Sales performance improvement of 5% – 35% for any business to business sales team in 2 – 6 months

Lead Generation by Brian J Carroll - Book Review

In the new tradition of more accessible micro articles, this review is 117 words:

Assigning sole responsibility for lead generation to marketing is abdication. While this book offers wisdom for marketers, it also delivers solid science to support sales prospecting.

If marketing doesn’t produce enough leads and sales people fail to make up the difference, this book provides extensive help for both.

A few things I thought particularly notable:
Chapter 5 on value propositions and integrating them with the customers buying process
The message map on page 65

Developing sales and marketing pipelines separately
Comprehensive integration of new and traditional methods

If you generate your own leads or if you want to make marketing and sales functions work together, Lead Generation for the Complex Sales offers and accessible and thorough guide.

Micro book review by Clive Miller

ISBN 13: 978-0-07-145897-9

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Event Calender

Sell Consulting Services - 2 days commencing March 17th 2010.

Sell through Partners - 2 days commencing March 24th 2010.

Key Account Management - 2 days commencing April 13th 2010.

Sales Master Class - 4 days commencing May 5th 2010.

Enterprise Selling - 2 days commencing May 12th 2010.

Unlock the Door - 1 day commencing May 20th 2010.

Sell by Telephone - 2 days commencing June 8th 2010.

Master Negotiation - 2 days commencing June 15th 2010.

Sales Foundation - 4 days commencing July 8th 2010.

Speaking on your Feet - 2 days commencing July 13th 2010.

Manage for Sales Performance - 4 days commencing Sept 7th 2010.

Sales Training Venue - Wokefield Park, close to J11 of the M4 in Berkshire.

Sales performance improvement of 5% – 35% for any business to business sales team in 2 – 6 months