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Lead generation for the complex sale : boost the quality and quantity of leads to increase your ROI /
This book presents a strategic, multi-modal approach to generating highly profitable leads. "Lead Generation for the Complex Sale" arms you with a proven approach to generating qualified leads for complex sales. The complex sale, a synthesis of consultative, competitive, and team selling t...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
©2006.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 100 | 1 | |a Carroll, Brian J. |q (Brian James), |d 1970- | |
| 245 | 1 | 0 | |a Lead generation for the complex sale : |b boost the quality and quantity of leads to increase your ROI / |c Brian J. Carroll. |
| 260 | |a New York : |b McGraw-Hill, |c ©2006. | ||
| 300 | |a 1 online resource (xiii, 218 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 347 | |a text file | ||
| 504 | |a Includes bibliographical references (pages 193-209) and index. | ||
| 505 | 0 | |a 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 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. | |
| 520 | 8 | |a This book presents a strategic, multi-modal approach to generating highly profitable leads. "Lead Generation for the Complex Sale" arms 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. | |
| 546 | |a English. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Sales management. | |
| 650 | 0 | |a Relationship marketing. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 6 | |a Marketing relationnel. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x Management. |2 bisacsh | |
| 650 | 7 | |a Relationship marketing |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Carroll, Brian J. (Brian James), 1970- |t Lead generation for the complex sale. |d New York : McGraw-Hill, ©2006 |z 0071458972 |w (DLC) 2005020712 |w (OCoLC)61204310 |
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