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How to Precisely Define a "Lead" Before Marketing Begins
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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
Webinar
Wednesday, March 7, 2007

How to Precisely Define a View the webinar
InTouch ICP & ULD Workshop AgendaDownload the "InTouch ICP & ULD Workshop Agenda"37 KB

ON24's Wednesday Webcast with Experts Series - Part 1 of 5

How to Precisely Define a “Lead” Before Marketing Begins

If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of “leads” doesn’t guarantee sales will follow.

Does the sales department either ignore your hard-won leads or complain about their quality? Your problem is partly solved if you can get company-wide approval for a clear definition of what a qualified lead is prior to launching your campaign.

If you don’t have a ULD you could be crippling your campaigns ROI.  Learn how to develop a clear definition of what a qualified lead is prior to launching your campaign so you can deliver leads that your sales people will love. 

In this session you'll learn:

ü       How to handle the politics around lead definition.

ü       What's a reasonable definition for a "hot" lead.

ü       How to create a lead profile with useful details far beyond "whoever will buy our stuff."

ü       What must done to ensure your lead definition remains on target 

Can InTouch help you with your lead generation needs?  Give us a call at 1-800-810-7710, send us an e-mail, or use our contact us form. 

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