60 http://www.prwebpodcast.com A Top 30 Stream of FRESHSPOT MARKETING Press Releases (in MP3 format) via PRWeb podEditor@emediawire.com (PRWeb) podMaster@emediawire.com Wed, 20 Aug 2008 11:09:14 -0700 FRESHSPOT MARKETING http://www.prweb.com/prwebrss.gif 130 49 http://prwebpodcast.com Copyright PRWeb International, Inc. en-us http://blogs.law.harvard.edu/tech/rss A Top 30 Stream of FRESHSPOT MARKETING Press Releases (in MP3 format) via PRWeb A Top 30 Stream of FRESHSPOT MARKETING Press Releases (in MP3 format) via PRWeb podEditor@emediawire.com PR Web PRWeb no http://www.prweb.com/releases/2007/5/prweb521821.htm http://www.prweb.com/releases/2007/5/prweb521821.htm David Meerman Scott, author of "The New Rules of Marketing & PR" says that Public Relations agency people have been shotgun-blasting news releases and blind pitches to hundreds (or even thousands) of journalists at a time - without giving any thought to what each reporter actually covers - just because the it so darn simple to do. [PRWeb May 16, 2007] http://www.prweb.com/releases/2007/5/prweb521821.htm Fri, 11 May 2007 16:18:38 -0700 podcrew@extrahoop.com "The New Rules of Marketing & PR: How to use news releases, blogs, podcasts, viral marketing & online media to reach your buyers directly." According to Scott, you can find the e-mail addresses of reporters and editors in seconds, either through commercial services that sell subscriptions to their databases of thousands of journalists or simply by using a search engine. "Unfortunately, way too many PR people are spamming journalists with unsolicited and unrelenting commercial messages in the form of news releases and untargeted broadcast pitches," Scott says. "I hate to say it, but for me and among the many other journalists I speak with, the PR profession has become synonymous with spammers." Like all journalists, Scott's e-mail address is available in many places: in the articles he writes for magazines and online media sites, on his marketing blog, and other places. "That easy availability means that my email address has also been added to numerous databases and lists of journalists. Unfortunately, my e-mail address also gets added (without my permission) to many press lists that PR agencies and companies compile and maintain; so whenever they have a new announcement, no matter what the subject, I'm part of the broadcast message. This form of interaction with the media is ineffective." In his new book, Scott, an online PR and thought leadership expert who has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row,.provides his "new rules for media relations." With extensive case studies and how to information, Scott shows PR professionals at agencies as well as those who work for companies, nonprofits, and other organizations how to reach the media effectively without using the tactics that annoy journalists. Scott's book "The New Rules of Marketing & PR: How to use news releases, blogs, podcasts, viral marketing & online media to reach your buyers directly" will be published by John Wiley & Sons, Inc. in June 2007. The book, featuring a foreword by Robert Scoble, Vice President Media Development at PodTech.net, co-author of Naked Conversations, and one of the world's most popular bloggers at Scobleizer.com is available for pre-order at Amazon.com, BarnesAndNoble.com and wherever business books are sold. ISBN: 0-470-11345-6 David Meerman Scott is an online thought leadership strategist. The programs he has developed have won numerous awards and are responsible for selling over one billion dollars in products and services worldwide. He has lived and worked in New... To read the press release in full goto http://www.prweb.com/releases/2007/5/prweb521821.htm]]> David Meerman Scott Journalists Increasingly Consider PR People Spammers, Says Online PR and Viral Marketing Expert "The New Rules of Marketing & PR: How to use news releases, blogs, podcasts, viral marketing & online media to reach your buyers directly." According to Scott, you can find the e-mail addresses of reporters and editors in seconds, either through commercial services that sell subscriptions to their databases of thousands of journalists or simply by using a search engine. "Unfortunately, way too many PR people are spamming journalists with unsolicited and unrelenting commercial messages in the form of news releases and untargeted broadcast pitches," Scott says. "I hate to say it, but for me and among the many other journalists I speak with, the PR profession has become synonymous with spammers." Like all journalists, Scott's e-mail address is available in many places: in the articles he writes for magazines and online media sites, on his marketing blog, and other places. "That easy availability means that my email address has also been added to numerous databases and lists of journalists. Unfortunately, my e-mail address also gets added (without my permission) to many press lists that PR agencies and companies compile and maintain; so whenever they have a new announcement, no matter what the subject, I'm part of the broadcast message. This form of interaction with the media is ineffective." In his new book, Scott, an online PR and thought leadership expert who has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row,.provides his "new rules for media relations." With extensive case studies and how to information, Scott shows PR professionals at agencies as well as those who work for companies, nonprofits, and other organizations how to reach the media effectively without using the tactics that annoy journalists. Scott's book "The New Rules of Marketing & PR: How to use news releases, blogs, podcasts, viral marketing & online media to reach your buyers directly" will be published by John Wiley & Sons, Inc. in June 2007. The book, featuring a foreword by Robert Scoble, Vice President Media Development at PodTech.net, co-author of Naked Conversations, and one of the world's most popular bloggers at Scobleizer.com is available for pre-order at Amazon.com, BarnesAndNoble.com and wherever business books are sold. ISBN: 0-470-11345-6 David Meerman Scott is an online thought leadership strategist. The programs he has developed have won numerous awards and are responsible for selling over one billion dollars in products and services worldwide. He has lived and worked in New... To read the press release in full goto http://www.prweb.com/releases/2007/5/prweb521821.htm]]> 00:15:00 no