Additional Resources: Lead Generation for the Complex Sale

Summary of Contents:

• Acknowledgements


• 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: Emailing 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