Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI (BUSINESS BOOKS) - Hardcover

CARROLL

Hardcover

ISBN 10: 0071458972 ISBN 13: 9780071458979

Publisher: McGraw Hill, 2006

Synopsis

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.

About this title

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

From the Back Cover

KEEP LEADS FLOWING THROUGH YOUR SALES PIPELINE!

"Leads are the lifeblood of selling. This book is the lifeblood of lead generation."-Jeffrey J. Fox, bestselling author of Secrets of Great Rainmakers

"If you can't generate a solid flow of good leads, your sales force-and your company-will fail. In this book you'll find practical and useful tools for building your sales and marketing efforts into a powerful system to generate high-quality leads."-Neil Rackham, author of SPIN Selling

"Read this book and take the complexities out of your lead gen activities!"-Anthony Parinello, author, .Getting to VITO, the Very Important Top Officer

"Carroll provides many ideas and lists to help companies improve, manage, and measure their lead generation performance. He does an excellent job of describing the use of the major contact tools for lead generation and nurturing."-Philip Kotler, Ph.D., S. C. Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management/Northwestern University

Master the Three Key Elements to Generating Leads

• Closed-loop feedback-Produces information from the sales force that can be converted to actionable tactics
• An integrated database-Crucial for an accurate picture of return on marketing investment
• Open dialogue-Good lead generation identifies, initiates, and nurtures relationships with the right people

Edition details

• Publisher: McGraw Hill
• Publication date: 2006
• Language: English
• ISBN 10: 0071458972
• ISBN 13: 9780071458979
• Binding: Hardcover
• Number of pages: 235