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

Category	Uncategorized
Pages	224
ISBN10	0071458972
Tags	complex generation lead leads sales
Description	Brian Carroll, "Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI" M g H \| 2006 \| ISBN: \| 224 pages \| PDF \| 1,5 MB 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. "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 Download

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