The Hands-On, Up-to-the-Minute Guide to Generating Better-Qualified, Quicker-to-Close B2B Leads! Lead generation is aJob Onea: B2B marketersa single most important objective. Maximizing Lead Generation brings together everything you need to know to do it right. Fast-paced and 100% practical, it will help you achieve outstanding results in any B2B marketplaceafrom enterprise technology to industrial equipment to professional services. World-renowned expert Ruth P. Stevens helps you bring science and systematization to all facets of lead generation, building on process, best practices, continuous testing, and ongoing improvement. Youall learn how to maximize the value of tried-and-true B2B tools and the newest social, web, and search technologies. Stevens offers indispensable insights for the entire lead lifecycle, including qualification, nurturing, measurement, and tracking. Organized for clarity, usability, and speed, this book will help you supercharge salesforce productivityaand company profits. Youall Learn How To: ac Develop and refine rules that consistently lead to higher-quality leads ac Gain deeper insights into your customers and their buying processes ac Build sophisticated, accurate marketing databases ac Identify the media most likely to work for you ac Execute highly effective campaigns ac Drive huge ROI improvements ac Use BANT and other qualification criteria ac Apply new anurturinga techniques to convert adudsa into adiamondsa ac Track results and quantify the business value of campaigns ac Utilize best practices content marketing and marketing automation ac Integrate continuous improvement into lead generation ac Discover 10 trends that will transform the way you prospectOrganized for clarity, usability, and speed, this book will help you supercharge salesforce productivityaand company profits.
|Title||:||Maximizing Lead Generation|
|Author||:||Ruth P. Stevens|
|Publisher||:||Pearson Education - 2011-07-05|