http://www.prweb.com/releases/2006/8/prweb414860.htm http://www.prweb.com/releases/2006/8/prweb414860.htm Brian J. Carroll, known throughout the U.S. as a B2B lead generation expert and author of Lead Generation for the Complex Sale, offers a complimentary e-book highlighting proven ways to improve new business development and revenue programs. [PRWeb Aug 1, 2006] http://www.prweb.com/releases/2006/8/prweb414860.htm Fri, 28 Jul 2006 17:03:17 -0700 podcrew@extrahoop.com Lead Generation for the Complex Sale and CEO of InTouch, Inc., today announced the publication of a new complimentary 27-page e-book titled Start With A Lead: Eight critical success factors for lead generation. “I’ve reached many people with my new book, my blog and the services of my company,” says Brian J. Carroll. “But in order to deliver my messages to an even wider audience around the world, I wanted to publish a free e-book with some of my ‘greatest hits’ of lead generation. In the ebook, I show readers critical success factors, such as where companies and individuals should focus their time to keep a constant flow of qualified leads in their sales pipeline and how to win new customers, accelerate growth and improve your return on investment through targeted prospects.” Brian J. Carroll is a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Unlike other sales-related authors, Carroll runs a successful marketing and promotion company. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. In Start With A Lead: Eight critical success factors for lead generation Carroll highlights “the critical eight” proven ways to improve new business development and revenue programs, including: 1. Conversation, not campaign 2. Sales and Marketing as a team 3. An ideal customer profile 4. A universal lead definition 5. An effective lead management process 6. A foundational database 7. Integrated multimodal tactics 8. Consistent lead nurturing “Brian provides practical and useful tools for building your sales and marketing efforts into a powerful system to generate high quality leads,” says Neil Rackham, author of SPIN Selling. To download a free copy of Start With A Lead: Eight critical success factors for lead generation, please visit: http://www.startwithalead.com/ebooks Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in major metropolitan newspapers and business publications and is regularly quoted as a lead generation expert online and offline, including: BtoB Magazine, CMO Magazine, The Wall Street Transcript, Inc. magazine, Direct Marketing News, MarketingProfs, MarketingSherpa, and RainToday. His acclaimed blog, http://blog.startwithalead.com, is regularly read by thousands each week and was the winner of the 2006 best B2B marketing blog readers choice award from MarketingSherpa. Lead Generation for... To read the press release in full goto http://www.prweb.com/releases/2006/8/prweb414860.htm]]> Wayne Hamilton Brian J. Carroll's Free E-book "Start With A Lead" Shows How to Develop High Volume, High Quality B2B Lead Programs Lead Generation for the Complex Sale and CEO of InTouch, Inc., today announced the publication of a new complimentary 27-page e-book titled Start With A Lead: Eight critical success factors for lead generation. “I’ve reached many people with my new book, my blog and the services of my company,” says Brian J. Carroll. “But in order to deliver my messages to an even wider audience around the world, I wanted to publish a free e-book with some of my ‘greatest hits’ of lead generation. In the ebook, I show readers critical success factors, such as where companies and individuals should focus their time to keep a constant flow of qualified leads in their sales pipeline and how to win new customers, accelerate growth and improve your return on investment through targeted prospects.” Brian J. Carroll is a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Unlike other sales-related authors, Carroll runs a successful marketing and promotion company. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. In Start With A Lead: Eight critical success factors for lead generation Carroll highlights “the critical eight” proven ways to improve new business development and revenue programs, including: 1. Conversation, not campaign 2. Sales and Marketing as a team 3. An ideal customer profile 4. A universal lead definition 5. An effective lead management process 6. A foundational database 7. Integrated multimodal tactics 8. Consistent lead nurturing “Brian provides practical and useful tools for building your sales and marketing efforts into a powerful system to generate high quality leads,” says Neil Rackham, author of SPIN Selling. To download a free copy of Start With A Lead: Eight critical success factors for lead generation, please visit: http://www.startwithalead.com/ebooks Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in major metropolitan newspapers and business publications and is regularly quoted as a lead generation expert online and offline, including: BtoB Magazine, CMO Magazine, The Wall Street Transcript, Inc. magazine, Direct Marketing News, MarketingProfs, MarketingSherpa, and RainToday. His acclaimed blog, http://blog.startwithalead.com, is regularly read by thousands each week and was the winner of the 2006 best B2B marketing blog readers choice award from MarketingSherpa. Lead Generation for... To read the press release in full goto http://www.prweb.com/releases/2006/8/prweb414860.htm]]> 00:15:00 no http://www.prweb.com/releases/2006/7/prweb409038.htm http://www.prweb.com/releases/2006/7/prweb409038.htm Brian J. Carroll, CEO of InTouch, Inc. and author of Lead Generation for the Complex Sale?, works with hundreds of companies that have complex sales processes to help them create a successful lead nurturing strategy for generating more revenue. [PRWeb Jul 25, 2006] http://www.prweb.com/releases/2006/7/prweb409038.htm Fri, 14 Jul 2006 13:05:37 -0700 podcrew@extrahoop.com Lead Generation for the Complex Sale and CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. “Lead nurturing is becoming a hot topic because there is increased competition in every industry,” Carroll says. “More people than ever are involved in the buying process for a complex sale. Companies are struggling with whether they should generate more leads. But it’s critical to remember that companies cannot afford to ignore customers who aren't ready to buy yet, and those customers might buy in the