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Maximizing Lead Generation: The Complete Guide for B2B Marketers (Que Biz-Tech) by [Stevens, Ruth P.]

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

4.8 out of 5 stars 9 ratings

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Length: 218 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English
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Product description

Product Description

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 need to know to do it right. Fast-paced and 100% practical, it will help you achieve outstanding results in any B2B marketplace—from enterprise technology to industrial equipment to professional services.

 

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 learn how to maximize the value of tried-and-true B2B tools and the newest social, web, and search technologies. Stevens offers indispensable insights for the entire lead lifecycle, including qualification, nurturing, measurement, and tracking.

 

Organized for clarity, usability, and speed, this book will help you 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 most likely 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 that will transform the way you prospect

About the Author

RUTH P. STEVENS  consults on customer acquisition and retention, and teaches marketing at Columbia Business School. She is past chair of the DMA BusinesstoBusiness Council, and past president of the Direct Marketing Club of New York. Crain’s BtoB magazine named her one of the 100 Most Influential People in Business Marketing, and the Sales Lead Management Association listed her as one of 20 Women to Watch in lead management. She is the author of Trade Show and Event Marketing and has been a columnist and feature writer for DMNews, DIRECT, and EXPO magazines. Currently a director of Edmund Optics, Inc., she has held senior marketing positions at Time Warner, Ziff-Davis, and IBM. She holds an MBA from Columbia University.


Product details

  • Format: Kindle Edition
  • File Size: 5724 KB
  • Print Length: 218 pages
  • Page Numbers Source ISBN: 0789741148
  • Simultaneous Device Usage: Up to 5 simultaneous devices, per publisher limits
  • Publisher: Que Publishing; 1 edition (5 July 2011)
  • Sold by: Amazon Australia Services, Inc.
  • Language: English
  • ASIN: B005BOMFI0
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Customer Reviews:
  • Amazon Bestsellers Rank: #670,486 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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4.8 out of 5 stars
4.8 out of 5
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James W. Obermayer
5.0 out of 5 stars I like her approach to marketing and we also interviewed her ...
Reviewed in the United States on 8 October 2015
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Catherine E. Shearer
5.0 out of 5 stars Lead Generation for the New Millenium
Reviewed in the United States on 31 July 2011
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5.0 out of 5 stars Good Info - Boring Read
Reviewed in the United States on 18 May 2018
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Werner Nicdao
5.0 out of 5 stars Great overview of Lead Generation in B2B
Reviewed in the United States on 24 April 2015
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Will Crist
5.0 out of 5 stars Want to learn how to generate leads in this crazy-busy marketplace?
Reviewed in the United States on 29 July 2011
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Spyro Kourtis
5.0 out of 5 stars The Right Way to Approach Lead Generation
Reviewed in the United States on 3 September 2011
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Voice of Experience
5.0 out of 5 stars A Cookbook for Making Money!
Reviewed in the United States on 18 October 2011
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Nitin
5.0 out of 5 stars Highly Recommended Book on B2B Marketing
Reviewed in the United States on 19 July 2014
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jhunstock
4.0 out of 5 stars Good Information
Reviewed in the United States on 5 January 2013
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