How to Develop a B2B Lead Nurturing Program that Really Works

Presenter: Brian Carroll
Broadcast on Thursday, December 20, 2007
Duration: 90 minutes
Cost: $129

   

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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 doesn't guarantee more sales will follow.

Startling as it may seem, research shows that longer-term leads, often lost, ignored or discarded by salespeople, represent a majority of your future sales.

The secret to successful lead generation and B2B marketing today is the process of lead nurturing, which converts more leads into sales opportunities by adding critical human touch.

In this presentation, Brian Carroll, CEO of InTouch and author of the popular book, Lead Generation for the Complex Sale (McGraw-Hill 2006) will share how you can develop a lead nurturing program that really works. This action-oriented session will provide tips and best practices that you can use immediately.

You Will Learn

This 90-minute session will cover how to...

• Develop a multi-modal lead nurturing process that really works
• Become the “go to company” with the human touch
• Cultivate relationships as a trusted advisors
• Reengage lost leads and opportunities
• Overcome the most common nurturing mistakes
• Filter relevant content for your prospects and clients
• Leverage other people's knowledge and build a content library for nurturing
• Sell more by sharing your expertise
• Use the halo effect to improve your reputation
• Nurture clients and prospects with quality content
• Generate more referrals

Who Should Attend

CMOs, CSOs, VPs of Marketing, VPs of Sales, Marketing Operations, Business Development, Directors of Marketing, Directors of Sales, Sales Managers, Marketing Managers, and Strategic or Global Account Sellers.

About The Presenter

Brian 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 America's fastest growing companies.

Brian is a recognized leader in lead generation and author of the popular book, Lead Generation for the Complex Sale (www.leadgenerationbook.com). From its debut, it has been one of the top 100 sales and marketing books and has been recommended as one of the best marketing titles published in the past year by the Wall Street Journal, Target Marketing Magazine, BtoB Magazine and Software CEO.

Brian also speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. His acclaimed, B2B Lead Generation Blog (http://blog.startwithalead.com) has been named the Best B-to-B Marketing Blog for the past three years by MarketingSherpa and is read by thousands each week.

What Participants Said

Of the participants who evaluated this seminar, 90% would recommend it to a colleague. Some of their comments:

"If salesguys are complaining [about] the leads marketing is giving them, then sit down with them and listen to this seminar. It will give everyone some talking points about how marketing can tailor the messages and how both marketing and sales can reach out to leads from cold through warm to hot and turn the temperature up on more of them than you thought possible."

"Brian Carroll provides practical advice with the necessary how-to information."

"I actually had our salesmen sit in on this and we got quite a few ideas to pursue for our company."

"If you need a process for lead nurturing, this is where you start. Key learning: Measure progress, not activity. Happy selling."

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