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Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
CITATION
Carroll, Brian
.
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
.
US
: McGraw-Hill, 2006.
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Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
Authors:
Brian Carroll
Published:
May 2006
eISBN:
9780071491761 0071491767
|
ISBN:
9780071458979
Open eBook
Book Description
Table of Contents
Contents
Acknowledgments
Introduction
Part One: Fundamentals of Lead Generation for the Complex Sale
Chapter One: Essential Lead Generation
Chapter Two: Marketing and Sales: One Team in the Complex Sale
Chapter Three: Defining Your Best Lead
Chapter Four: Lead Generation ROI Depends on Data Quality
Chapter Five: The Value Proposition
Chapter Six: Building the Lead Generation Plan—Critical Success Factors
Part Two: Lead Generation Tactics for the Complex Sale
Chapter Seven: Synergies in Tactics
Chapter Eight: The Phone
Chapter Nine: E-Mailing with Credibility
Chapter Ten: Public Relations and Lead Generation
Chapter Eleven: Event Marketing
Chapter Twelve: Lead Generation on the Web
Chapter Thirteen: Lead Generation and Direct Mail
Chapter Fourteen: Lead Generation and Referrals
Chapter Fifteen: Blogs, Podcasting, and the Brave New World of Lead Generation
Part Three: Lead Development for the Complex Sale
Chapter Sixteen: Working with Your Leads
Chapter Seventeen: ROI Measurement and Metrics
Chapter Eighteen: Lead Nurturing
Bibliography
Index
