Optimizing the Lead: How MECLABS is testing a data-driven optimization process that goes beyond lead capture

Brian Carroll, Executive Director, Revenue Optimization, MECLABS

Generating a lead is only the beginning of a complex sales funnel. Learn how you can implement the principles of optimization to improve your lead management process.

Join Brian Carroll, Executive Director of Revenue Optimization at MECLABS and author of Lead Generation for the Complex Sale (McGraw-Hill) as he shows the methodology the MECLABS team has developed to implement successful lead management processes in companies around the world. Learn transferable, actionable principles that maximize the quality and quantity of your pipeline.

In this session you'll learn how to:

• Improve the quality of sales-ready leads with a simple definition exercise
• Segment and score leads to maximize effective selling time
• Build nurturing tracks and continue a relevant, well-timed conversation with your prospects
• Align your marketing and sales teams to keep the pipeline flowing