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

by Brian Carroll

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Editorial Reviews
Product Description

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.

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All Customer Reviews
Average Customer Review: 4 out of 5 stars

1 of 3 people found the following review helpful:

3 out of 5 stars

Very good resource, in case you are in mess BUT......, 2008-02-23
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)

The fact, why I entered just 4 stars, is that book claims to be offering the lead GENERATION tactics, but unfortunately i feel it becomes very academic on those topics, and offers quite less practical information. The part of organizing the sales - marketing relations is good. But then no need call the book as GENERATION.
Anyway, if you want to view the "lead management" topic deeply, you need both mentioned books. IMHO.

1 of 2 people found the following review helpful:

2 out of 5 stars

I'm not that smart, 2007-11-25
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 producing.

1 of 2 people found the following review helpful:

5 out of 5 stars

Every company leader ought to read this book, 2007-11-15
This book does a great job of covering an important topic that few companies in the business to business space get. Most companies look for the "silver bullet" but there is no such thing.

In this world of emails, voicemails and meetings, it is harder and harder to get in to see senior executives. Only patient and consistent nurturing will build your credibility and get you in.

Read this book -- twice.

2 of 2 people found the following review helpful:

4 out of 5 stars

Very Helpful At Very Short Notice!, 2007-07-20
I needed to know a lot about generating leads in a market that I wasn't familiar with. And I didn't have time to do lots of research. This book gave me just the important points I needed to know to develop a solid lead generation marketing plan. And it was very realistic about lead management, the relationship between sales and marketing, and lots of tips on how to make it better.

4 of 6 people found the following review helpful:

2 out of 5 stars

Tried hard to like this book, but..., 2007-07-06
I tried hard to like this book but I just couldn't get there.

It is a generalist book. You would be better served to purchase books that extensively develop some of the key points. I found this one wanting.

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