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Lead Generation For The Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI - Brian Carroll

Lead Generation For The Complex Sale

Boost the Quality and Quantity of Leads to Increase Your ROI

Hardcover Published: 17th May 2006
ISBN: 9780071458979
Number Of Pages: 224

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"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.

Essential lead generationp. 3
Marketing and sales : one team in the complex salep. 13
Defining your best leadp. 25
Lead generation ROI depends on data qualityp. 41
The value of propositionp. 53
Building the lead generation plan - critical success factorsp. 69
Synergies in tacticsp. 79
The phonep. 87
E-mailing with credibilityp. 99
Public relations and lead generationp. 107
Event marketingp. 115
Lead generation on the Webp. 127
Lead generation and direct mailp. 139
Lead generation and referralsp. 145
Blogs, podcasting, and the brave new world of lead generationp. 151
Working with your leadsp. 159
ROI measurement and metricsp. 167
Lead nurturingp. 181
Table of Contents provided by Blackwell. All Rights Reserved.

ISBN: 9780071458979
ISBN-10: 0071458972
Series: Business Books
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 224
Published: 17th May 2006
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.7 x 16.0  x 2.0
Weight (kg): 0.58
Edition Number: 1

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