Brian Carroll Brian Carroll is founder and CEO of InTouch, a B2B marketing firm and one of the first companies to provide lead generation services for the complex sale. Brian is a recognized expert in lead generation and author of the popular book, Lead Generation for the Complex Sale (McGraw Hill, 2006).  Brian's been profiled and regularly quoted in numerous publications and he speaks to thousands of people a year on improving sales effectiveness, marketing and lead generation strategies. His acclaimed, B2B Lead Generation blog , was named the Best B-to-B Marketing Blog by MarketingSherpa readers and is read by thousands each week. Follow Brian Carroll via Twitter

	Event Details Harvard Club, Boston, MA Tuesday, May 15, 2007 Download the presentation 1.17 MB

Topic: Lead Generation for the Complex Sale

What are the three keys to generating leads in today's economy? Where should companies and individuals focus their time to keep a constant flow of qualified leads in their sales pipeline? How do you win new customers, accelerate growth and improve your return on investment through targeted prospects?

If these are questions you ask about your business, join us for an exceptional event with Brian J. Carroll, industry guru on B2B lead generation. 

In the past, lead generation campaigns have been largely based on sending out unfocused direct mail campaigns, flashy websites, sporadic tradeshow appearances, innumerable email blasts, and on and off telemarketing campaigns ...in the hope that something works. Marketers must move away from these "random acts of marketing" to a "consistent lead generation" model to maximize marketing ROI and company sales.

Brian will highlight eight critical success factors for lead generation you can implement to improve your new business development including:

• Align sales and marketing efforts to optimize the number of leads
• How to avoid lulls in the sales cycle
• Develop Universal Lead Definition (ULD) and ideal customer profile (ICP)
• How to increases the percentage of leads who become profitable customers
• Multi-modal lead nurturing
• A proven lead nurturing strategy that delivers results for the complex sale
• and more...