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Arden Hills, MN, June 13, 2006 -- According to studies, the single biggest issue for contemporary business-to-business marketers is effective lead generation. With that understanding, Brian J. Carroll shows how to boost the quality and quantity of leads to increase ROI in his new book published today, Lead Generation for the Complex SaleŽ (McGraw-Hill, ISBN 0071458972, $24.95). Carroll is CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Listed as one of the fastest growing private companies in the U.S. by Inc. magazine, InTouch has achieved a five-year sales growth of 430 percent.
"With the complex sale emerging as the norm in today's business-to-business environment, it's more challenging than ever to keep a consistent stream of qualified leads in your sales pipeline," says Carroll. "You've probably lost critical hours by relying on outdated methods or spinning your wheels looking for new tactics to push the sales needle forward. I wrote Lead Generation for the Complex SaleŽ to profoundly change the way people think about lead generation by sharing my philosophy, strategies, and proven methodologies."
Lead Generation for the Complex SaleŽ arms readers with a sophisticated multimodal approach to generating highly profitable leads for complex sales. Carroll reveals key strategies that readers can implement immediately to win new customers, accelerate growth, and improve return on investment. Carroll's unique multimodal integration of tactics and best practices empowers readers to:
- Align sales and marketing efforts to optimize the number of leads.
- Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more.
- Create value for the prospective customer throughout the buying process.
- Manage a large group of leads without feeling overwhelmed.
- Work with leads during the closing process.
- Avoid lulls in the sales cycle.
- Dialog with numerous executives as trusted advisors.
- Increases the percentage of leads that become profitable customers.
- Identify and prioritize best prospects.
- Ready oneself for what's next - new and promising tactics.
"I heartily recommend Lead Generation for the Complex SaleŽ because it's packed with practical hands-on advice," says Anne Holland, publisher, MarketingSherpa, Inc. "In particular, Chapter 3 'Defining Your Best Lead' should be required reading for CSOs and CMOs alike before you invest in any more demand generation campaigns!" Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in major metropolitan newspapers and business publications, and is regularly quoted as a lead generation expert online and offline, including: BtoB Magazine, CMO Magazine, The Wall Street Transcript, Inc. Magazine, Direct Marketing News, MarketingProfs, MarketingSherpa, and RainToday. His acclaimed, B2B Lead Generation Blog, was recently named Best B-to-B Marketing Blog of 2006 by MarketingSherpa readers and is read by thousands each week.
Lead Generation for the Complex SaleŽ Lead Generation for the Complex Sale details a proven approach to lead generation that has resulted in 2,000 to 5,000 percent return on investment. Author Brian Carroll arms readers with several sophisticated methods for generating highly profitable leads for complex sales. Carroll is CEO of InTouch, Inc. and an expert in lead generation solutions; his book reveals key multimodal strategies that you can implement immediately to win new customers, accelerate growth and improve ROI. For more information, please visit http://www.leadgenerationbook.com/.
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