Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI

By Brian J Carroll

"Lead Generation for the Complex Sale" arms you with a sophisticated multimodal approach to generating highly profitable leads. Brian Carroll, CEO of InTouch Incorporated and expert in lead generation solutions, reveals key strategies that you can implement immediately to win new customers, accelerate growth, and improve your sales performance.

You'll start by defining your ideal leads and targeting your ideal customer. Then, you'll construct your lead generation plan, a crucial step to staying ahead of your competition long-term. To help you put your plan into action, Carroll guides you step by step to: Align sales and marketing efforts to optimize the number of leads Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more Create value for the prospective customer throughout the buying process Manage a large group of leads without feeling overwhelmed Identify and prioritize your best prospects Increase the percentage of leads who become profitable customers Avoid lulls in the sales cycle

With "Lead Generation for the Complex Sale" you'll learn how to target prospects early in the buying process and make the most efficient use of sales productivity and marketing resources.


NEWS & OPINION: Marketing and Sales for Big Complex Selling (First of Three)

Posted September 4, 2006, 8:55 PM with category of Management & Workplace Culture
This is the first of three podcasts we will be doing on B2B sales and marketing. This is a great and evergreen topic for so many. I also think I have found two people who can do the subject justice. Read more

NEWS & OPINION: More Authors Blogging

Posted September 1, 2006, 4:53 PM with category of Management & Workplace Culture
Add Tim Sanders (Love is The Killer App) to the list of authors who have taken up blogging. I like his post yesterday on the ever present Barticle, articles that got turned into book and should not have. You'll see he mentions 800ceoread as a means to avoiding bad books. Read more

NEWS & OPINION: BtoB Recommends...

Posted August 15, 2006, 2:19 PM with category of Marketing & Sales
. . . Read more


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ISBN: 9780071458979

About the Hardcover

Publisher McGraw-Hill Companies
Publish date 06/01/2006
Pages 218
ISBN-13 9780071458979
Language English

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