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 Tuesday, February 3, 2009 View the webinar

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.

If you don’t have a Universal Lead Definition you could be crippling your campaigns ROI.  Brian Carroll, a lead generation expert, will show you 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. 

During the webinar you will learn:

• How to handle the politics around lead definition
• What's a reasonable definition for a "hot" lead
• How trigger events can improve your relevancy and conversion by 400%
• How to leveraging trigger events to increase your odds
• Keys to developing an ideal customer profile far beyond "whoever will buy our stuff"
• What must done to ensure your lead definition remains on target