Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI

by Brian Carroll

Overview

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.

Product Details

ISBN-13:	9780071458979
Publisher:	McGraw Hill LLC
Publication date:	05/17/2006
Pages:	224
Product dimensions:	6.10(w) x 9.10(h) x 0.80(d)

About the Author

Brian J. Carroll is founder and CEO of InTouch Incorporated, one of the first companies to provide lead generation solutions for the complex sale and recognized by Inc. magazine as one of America's fastest growing companies. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in publications including The Wall Street Transcript, Sales and Marketing Management, and Inc. His blog, http://blog.startwithalead.com/weblog/ is read by thousands each week.

What People are Saying About This

Mike Bosworth

Brian Carroll "gets" that marketing and sales must have a common definition of a lead and a "sales-ready" lead is a targeted decision maker who is curious how you have helped someone with the same job title in the same industry achieve a goal or solve a problem.
—(Mike Bosworth, author of Solution Selling and coauthor of CustomerCentric Selling)

Neil Rackham

If you can't generate a solid flow of good leads, your sales force - and your company - will fail. Yet, for most organizations, lead generation is a hit-or-miss affair. In this well written 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)

Philip Kotler Ph.D

Philip Kotler, Ph.D., S. C. Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management/Northwestern University
Carroll has provided a very helpful book for companies that are involved in complex sales. Too many marketing departments provide the sales force with a high number of leads but not with a high number of quality leads. 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.

Anthony Parinello

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

Jeffrey J. Fox

Leads are the lifeblood of selling. This book is the lifeblood of lead generation.
—(Jeffrey J. Fox, best selling author of Secrets of Great Rainmakers)