Brian Carroll, CEO of InTouch
Anna Carbonara, Moderator American Marketing Association
Companies that adopt closed-loop lead management processes report higher return on marketing investment (ROMI) than those that do not. But the challenge that many organizations face is that their lead management process is a black box.
No one except the sales team knows what is going on inside the black box until a proposal or sale happens. This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI. Worse still, 80% of the leads that go into the sales black box are rarely seen again.
It’s not just about the tools you use, it’s about the process. In this webcast, Brian Carroll, CEO of InTouch and author of the acclaimed book, Lead Generation for the Complex Sale (McGraw-Hill 2006) will share his real world experience and tips to help you achieve closed-loop lead management.
In this Webinar, you will learn how to:
- Get feedback on all leads to “close the loop” 100% of the time
- Qualify leads and hand them off with out dropping the baton
- Identify which lead generation tactics are driving the most leads
- Make sure that all qualified leads are fully pursued by your sales team
- Develop a measurable marketing pipeline that drives the sales pipeline
- Connect your multimodal lead generation tactics together for better measurement
- Identify and overcome the 5 barriers to closing the loop on lead generation
