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.

Arden Hills, MN (PRWEB) June 27, 2006 -- According to Brian J. Carroll, author of the new book 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:

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