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

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9780071458979: Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
From the Publisher:

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.

From the Back Cover:

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

  • Closed-loop feedback-Produces information from the sales force that can be converted to actionable tactics
  • An integrated database-Crucial for an accurate picture of return on marketing investment
  • Open dialogue-Good lead generation identifies, initiates, and nurtures relationships with the right people

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Carroll, Brian
ISBN 10: 0071458972 ISBN 13: 9780071458979
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Descripción Estado de conservación: New. Depending on your location, this item may ship from the US or UK. Nº de ref. de la librería 97800714589790000000

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Carroll, Brian
Editorial: McGraw-Hill (2006)
ISBN 10: 0071458972 ISBN 13: 9780071458979
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Descripción McGraw-Hill, 2006. Hardcover. Estado de conservación: New. HARDCOVER, BRAND NEW, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Nº de ref. de la librería 9028644

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Carroll, Brian
Editorial: McGraw-Hill (2006)
ISBN 10: 0071458972 ISBN 13: 9780071458979
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Poverty Hill Books
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Descripción McGraw-Hill, 2006. Hardcover. Estado de conservación: New. HARDCOVER, BRAND NEW, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Nº de ref. de la librería 9032353

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Descripción McGraw-Hill, 2006. Estado de conservación: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: Presents a strategic, multi-modal approach to generating highly profitable leads Lead Generation for the Complex Sale arms sales you with a proven approach to generating qualified leads for complex sales. The complex sale, a synthesis of consultative, competitive, and team selling that targets potential buyers for team service solutions, is the norm in today's B2B environment. You'll learn to define your ideal leads and target your sales approaches; align sales and marketing to optimize the number of leads; build strong lead pipelines; use multiple lead generation vehicles, including email, PR, referrals, speaking events; and more. Nº de ref. de la librería ABE_book_new_0071458972

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Descripción McGraw-Hill, 2006. Hardcover. Estado de conservación: New. 1. Nº de ref. de la librería DADAX0071458972

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Descripción McGraw-Hill Education - Europe, United States, 2006. Hardback. Estado de conservación: New. 231 x 152 mm. Language: English . Brand New Book. 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. Nº de ref. de la librería AA39780071458979

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Carroll, Brian
Editorial: McGraw-Hill Education - Europe, United States (2006)
ISBN 10: 0071458972 ISBN 13: 9780071458979
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The Book Depository
(London, Reino Unido)
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Descripción McGraw-Hill Education - Europe, United States, 2006. Hardback. Estado de conservación: New. 231 x 152 mm. Language: English . Brand New Book. 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. Nº de ref. de la librería AA39780071458979

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Carroll, Brian
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Descripción Estado de conservación: Brand New. Book Condition: Brand New. Nº de ref. de la librería 97800714589791.0

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Carroll, Brian
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ISBN 10: 0071458972 ISBN 13: 9780071458979
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Descripción McGraw-Hill Education - Europe, 2006. Estado de conservación: New. 2006. 1st Edition. Hardcover. Presents a strategic, multi-modal approach to generating qualified leads for complex sales. This book teaches how to define ideal leads and target sales approaches; align sales and marketing to optimize the number of leads; build lead pipelines; use multiple lead generation vehicles, including email, PR, referrals, speaking events; and more. Num Pages: 224 pages, Illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 239 x 162 x 22. Weight in Grams: 496. . . . . . . Nº de ref. de la librería V9780071458979

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Carroll, Brian
Editorial: McGraw-Hill (2006)
ISBN 10: 0071458972 ISBN 13: 9780071458979
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Irish Booksellers
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Descripción McGraw-Hill, 2006. Hardcover. Estado de conservación: New. book. Nº de ref. de la librería 0071458972

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