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

Name: Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI Boost the Quality and Quantity of Leads to Increase Your ROI
Price: 3.47 USD
Availability: InStock
ISBN: 9780071458979

ISBN-10: 0071458972

ISBN-13: 9780071458979

Edition: 2006

Authors: Brian Carroll

List price: $43.00

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Description:

Keeping the sales pipeline full of qualified leads is critical in today's challenging sales climate As the complex sale is becoming the norm, lead generation is increasingly a challenge for salespeople. This book provides multiple lead-generation strategies proven to build ROI There is a large market for books about the complex sale, demonstrated by Rick Page's bestseller Hope Is Not a Strategy (McGraw-Hill, 2003), which is a hands-on approach to the complex sale, while this book focuses on lead-generation strategies Carroll speaks to thousands of sales people a year on improving sales effectiveness and lead generation strategies for the complex sale. He is the founder of InTouch…

Book details

List price: $43.00
Copyright year: 2006
Publisher: McGraw-Hill Education
Publication date: 6/7/2006
Binding: Hardcover
Pages: 224
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.100
Language: English




Essential lead generation



Marketing and sales : one team in the complex sale



Defining your best lead



Lead generation ROI depends on data quality



The value of proposition



Building the lead generation plan - critical success factors



Synergies in tactics



The phone



E-mailing with credibility



Public relations and lead generation



Event marketing



Lead generation on the Web



Lead generation and direct mail



Lead generation and referrals



Blogs, podcasting, and the brave new world of lead generation



Working with your leads



ROI measurement and metrics



Lead nurturing