Todd's Results Chart and BlackBerry - 2007
Learn the purpose behind the chart and the Blackberry.


Lead Generation for the Complex Sale

by Brian J. Carroll

Key takeaway tip – Do you have a sales process that requires education and nurturing over a long time (6 to 36 months), involving a sophisticated, highly customized solution to a key business issue facing a company? If so, you have a "complex sale." The author first discusses the implications of a complex sale and then outlines some steps to address these, including:

  • Defining your best leads, and focusing on quality, not quantity.
  • Getting crystal clear about your value proposition, so that it can be consistently communicated throughout the marketing and selling processes.
  • Defining and executing a consistent multimodal lead generation plan with tactics relevant to your line of business – phone calls, e-mail, online marketing, events, direct mail, referrals, public relations, web site, and the like.

A convenient executive summary of the entire book can be found in chapter six – the critical success factors for building a lead generation plan.


Latest Todd's Results

Read about Todd's last accountability check-in and what he learned from the 6 year program.

About Todd's Results

This monthly series is Todd's continuing journey of "Intentional Reality" through the process of personal accountability. What's at stake? Todd's BlackBerry.

Check back each month to find out if Todd met his accountability goals or if he had to give up his BlackBerry.