future.” According to Carroll, lead nurturing is a conversation, not a campaign. It is a back and forth dialogue. The challenge is connecting a value proposition with the customer’s needs. How a company sells provides a big indication of how it will service the customer in the future. When selling companies have the right mindset, which is being a trusted advisor, someone who asks questions, who is involved with the buying process, they will be successful. “The first key element is that sales and marketing are one team,” Carroll adds. “Lead nurturing is a vehicle for collaboration and for this to start happening. Marketing's purpose is to help the sales team sell. To start a successful lead nurturing program, you need to kick it off with a cross-functional team meeting. There is often a disconnect between the sales process, the buying process, and what marketing is doing. If someone is early in the buying process, being offered a demo won't be the most relevant thing. A white paper or case study is better.” In addition, Carroll says that sales and marketing need to be in agreement on who an ideal customer is, and that agreement becomes the standard. “You need to develop your targeted profile,” he says. “It is really important that sales can hand leads that aren't ready to buy yet back to marketing. Someone who downloads a white paper is considered a lead to marketing but not to sales. You can't nurture everyone. You just nurture the ones who fit your ideal customer profile. You can create different tracks. For example, level one gets nurtured on a monthly basis, level two gets quarterly. You can organize based on revenue potential, vertical market, or industry. There are two critical factors – where the lead is and who your ideal customer is. Keep track of the others in your database. Lead nurturing says to the sales team, ‘We want to help you sell, and we're going to generate content on your behalf that makes you look like a guru.’” “Brian Carroll has unveiled some of the most guarded secrets of lead... To read the press release in full goto http://www.prweb.com/releases/2006/7/prweb409038.htm]]> Wayne Hamilton The Critical Importance of Lead Nurturing in the Complex B2B Sales Process Lead Generation for the Complex Sale and CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. “Lead nurturing is becoming a hot topic because there is increased competition in every industry,” Carroll says. “More people than ever are involved in the buying process for a complex sale. Companies are struggling with whether they should generate more leads. But it’s critical to remember that companies cannot afford to ignore customers who aren't ready to buy yet, and those customers might buy in the future.” According to Carroll, lead nurturing is a conversation, not a campaign. It is a back and forth dialogue. The challenge is connecting a value proposition with the customer’s needs. How a company sells provides a big indication of how it will service the customer in the future. When selling companies have the right mindset, which is being a trusted advisor, someone who asks questions, who is involved with the buying process, they will be successful. “The first key element is that sales and marketing are one team,” Carroll adds. “Lead nurturing is a vehicle for collaboration and for this to start happening. Marketing's purpose is to help the sales team sell. To start a successful lead nurturing program, you need to kick it off with a cross-functional team meeting. There is often a disconnect between the sales process, the buying process, and what marketing is doing. If someone is early in the buying process, being offered a demo won't be the most relevant thing. A white paper or case study is better.” In addition, Carroll says that sales and marketing need to be in agreement on who an ideal customer is, and that agreement becomes the standard. “You need to develop your targeted profile,” he says. “It is really important that sales can hand leads that aren't ready to buy yet back to marketing. Someone who downloads a white paper is considered a lead to marketing but not to sales. You can't nurture everyone. You just nurture the ones who fit your ideal customer profile. You can create different tracks. For example, level one gets nurtured on a monthly basis, level two gets quarterly. You can organize based on revenue potential, vertical market, or industry. There are two critical factors – where the lead is and who your ideal customer is. Keep track of the others in your database. Lead nurturing says to the sales team, ‘We want to help you sell, and we're going to generate content on your behalf that makes you look like a guru.’” “Brian Carroll has unveiled some of the most guarded secrets of lead... To read the press release in full goto http://www.prweb.com/releases/2006/7/prweb409038.htm]]> 00:15:00 no http://www.prweb.com/releases/2006/7/prweb409036.htm http://www.prweb.com/releases/2006/7/prweb409036.htm The key strategies to win new customers, accelerate growth, and improve return on investment in Brian J. Carroll’s new book are just what sales and marketing people have been looking for and bloggers are abuzz. [PRWeb Jul 18, 2006] http://www.prweb.com/releases/2006/7/prweb409036.htm Fri, 14 Jul 2006 13:22:14 -0700 podcrew@extrahoop.com Lead Generation for the Complex Sale has consistently ranked among the top 100 books on Amazon.com in the sales and marketing book category since the book’s release on June 16. In the book, Carroll shows companies how to boost the quality and quantity of their sales leads to increase return on investment. Carroll is CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Listed as one of the fastest growing private companies in the U.S. by Inc. magazine, InTouch has achieved a five-year sales growth of 430 percent. “It’s amazing to me how powerful bloggers are today,” says Carroll. “In just a few short weeks, sales of my book have been propelled by word of blog. With a new post appearing nearly every day, I’m excited that the momentum is continuing.” Some of the blog links and comments about Lead Generation for the Complex Sale include: • Debbie Weil in The Corporate Blogging Book: “…you gotta have Brian's book on your desk." • Sridhar Ramanahan of Pacifica Group: “A must read …” • Jill Konrath in Selling to Big Companies: A “recommended resource” • Web Ink Now by David Meerman Scott: “…a great book…” • Ask Justin Hitt Blog: “…his book is so