This fast-paced session introduces the top techniques for B2B lead generation today, from calculating the right number of leads required and setting qualification criteria, to identifying the best sources for prospecting data, to lead nurturing, tracking and reporting.
Whether you lead a marketing department, a field sales force, a distribution channel, or an in-house sales team, you won’t want to miss this opportunity to learn practical methods to increase the qualified sales leads flowing your way.
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How many leads do you need to generate? Use this simple calculator: With this tool you can plan your campaigns to generate enough inquiries for your pipeline that will convert to a known number of qualified leads, and thereafter to the needed revenue.
Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at business schools in the U.S. and abroad, and is a guest blogger at Biznology and Target Marketing Magazine, and a contributing writer at AdAge. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. Her newest book is B2B Data-Driven Marketing: Sources, Uses, Results. Ruth has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University. Learn more at www.ruthstevens.com.
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