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A Multimodal approach to Lead Nurturing for Complex Sales
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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, June 6, 2007

A Multimodal approach to Lead Nurturing for Complex SalesView the webinar

ON24's Wednesday Webcast with Experts Series - Part 4 of 5

 

A Multimodal approach to Lead Nurturing for Complex Sales

 

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

 

Startling as it may seem, recent research (and even studies from ten years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent nearly 80% of potential sales.

 

The secret to successful lead generation and marketing in the business-to-business space today is the process called lead nurturing, which converts more inquiries into qualified leads and qualified leads into sales.

 

In this presentation, Brian Carroll, CEO of InTouch and author of the acclaimed book, Lead Generation for the Complex Sale (McGraw-Hill 2006) will share what's working to reach executive decision makers in mid-size to Fortune 500 companies. This action-oriented session will provide tips and best practices that you can use immediately.

 

During the presentation you will learn:

 

  • A proven lead nurturing strategy that delivers results for the complex sale
  • How multimodal lead nurturing increases your odds of winning more sales by 69 percent
  • The four most effective tactics used in a lead nurturing program
  • How to increases the percentage of leads who become profitable customers
  • An approach to dialog with numerous executives as trusted advisors
  • How lead nurturing can help you recapture lost leads and missed opportunities
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