Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your Roi: Boost the Quality and Quantity of Leads to Increas Hardcover - 2006 - 1st Edition

From the rear 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