Arden Hills, MN, (PRWEB) March 6, 2007 – Brian J. Carroll, noted lead generation expert, author of the popular book Lead Generation for the Complex Sale and CEO of InTouch, Inc ., will be presenting a five-part webinar series sponsored by ON24, the leading provider of webcasting and rich media marketing solutions, called Wednesday Webcasts with Experts.  The webinars will be held the first Wednesday of the month starting on March 7th, 2007 at 1:00 PM CST. The first topic of the webinar will be "How to Precisely Define a ‘Lead’ Before Marketing Begins.”

“I’ve spoken with hundreds of companies, and less than 10 percent have a definition of what a lead means that is clear, written down and unanimously agreed on by sales and marketing. Even in small companies I can ask three salespeople, ‘What is a good lead?’ and get three different answers,” noted Carroll.

In the first webinar of the series Carroll will show how to develop a clear definition of a qualified lead before launching your program. Other topics covered include:

• What works to develop an ideal customer profile
• How to handle the politics around lead definition
• What's a reasonable definition for a "hot" lead
• How to create a lead profile with useful details far beyond "whoever will buy our stuff"
• What must done to ensure your lead definition remains on target
• 9 Proven ways to get sales team to follow-up

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 blog, http://blog.startwithalead.com, is regularly read by thousands each week and was the winner of the 2006 best B2B marketing blog readers choice award from MarketingSherpa. 

About ON24 Inc.

ON24 Inc. (www.on24.com) is the global leader of webcasting and rich media marketing solutions. ON24’s solutions provide companies a full range of applications and services to meet corporate and marketing initiatives such as lead generation, conferences and events, product launches, continuing professional education, internal communications, and executive announcements.
 
More than 500 global organizations in publishing, technology, life sciences, government, and financial services rely on ON24, including Cardinal Health, Cisco Systems, Motorola, CMP Media, Credit Suisse, Department of Education, Hewlett-Packard, National Science Foundation, and Samsung. ON24 is headquartered in San Francisco, with offices in Washington, D.C., New York and London.

About InTouch, Inc.

InTouch, part of MECLABS Group family of companies (MarketingExperiments, MarketingSherpa, InTouch), optimizes lead generation ROI by providing the essential human touch that enables sales people to focus on selling and convert highly qualified leads into revenue.  As a leading provider of lead generation services for the complex sale InTouch generates sales leads and appointments with senior-level decision makers and influencers where qualified opportunities have been identified. It’s lead generation solutions include:  teleprospecting, lead management, lead nurturing, demand creation services and custom workshops for the complex sale. InTouch provides a range of solutions designed to help companies profile their sales prospects by building databases of likely buyers, uncovering viable opportunities and creating demand.

www.startwithalead.com

NOTE: Start with a lead, the InTouch logo, lead generation for the complex sale are registered with the U.S. Patent and Trademark Office. All other service marks or trademarks are the property of their respective owners.