Lead generation for the complex sale
By: by Brian Carroll.
Publisher: McGraw-Hill
Published: 2005
Place of publication: New York
Language: eng
Subjects: Sales management.; Relationship marketing.
Notes: Includes index.
Table of contents: value: The essential lead generation mindset; value: Getting marketing and sales on the same team; value: Defining your best lead; value: Lead generation ROI depends on data quality; value: Relevance; value: what's your value proposition?; value: Get the pipeline flowing; value: An interactive lead generation approach; value: Phone calls that get leads; value: Emailing with credibility for lead generation; value: Using public relations for lead generation; value: Events for lead generation; value: Lead generation on the web; value: Lead generation through direct mail; value: Lead generation through a referral program; value: Future lead generation tactics?; value: Working with your leads during the sale; value: Evaluating your leads; value: Lead nurturing.