Book: Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
When I was first given this book, I didn’t understand all the terms in the title, and was having trouble understanding how it applied to my job. As it turns out, this was a highly relevant book; it talks about the process of building up a business relationship with people, on a large scale, with automated systems.
It goes step by step through the sales department and the marketing department, talks about how they can relate together better, and the concept of a “sale-ready lead” that will have a much higher conversion rate. It’s been a good book to read, as it seems to relate to a broad range of situations that I face in a range of situations.