good…” • SoftLetter - Business Insights for Software Developers and Publishers • Church of the Customer Blog by Ben McConnell & Jackie Huba • Technosight Blog by Ken Yarmosh • Marketing Interactions by Ardath Albee, Einsof, Inc. • BeTuitive Publishing by Maria Schwieder Lead Generation for the Complex Sale arms readers with a sophisticated multimodal approach to generating highly profitable leads for complex sales. Carroll reveals key strategies that readers can implement immediately to win new customers, accelerate growth, and improve return on investment. Carroll’s unique multimodal integration of tactics and best practices empowers readers to: • Align sales and marketing efforts to optimize the number of leads. • Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more. • Create value for the prospective customer throughout the buying process. • Manage a large group of leads without feeling overwhelmed. • Work with leads during the closing process. • Avoid lulls in the sales cycle. • Dialog with numerous executives as trusted advisors. • Increases the percentage of leads that become profitable customers. • Identify and prioritize best prospects. • Ready oneself for what's next -- new and promising tactics. Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation... To read the press release in full goto http://www.prweb.com/releases/2006/7/prweb409036.htm]]> Wayne Hamilton Lead Generation for the Complex Sale a Hit with B2B Sales and Marketing Professionals Lead Generation for the Complex Sale has consistently ranked among the top 100 books on Amazon.com in the sales and marketing book category since the book’s release on June 16. In the book, Carroll shows companies how to boost the quality and quantity of their sales leads to increase return on investment. Carroll is CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Listed as one of the fastest growing private companies in the U.S. by Inc. magazine, InTouch has achieved a five-year sales growth of 430 percent. “It’s amazing to me how powerful bloggers are today,” says Carroll. “In just a few short weeks, sales of my book have been propelled by word of blog. With a new post appearing nearly every day, I’m excited that the momentum is continuing.” Some of the blog links and comments about Lead Generation for the Complex Sale include: • Debbie Weil in The Corporate Blogging Book: “…you gotta have Brian's book on your desk." • Sridhar Ramanahan of Pacifica Group: “A must read …” • Jill Konrath in Selling to Big Companies: A “recommended resource” • Web Ink Now by David Meerman Scott: “…a great book…” • Ask Justin Hitt Blog: “…his book is so good…” • SoftLetter - Business Insights for Software Developers and Publishers • Church of the Customer Blog by Ben McConnell & Jackie Huba • Technosight Blog by Ken Yarmosh • Marketing Interactions by Ardath Albee, Einsof, Inc. • BeTuitive Publishing by Maria Schwieder Lead Generation for the Complex Sale arms readers with a sophisticated multimodal approach to generating highly profitable leads for complex sales. Carroll reveals key strategies that readers can implement immediately to win new customers, accelerate growth, and improve return on investment. Carroll’s unique multimodal integration of tactics and best practices empowers readers to: • Align sales and marketing efforts to optimize the number of leads. • Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more. • Create value for the prospective customer throughout the buying process. • Manage a large group of leads without feeling overwhelmed. • Work with leads during the closing process. • Avoid lulls in the sales cycle. • Dialog with numerous executives as trusted advisors. • Increases the percentage of leads that become profitable customers. • Identify and prioritize best prospects. • Ready oneself for what's next -- new and promising tactics. Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation... To read the press release in full goto http://www.prweb.com/releases/2006/7/prweb409036.htm]]> 00:15:00 no http://www.prweb.com/releases/2006/7/prweb409002.htm http://www.prweb.com/releases/2006/7/prweb409002.htm Brian J. Carroll, CEO of InTouch, Inc. and author of Lead Generation for the Complex Sale, speaks on the subject of business-to-business lead generation to over 20,000 people a year. [PRWeb Jul 11, 2006] http://www.prweb.com/releases/2006/7/prweb409002.htm Mon, 10 Jul 2006 15:21:41 -0700 podcrew@extrahoop.com Lead Generation for the Complex Sale and CEO of InTouch, Inc., is delighting audiences with his powerful presentation “Eight Critical Success Factors in Developing High Volume, High Quality Lead Generation Programs.” In his engaging presentation, Carroll helps participants answer such questions as: What are the three keys to generating leads in today's economy? Where should companies and individuals focus their time to keep a constant flow of qualified leads in their sales pipeline? How do you win new customers, accelerate growth and improve your return on investment through targeted prospects? Brian J. Carroll is a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Unlike other sales-related speakers, Carroll runs a successful marketing and promotion company. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. “Carroll does an excellent job of describing the use of the major contact tools for lead generation and nurturing,” says Philip Kotler, Ph.D., Kellogg School of Management, Northwestern University. Carroll has presented to thousands of people at such diverse industry organizations as American Marketing Association, B2B Lead Generation Summit, Chicago Association of Direct Marketing Expo, and Minnesota High Tech Association. His corporate speaking customers include GlobalSpec, Inc., BeTuitive Marketing, LLC, Eloqua Corporation, Netbriefings, Inc., Raindance Communications, Inc., and the Oklahoma Department of Commerce. “In the past, lead generation campaigns have been largely based on sending out unfocused direct mail campaigns, flashy websites, sporadic tradeshow appearances, innumerable email blasts, and on and off telemarketing campaigns in the hope that something works,” Carroll says. “I show my audiences why marketers must move away from these random acts of marketing to a consistent lead generation model in order to maximize marketing ROI and company sales.” In “Eight Critical Success Factors in Developing High Volume, High Quality Lead Generation Programs” Carroll highlights ways to improve new business development and revenue programs, including: * Align sales and marketing efforts to optimize the number of leads * Avoid lulls in the sales cycle * Develop universal lead definition (ULD) and ideal customer profile (ICP) * Build, maintain, and grow your database * Multimodal lead nurturing * Ready yourself for what's next - new and promising tactics * And more “Brian provides practical and useful tools for building your sales and marketing efforts into a powerful system to generate high-quality leads,” says Neil Rackham, author of SPIN Selling. For information on fees, availability and other topics, please contact Wayne Hamilton at 651-255-7617. Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and... To read the press release in full goto http://www.prweb.com/releases/2006/7/prweb409002.htm]]> Wayne Hamilton Brian J. Carroll's 'Eight Critical Success Factors in Developing High Volume, High Quality Lead Generation Programs' Delights Audiences Worldwide Lead Generation for the Complex Sale and CEO of InTouch, Inc., is delighting audiences with his powerful presentation “Eight Critical Success Factors in Developing High Volume, High Quality Lead Generation Programs.” In his engaging presentation, Carroll helps participants answer such questions as: What are the three keys to generating leads in today's economy? Where should companies and individuals focus their time to keep a constant flow of qualified leads in their sales pipeline? How do you win new customers, accelerate growth and improve your return on investment through targeted prospects? Brian J. Carroll is a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Unlike other sales-related speakers, Carroll runs a successful marketing and promotion company. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. “Carroll does an excellent job of describing the use of the major contact tools for lead generation and nurturing,” says Philip Kotler, Ph.D., Kellogg School of Management, Northwestern University. Carroll has presented to thousands of people at such diverse industry organizations as American Marketing Association, B2B Lead Generation Summit, Chicago Association of Direct Marketing Expo, and Minnesota High Tech Association. His corporate speaking customers include GlobalSpec, Inc., BeTuitive Marketing, LLC, Eloqua Corporation, Netbriefings, Inc., Raindance Communications, Inc., and the Oklahoma Department of Commerce. “In the past, lead generation campaigns have been largely based on sending out unfocused direct mail campaigns, flashy websites, sporadic tradeshow appearances, innumerable email blasts, and on and off telemarketing campaigns in the hope that something works,” Carroll says. “I show my audiences why marketers must move away from these random acts of marketing to a consistent lead generation model in order to maximize marketing ROI and company sales.” In “Eight Critical Success Factors in Developing High Volume, High Quality Lead Generation Programs” Carroll highlights ways to improve new business development and revenue programs, including: * Align sales and marketing efforts to optimize the number of leads * Avoid lulls in the sales cycle * Develop universal lead definition (ULD) and ideal customer profile (ICP) * Build, maintain, and grow your database * Multimodal lead nurturing * Ready yourself for what's next - new and promising tactics * And more “Brian provides practical and useful tools for building your sales and marketing efforts into a powerful system to generate high-quality leads,” says Neil Rackham, author of SPIN Selling. For information on fees, availability and other topics, please contact Wayne Hamilton at 651-255-7617. Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and... To read the press release in full goto http://www.prweb.com/releases/2006/7/prweb409002.htm]]> 00:15:00 no http://www.prweb.com/releases/2006/6/prweb396900.htm http://www.prweb.com/releases/2006/6/prweb396900.htm Brian J. Carroll, CEO of InTouch, Inc. and author of Lead Generation for the Complex Sale™, who has worked with hundreds of companies on their B2B lead generation strategies, reveals the three essential elements business-to-business marketers need to know to master effective lead generation. [PRWeb Jun 27, 2006] http://www.prweb.com/releases/2006/6/prweb396900.htm Wed, 14 Jun 2006 10:34:52 -0700 podcrew@extrahoop.com Lead Generation for the Complex Sale™ (McGraw-Hill, ISBN 0071458972, $24.95) and CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships, the biggest challenge most sales people face is identifying and getting access to executives, especially those in large companies. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch, Inc. is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. "Good lead generation for the complex sale is all about identifying the right people at the right companies, initiating a dialog with them, and then nurturing those relationships until the prospect is a "sales-ready" lead," says Carroll. "Brian Carroll 'gets' that marketing and sales must have a common definition of a lead," says Mike Bosworth, author of Solution Selling and coauthor of CustomerCentric Selling. "A 'sales ready' lead is a targeted decision maker who is curious how you have helped someone with the same job title in the same industry achieve a goal or solve a problem." According to Carroll, the three essential elements of generating B2B sales leads are: Number One: You need to have the right mindset about lead generation. Lead generation is a conversation, not a series of disjointed campaigns. Companies don’t buy. People do. So your goal is help develop a relationship between people. To develop the relationship, you need to have a dialog and see your lead generation as a conversation. "I have found that more ROI is actually reaped from the patient tending of potential customers over time," Carroll says. "It requires sustained effort to succeed. The key word is consistency and a long-term view, not instant gratification. My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy. Time and time again it is proven that customers want the sales people they deal with to understand their business, their needs, and the pressures under which they operate. These people are called trusted advisors." Number Two: Sales and marketing must work together as one team. Lead generation is the number one touch point between sales and marketing, yet Carroll's research