas that quantify the ROI of your marketing and sales spend so that your budgets and priorities are secured. I’ve used these tools in practice and consider this an essential reference."

     Mark Langer, General Manager, of GE Healthcare

"A fresh new book with a well honed focus on finding new revenue." For these days of historic challenges mandating fresh thinking, that focus can be a brilliant new launch pad for tomorrow's business breakthroughs. It is a BIG IDEA book-- full of BIG IDEAS."

    Former CEO of Hearst Newspapers, Bob Danzig

The book is available on Amazon.com or the Sales Productivity Institute (949) 763 1630.  It is also on the Find Lost Revenue Web Site.

Find Lost Revenue: Uncover Hidden Causes to Common Sales and Marketing Problems  By Patrick McClure, Mark L. Friedman, Judy Key Johnson, Philip A. Nasser and James W. Obermayer

Solutions Press, Newport Beach CA, 232 pp., $23.95 ISBN 0975267167