Lead Generation for the Complex Sale

Boost the Quality and Quantity of Leads to Increase Your ROI

Brian J. Carroll

224 pages, parution le 28/06/2006

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Résumé

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.

Sommaire

Fundamentals of Lead Generation for the Complex Sale
- Essential lead generation
- Marketing and sales : one team in the complex sale
- Defining your best lead
- Lead generation ROI depends on data quality
- The value of proposition
- Building the lead generation plan - critical success factors
Lead Generation Tactics for the Complex Sale
- Synergies in tactics
- The phone
- E-mailing with credibility
- Public relations and lead generation
- Event marketing
- Lead generation on the Web
- Lead generation and direct mail
- Lead generation and referrals
- Blogs, podcasting, and the brave new world of lead generation
Lead Development for the Complex Sale
- Working with your leads
- ROI measurement and metrics
- Lead nurturing

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Brian J. Carroll
Parution	28/06/2006
Nb. de pages	224
Format	16 x 24
Couverture	Relié
Poids	500g
Intérieur	Noir et Blanc
EAN13	9780071458979
ISBN13	978-0-07-145897-9