shows that 80% of marketing expenditures on lead generation and collateral are wasted because the leads are ignored by sales people. "I've spoken with hundreds of companies, and less than 10% have a clear and written definition and universally applied definition of what a lead means," says Carroll. "Even in small companies, I can ask three sales people ‘what is a lead?’ and get three different answers about what a good lead means. In interviewing sales people, I have found that most don’t want more leads, they want viable and highly qualified sales opportunities that want to speak to them. My point: If we expect sales people to followup on our leads and we think of them as our customers, we need to ask them what they... To read the press release in full goto http://www.prweb.com/releases/2006/6/prweb396900.htm]]> Wayne Hamilton Brian Carroll Reveals The Three Essential Elements of Generating B2B Sales Leads Lead Generation for the Complex Sale™ (McGraw-Hill, ISBN 0071458972, $24.95) and CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships, the biggest challenge most sales people face is identifying and getting access to executives, especially those in large companies. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch, Inc. is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. "Good lead generation for the complex sale is all about identifying the right people at the right companies, initiating a dialog with them, and then nurturing those relationships until the prospect is a "sales-ready" lead," says Carroll. "Brian Carroll 'gets' that marketing and sales must have a common definition of a lead," says Mike Bosworth, author of Solution Selling and coauthor of CustomerCentric Selling. "A 'sales ready' lead is a targeted decision maker who is curious how you have helped someone with the same job title in the same industry achieve a goal or solve a problem." According to Carroll, the three essential elements of generating B2B sales leads are: Number One: You need to have the right mindset about lead generation. Lead generation is a conversation, not a series of disjointed campaigns. Companies don’t buy. People do. So your goal is help develop a relationship between people. To develop the relationship, you need to have a dialog and see your lead generation as a conversation. "I have found that more ROI is actually reaped from the patient tending of potential customers over time," Carroll says. "It requires sustained effort to succeed. The key word is consistency and a long-term view, not instant gratification. My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy. Time and time again it is proven that customers want the sales people they deal with to understand their business, their needs, and the pressures under which they operate. These people are called trusted advisors." Number Two: Sales and marketing must work together as one team. Lead generation is the number one touch point between sales and marketing, yet Carroll's research shows that 80% of marketing expenditures on lead generation and collateral are wasted because the leads are ignored by sales people. "I've spoken with hundreds of companies, and less than 10% have a clear and written definition and universally applied definition of what a lead means," says Carroll. "Even in small companies, I can ask three sales people ‘what is a lead?’ and get three different answers about what a good lead means. In interviewing sales people, I have found that most don’t want more leads, they want viable and highly qualified sales opportunities that want to speak to them. My point: If we expect sales people to followup on our leads and we think of them as our customers, we need to ask them what they... To read the press release in full goto http://www.prweb.com/releases/2006/6/prweb396900.htm]]> 00:15:00 no http://www.prweb.com/releases/2006/6/prweb396871.htm http://www.prweb.com/releases/2006/6/prweb396871.htm Brian Carroll's award winning blog focused on B2B lead generation, sales leads, and marketing for the complex sale provided interested publishers with direct evidence of his marketability, subject matter, and writing style. [PRWeb Jun 20, 2006] http://www.prweb.com/releases/2006/6/prweb396871.htm Tue, 13 Jun 2006 09:41:21 -0700 podcrew@extrahoop.com Lead Generation for the Complex Sale™ (McGraw-Hill, ISBN 0071458972, $24.95) got many ideas for his book and honed his writing style through his award-winning lead generation blog which is regularly read by thousands of marketers each week. Carroll’s experience shows that authors can leverage a popular blog into a book deal and why smart publishers take successful bloggers who want to write a book very seriously. "I've been writing my blog for several years," says Carroll. "The amount of traffic that I get and the engagement of people through comments and links has been amazing. That's when I knew that I had the ability to connect with an audience and that I should write a book. I'd encourage anyone interested in writing a book to pretest the market with a blog first." Brian J. Carroll is CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. Carroll’s blog was a runner-up in the B2B category of the prestigious MarketingSerpa Best Blog Award. Carroll's book Lead Generation for the Complex Sale™ shows readers how they can boost the quantity and quality of leads through a proven method. "With the complex sale emerging as the norm in today’s business-to-business environment, it’s more challenging than ever to keep a consistent stream of qualified leads in your sales pipeline," Carroll says. "Fortunately, I had a great deal of experience writing my blog so the book is much better as a result. In a business environment where your competition is growing and your budget is inevitably shrinking, my blog and my book give you the power to drive a fast, optimal return on your investment and keep a steady stream of new customers coming your way." "Brian Carroll's experience is a terrific example of the power of online content to sell a concept, a product, even a book idea," says David Meerman Scott, author of Cashing in with Content. "Today, authors become well-known online first, then build a book proposal that puts them in a great position with publishers. Blogs are a powerful way for individuals to harness new media to great success." Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in major metropolitan newspapers and business publications and is regularly quoted as a lead generation expert on and offline including: BtoB Magazine, CMO Magazine, The Wall Street Transcript, Inc. Magazine, Direct Marketing News, MarketingProfs, MarketingSherpa, and RainToday. His acclaimed blog, Wayne Hamilton How a Blog Turns Into a Book Deal: The Story of Brian Carroll’s Lead Generation for the Complex Sale™ Lead Generation for the Complex Sale™ (McGraw-Hill, ISBN 0071458972, $24.95) got many ideas for his book and honed his writing style through his award-winning lead generation blog which is regularly read by thousands of marketers each week. Carroll’s experience shows that authors can leverage a popular blog into a book deal and why smart publishers take successful bloggers who want to write a book very seriously. "I've been writing my blog for several years," says Carroll. "The amount of traffic that I get and the engagement of people through comments and links has been amazing. That's when I knew that I had the ability to connect with an audience and that I should write a book. I'd encourage anyone interested in writing a book to pretest the market with a blog first." Brian J. Carroll is CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. As CEO of InTouch, Carroll has worked with hundreds of business-to-business companies on lead generation and sales campaigns. InTouch is listed as one of the fastest growing private companies in the U.S. by Inc. magazine, with a five-year sales growth of 430 percent. Carroll’s blog was a runner-up in the B2B category of the prestigious MarketingSerpa Best Blog Award. Carroll's book Lead Generation for the Complex Sale™ shows readers how they can boost the quantity and quality of leads through a proven method. "With the complex sale emerging as the norm in today’s business-to-business environment, it’s more challenging than ever to keep a consistent stream of qualified leads in your sales pipeline," Carroll says. "Fortunately, I had a great deal of experience writing my blog so the book is much better as a result. In a business environment where your competition is growing and your budget is inevitably shrinking, my blog and my book give you the power to drive a fast, optimal return on your investment and keep a steady stream of new customers coming your way." "Brian Carroll's experience is a terrific example of the power of online content to sell a concept, a product, even a book idea," says David Meerman Scott, author of Cashing in with Content. "Today, authors become well-known online first, then build a book proposal that puts them in a great position with publishers. Blogs are a powerful way for individuals to harness new media to great success." Brian J. Carroll is founder and CEO of InTouch Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in major metropolitan newspapers and business publications and is regularly quoted as a lead generation expert on and offline including: BtoB Magazine, CMO Magazine, The Wall Street Transcript, Inc. Magazine, Direct Marketing News, MarketingProfs, MarketingSherpa, and RainToday. His acclaimed blog, 00:15:00 no http://www.prweb.com/releases/2006/6/prweb396861.htm http://www.prweb.com/releases/2006/6/prweb396861.htm "Lead Generation For the Complex Sale" A new book by Brian J. Carroll, CEO of InTouch, Inc., reveals key strategies to win new customers, accelerate growth, and improve return on investment. [PRWeb Jun 13, 2006] http://www.prweb.com/releases/2006/6/prweb396861.htm Mon, 12 Jun 2006 17:13:36 -0700 podcrew@extrahoop.com Lead Generation for the Complex Sale (McGraw-Hill, ISBN 0071458972, $24.95). Carroll is CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Listed as one of the fastest growing private companies in the U.S. by Inc. magazine, InTouch has achieved a five-year sales growth of 430 percent. "With the complex sale emerging as the norm in today’s business-to-business environment, it’s more challenging than ever to keep a consistent stream of qualified leads in your sales pipeline," says Carroll. "You've probably lost critical hours by relying on outdated methods or spinning your wheels looking for new tactics to push the sales needle forward. I wrote Lead Generation for the Complex Sale to profoundly change the way people think about lead generation by sharing my philosophy, strategies, and proven methodologies." Lead Generation for the Complex Sale arms readers with a sophisticated multimodal approach to generating highly profitable leads for complex sales. Carroll reveals key strategies that readers can implement immediately to win new customers, accelerate growth, and improve return on investment. Carroll’s unique multimodal integration of tactics and best practices empowers readers to: • Align sales and marketing efforts to optimize the number of leads. • Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more. • Create value for the prospective customer throughout the buying process. • Manage a large group of leads without feeling overwhelmed. • Work with leads during the closing process. • Avoid lulls in the sales cycle. • Dialog with numerous executives as trusted advisors. • Increases the percentage of leads that become profitable customers. • Identify and prioritize best prospects. • Ready oneself for what's next – new and promising tactics. "I heartily recommend Lead Generation for the Complex Sale because it's packed with practical hands-on advice," says Anne Holland, publisher, MarketingSherpa, Inc. "In particular, Chapter 3 'Defining Your Best Lead' should be required reading for CSOs and CMOs alike before you invest in any more demand generation campaigns!" Brian J. Carroll is founder and CEO of InTouch, Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in major metropolitan newspapers and business publications and is regularly quoted as a lead generation expert on and offline including: BtoB Magazine, CMO Magazine, The Wall Street Transcript, Inc. Magazine, Direct Marketing News, MarketingProfs, MarketingSherpa, and RainToday. His acclaimed blog, Wayne Hamilton New Book by Brian J. Carroll Shows How to Boost the Quality and Quantity of Leads to Increase ROI Lead Generation for the Complex Sale (McGraw-Hill, ISBN 0071458972, $24.95). Carroll is CEO of InTouch, Inc., a recognized leader in lead generation and helping companies that make complex sales acquire and maintain strong customer relationships. Listed as one of the fastest growing private companies in the U.S. by Inc. magazine, InTouch has achieved