Item description for Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI by Brian J. Carroll...
The complex sale, a synthesis of consultative, competitive, and team selling that targets potential buyers for team service solutions, is the norm in today's B2B environment. In this bestseller, you'll learn how to target prospects early in the buying process and make the most efficient use of sales productivity and marketing resources.
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Release Date Jan 25, 2008
Publisher American Media International
ISBN 1933309601 ISBN13 9781933309606
Availability 0 units.
More About Brian J. Carroll
Brian J. Carroll is founder and CEO of InTouch Incorporated, one of the first companies to provide lead generation solutions for the complex sale and recognized by Inc. magazine as one of America's fastest growing companies. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in publications including "The Wall Street Transcript, Sales and Marketing Management," and "Inc." His blog, http: //blog.startwithalead.com/weblog/ is read by thousands each week.
Brian J. Carroll was born in 1970 and has an academic affiliation as follows - Performance Improvement Consulting Inc., Downers Grove, Illi.
Reviews - What do customers think about Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI?
Very good resource, in case you are in mess BUT...... Feb 23, 2008
It's fairly good book, though personally I liked more:
Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer (Hardcover - Jan 5, 2007)
The fact, why I entered just 4 stars, is that book claims to be offering the lead GENERATION tactics, but unfortunately i feel it becomes very academic on those topics, and offers quite less practical information. The part of organizing the sales - marketing relations is good. But then no need call the book as GENERATION. Anyway, if you want to view the "lead management" topic deeply, you need both mentioned books. IMHO.
I'm not that smart Nov 25, 2007
I couldn't get into this book. This would probably be a good book for a management team or some over quantified bean counter but for the average producer it gets in the way of just producing.
Every company leader ought to read this book Nov 15, 2007
This book does a great job of covering an important topic that few companies in the business to business space get. Most companies look for the "silver bullet" but there is no such thing.
In this world of emails, voicemails and meetings, it is harder and harder to get in to see senior executives. Only patient and consistent nurturing will build your credibility and get you in.
Read this book -- twice.
Very Helpful At Very Short Notice! Jul 20, 2007
I needed to know a lot about generating leads in a market that I wasn't familiar with. And I didn't have time to do lots of research. This book gave me just the important points I needed to know to develop a solid lead generation marketing plan. And it was very realistic about lead management, the relationship between sales and marketing, and lots of tips on how to make it better.
Tried hard to like this book, but... Jul 6, 2007
I tried hard to like this book but I just couldn't get there.
It is a generalist book. You would be better served to purchase books that extensively develop some of the key points. I found this one wanting.