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Anthony ParinelloRead this book and take the complexities out of your lead gen activities!
—(Anthony Parinello author, Getting to VITO, the Very Important Top Officer)
You'll start by defining your ideal leads and targeting your ideal customer. Then, you'll construct your lead generation plan, a crucial ...
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.
|Ch. 1||Essential lead generation||3|
|Ch. 2||Marketing and sales : one team in the complex sale||13|
|Ch. 3||Defining your best lead||25|
|Ch. 4||Lead generation ROI depends on data quality||41|
|Ch. 5||The value of proposition||53|
|Ch. 6||Building the lead generation plan - critical success factors||69|
|Ch. 7||Synergies in tactics||79|
|Ch. 8||The phone||87|
|Ch. 9||E-mailing with credibility||99|
|Ch. 10||Public relations and lead generation||107|
|Ch. 11||Event marketing||115|
|Ch. 12||Lead generation on the Web||127|
|Ch. 13||Lead generation and direct mail||139|
|Ch. 14||Lead generation and referrals||145|
|Ch. 15||Blogs, podcasting, and the brave new world of lead generation||151|
|Ch. 16||Working with your leads||159|
|Ch. 17||ROI measurement and metrics||167|
|Ch. 18||Lead nurturing||181|
Posted January 2, 2012
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