Title:
Lead generation for the complex sale : boost the quality and quantity of leads to increase your ROI
Author:
Carroll, Brian J. (Brian James), 1970-
ISBN:
9780071458979
Personal Author:
Publication Information:
New York : McGraw-Hill, c2006.
Physical Description:
xiii, 218 p. : ill. ; 24 cm.
Contents:
Essential lead generation -- Marketing and sales : one team in the complex sale -- Defining your best lead -- Lead generation ROI depends on data quality -- The value proposition -- Building the lead generation plan-- critical success factors -- Synergies in tactics -- The phone -- E-mailing with credibility -- Public relations and lead generation -- Event marketing -- Lead generation on the Web -- Lead generation and direct mail -- Lead generation and referrals -- Blogs, podcasting, and the brave new world of lead generation -- Working with your leads -- ROI measurement and metrics -- Lead nurturing.
Electronic Access:
Table of contents http://www.loc.gov/catdir/toc/ecip0516/2005020712.html