Lead Generation For The Complex Sale

I'm already into the first chapter of Brian Carroll's "Lead Generation for the Complex Sale" (McGraw-Hill). It's due in stores mid-June, and I hope to give you a sneak peek before then. This book solves specific problems people with long complex sales cycles face daily.

Brian hopes "to profoundly change the way people think about lead generation." And I whole heartedly agree with his mission. Lead generation in business-to-business industrial and professional services firms (that's you) are struggling with the ...

• Lack of a systematic approached designed to attract profitable customers,
• Failure to create value for the prospective customer throughout the buying process,
• Inability to manage a larger group of leads without feeling overwhelmed,
• Delays that create lulls in the overall sales cycle and slow down conversion,
• Poor lead quality that makes return on investment difficult from day one,

What Brian has to say about the unique demands of the complex sale and lead generation overall is aligned with what I've shared with clients for years. I hope some of you will finally "get it" and stop doing sales lead generation the hard way.

Now if Brian and I agreed on everything then one of us wouldn't be needed. As I make my way through "Lead Generation for the Complex Sale", I'll be sure to check in here to share insights relevant to your daily needs. His event marketing lead generation funnel on pg. 125 was a bit of a surprise.

In case you're wondering who the heck Brian Carroll is ... he's the founder and CEO of InTouch Inc. Listed as one of the fastest growing private companies in the US by Inc. Magazine with a five-year sales growth of 430 percent. I've interviewed Brian a number of times for GOLD members, you can learn more about Brian at http://startwithalead.com/

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