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...

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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Carroll, Brian J. (Brian James), 1970-
Format: Electronic eBook
Language:Inglés
Published: New York : McGraw-Hill, ©2006.
Subjects:
Sales management.
Relationship marketing.
Ventes > Gestion.
Marketing relationnel.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Relationship marketing
Sales management
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • 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.

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