a five-year sales growth of 430 percent. "With the complex sale emerging as the norm in today’s business-to-business environment, it’s more challenging than ever to keep a consistent stream of qualified leads in your sales pipeline," says Carroll. "You've probably lost critical hours by relying on outdated methods or spinning your wheels looking for new tactics to push the sales needle forward. I wrote Lead Generation for the Complex Sale to profoundly change the way people think about lead generation by sharing my philosophy, strategies, and proven methodologies." Lead Generation for the Complex Sale arms readers with a sophisticated multimodal approach to generating highly profitable leads for complex sales. Carroll reveals key strategies that readers can implement immediately to win new customers, accelerate growth, and improve return on investment. Carroll’s unique multimodal integration of tactics and best practices empowers readers to: • Align sales and marketing efforts to optimize the number of leads. • Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more. • Create value for the prospective customer throughout the buying process. • Manage a large group of leads without feeling overwhelmed. • Work with leads during the closing process. • Avoid lulls in the sales cycle. • Dialog with numerous executives as trusted advisors. • Increases the percentage of leads that become profitable customers. • Identify and prioritize best prospects. • Ready oneself for what's next – new and promising tactics. "I heartily recommend Lead Generation for the Complex Sale because it's packed with practical hands-on advice," says Anne Holland, publisher, MarketingSherpa, Inc. "In particular, Chapter 3 'Defining Your Best Lead' should be required reading for CSOs and CMOs alike before you invest in any more demand generation campaigns!" Brian J. Carroll is founder and CEO of InTouch, Inc., one of the first companies to provide lead generation solutions for the complex sale. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in major metropolitan newspapers and business publications and is regularly quoted as a lead generation expert on and offline including: BtoB Magazine, CMO Magazine, The Wall Street Transcript, Inc. Magazine, Direct Marketing News, MarketingProfs, MarketingSherpa, and RainToday. His acclaimed blog, 00:15:00 no http://www.prweb.com/releases/2006/5/prweb381411.htm http://www.prweb.com/releases/2006/5/prweb381411.htm The two-day Effective Marketing Programs™ training seminar shows product marketers and marketing communications professionals how to think strategically as they plan, execute and measure marketing programs perfectly aligned with their budgets, market segments and sales processes. [PRWeb May 9, 2006] http://www.prweb.com/releases/2006/5/prweb381411.htm Fri, 5 May 2006 14:18:27 -0700 podcrew@extrahoop.com Effective Marketing Programs seminar taught by the technology industry product marketing experts at Pragmatic Marketing, Inc. The Effective Marketing Programs seminar - www.pragmaticmarketing.com/emp - shows product marketers and marketing communications professionals how to think strategically as they plan, execute and measure product marketing programs. Through the process, marketing programs become perfectly aligned with their budgets, market segments and sales processes. "Effective Marketing Programs generated immediate benefits for my organization," says Robert Thomas, Division Vice President of Marketing at ADP, Time and Labor Management. Seminar developer and instructor Adele Revella says: "When I became a technology company VP in 1990, I knew that markets were dominated by the companies that could hire, train and retain the best product marketing managers. It was obvious that tactical "list" marketing would not get us where we needed to be. The Effective Marketing Program was the answer -- a standard set of marketing tools, ideas and frameworks that people with any level of experience or background could use to be strategic about everything from a single campaign to a product launch or sales enablement program." About Pragmatic Marketing The industry standard for technology product management and marketing education, Pragmatic Marketing teaches a practical, market-driven approach to creating and delivering technology products, based on the Pragmatic Marketing Framework. Founded in 1993, Pragmatic Marketing has trained over 30,000 product managers and marketers with more than 90% of alumni rating the seminars as essential or very useful to their careers. Visit www.PragmaticMarketing.com to learn more. ###]]> Adele Revella Effective Marketing Process Ends the Tyranny of Tactical Marketing for Technology Companies Effective Marketing Programs seminar taught by the technology industry product marketing experts at Pragmatic Marketing, Inc. The Effective Marketing Programs seminar - www.pragmaticmarketing.com/emp - shows product marketers and marketing communications professionals how to think strategically as they plan, execute and measure product marketing programs. Through the process, marketing programs become perfectly aligned with their budgets, market segments and sales processes. "Effective Marketing Programs generated immediate benefits for my organization," says Robert Thomas, Division Vice President of Marketing at ADP, Time and Labor Management. Seminar developer and instructor Adele Revella says: "When I became a technology company VP in 1990, I knew that markets were dominated by the companies that could hire, train and retain the best product marketing managers. It was obvious that tactical "list" marketing would not get us where we needed to be. The Effective Marketing Program was the answer -- a standard set of marketing tools, ideas and frameworks that people with any level of experience or background could use to be strategic about everything from a single campaign to a product launch or sales enablement program." About Pragmatic Marketing The industry standard for technology product management and marketing education, Pragmatic Marketing teaches a practical, market-driven approach to creating and delivering technology products, based on the Pragmatic Marketing Framework. Founded in 1993, Pragmatic Marketing has trained over 30,000 product managers and marketers with more than 90% of alumni rating the seminars as essential or very useful to their careers. Visit www.PragmaticMarketing.com to learn more. ###]]> 00:15:00 no