VEChannel Event Profile

A Multimodal Approach to Lead Nurturing for Complex Sales

If you are like most B2B marketers, lead generation is at the top of your priority list. But as you may already know, generating tons of leads doesnt guarantee more sales will follow. Startling as it may seem, longerterm leads (future opportunities) which are often ignored by salespeople, represent nearly 80% of potential sales. The secret to successful lead generation and marketing in the businesstobusiness space today is the process called lead nurturing, which converts more inquiries into qualified leads and qualified leads into sales. In this presentation, Brian Carroll, CEO of InTouch and author of the popular new book, Lead Generation for the Complex Sale will share whats working to reach executive decision makers earlier in their buying process. This actionoriented session will provide tips and best practices that you can use immediately. During the presentation you will learn: How multimodal lead nurturing increases your odds of winning more sales by 69 percent A proven lead nurturing strategy that delivers results for the complex sale The most effective tactics used in a lead nurturing program An approach to dialog with numerous executives as trusted advisors How lead nurturing can help you recapture lost leads and missed opportunities Brian J. Carroll is CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale and recognized by Inc. magazine as one of Americas fastest growing companies. Brian is a recognized leader in lead generation and author of the popular new book, Lead Generation For The Complex Sale. His acclaimed, B2B Lead Generation Blog was recently named Best BtoB Marketing Blog of 2006 by MarketingSherpa readers.

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