Maximizing Lead Generation: The Complete Guide for B2B Marketers (Que Biz-Tech)

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The Hands-On, Up-to-the-Minute Guide to Generating Better-Qualified, Quicker-to-Close B2B Leads!

 

Lead generation is “Job One”: B2B marketers’ single most important objective. Maximizing Lead Generation brings together everything you want to know to do it right. Fast-paced and 100% practical, it is going to assist you to achieve outstanding ends up in any B2B marketplace—from enterprise technology to industrial equipment to professional services and products.

 

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. You’ll discover ways to maximize the value of tried-and-true B2B tools and the newest social, web, and search technologies. Stevens offers indispensable insights for all of the lead lifecycle, including qualification, nurturing, measurement, and tracking.

 

Organized for clarity, usability, and speed, this book will assist you to supercharge salesforce productivity—and company profits.

 

You’ll Learn How To:

• Develop and refine rules that consistently lead to higher-quality leads

• Gain deeper insights into your customers and their buying processes

• Build sophisticated, accurate marketing databases

• Identify the media in all probability to work for you

• Execute highly effective campaigns

• Drive huge ROI improvements

• Use BANT and other qualification criteria

• Apply new “nurturing” techniques to convert “duds” into “diamonds”

• Track results and quantify the business value of campaigns

• Utilize best practices content marketing and marketing automation

• Integrate continuous improvement into lead generation

• Discover 10 trends as a way to turn out to be the way you prospect


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