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With the complex sale emerging as the norm in todays business-to-business environment, its more challenging than ever to keep a consistent stream of qualified leads in your sales pipeline. Youve probably lost critical hours by relying on outdated methods or spinning your wheels looking for new tactics to push the sales needle forward.
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:
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. Plus, youll pursue and capture future opportunities for viable leads.
In a business environment where your competition is growing and your budget is inevitably shrinking, Lead Generation for the Complex Sale gives you the power to drive a fast, optimal return on your investment and keep a steady stream of new customers coming your way.
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
Lead Generation for the complex sale is alright. It contains some solid information, that should be common sense to any business, however the majority of their advice is dated,... Read morePublished 20 months ago by Chloe
I recommend this book to anyone engaged in a complex sales process, anyone starting a call center, and anyone looking for nuts and bolts actionable plans and materials for selling... Read morePublished on October 4, 2013 by Roland Frasier
I found this book so repetitive that much felt like filler. It also glosses over the entire topic. I was expecting a detailed explanation of the lead generation process, from... Read morePublished on April 22, 2013 by Maria
As a former marketing consultant and current Internet marketing manager who does a lot of web site work, I can definitely say that Brian Carroll has written a masterpiece. Read morePublished on September 21, 2012 by Mark Harmon
This book is a valuable read if you have teams of people working in marketing and sales. Not so much for the entrepreneur who does her own marketing and sales, but it gives me... Read morePublished on February 10, 2010 by Margaret Brewer
Wholesale Distributors are the logical channel to market for thousands of knowledge-based products. If you assist your customers in the application, design or set-up of the... Read morePublished on January 19, 2009 by Frank E. Hurtte
It's fairly good book, though personally I liked more:
Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer (Hardcover - Jan 5, 2007)... Read more
I couldn't get into this book. This would probably be a good book for a management team or some over quantified bean counter but for the average producer it gets in the way of just... Read morePublished on November 24, 2007 by Dunzo
This book does a great job of covering an important topic that few companies in the business to business space get. Read morePublished on November 14, 2007 by Jeffrey Ogden