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Lead Generation Modality Map For Complex Sales

By Brian Carroll
Expert Author
Article Date: 2005-02-21

I asked InTouch client, Cheryl Hatlevig of Adesso Systems, to share her philosophy on doing lead generation for the complex sale.

Link: Adesso Systems

She has a brilliant perspective that I wanted to share.

"I look at our lead generation efforts, specifically in this economy, as a financial portfolio. If I can't measure the tactics or programs in terms on return on invest to the organization…leads generated, business closed, opportunities in the funnel, then why should I expect the company to invest in my fund."

I agree her completely - lead generation for the complex sale requires a holistic, disciplined and multi-modal approach.

A while back, I did some brainstorming for my forthcoming book, Start With A Lead: Lead Generation Strategies for the Complex Sale, I mapped out some of the main lead generation modalities.

Here's the lead gernation modality mindmap that I came up with.

(Click image to enlarge)

Are there any tactics/modalities that I'm missing?

About the Author:
Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."

Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.

Lead Generation Modality Map For Complex Sales