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Smart Lead Generation Tactics for Sales Professionals

Updating your lead generation strategy will help you not only generate more leads, but also connect with buyers in a new way.

Many companies that are selling products or services are finding it increasingly difficult to generate quality leads. It is hard to connect with prospective customers in a meaningful way that engages them in the sales process. This topic helps people responsible for lead generation to take the next step in creating demand by connecting customers with their needs. The content will examine customer needs based on where they are in the buying cycle and what their roles are in the decision making process. You will receive specific techniques to attract and help these buyers connect with your company, products, or services. This topic is critical for anyone wanting to take lead gen to the next gen.

Runtime: 58 minutes
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Align Lead Generation to the Buying Cycle

  • Myth: Lead Gen Is the First Step of the Sales Cycle
  • Tip: How to Generate Leads as Customers Prioritize, Evaluate, and Decide

Recognize the Lead Role of Your Lead

  • Trap: Leads Are Buyers and/or Decision Makers
  • Trick: Tune Lead Generation Messages for Recommenders and Rejecters

Help Busy, Demanding, Informed Buyers

  • Methods for Not Getting Trapped in All the Noise
  • How to Generate More Leads by Helping Customers Investigate and Evaluate

Build Trust

  • How to Mash up Company Brand, Personal Image, and Customer Presence to Build Trust
  • Three (and More) Proven Techniques for Building Trust
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on November 9, 2016.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

No credit available.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Janet A. Gregory

Janet A. Gregory

KickStart Alliance

  • Co-founder and principal of KickStart Alliance
  • Practice director, Sales Optimization
  • Regular speaker at BMOE (Berkeley Method of Entrepreneurship), PSU (Portland State University), SRI International (Stanford Research Institute), and others
  • Co-wrote “Built for Global: Navigating International Business and Entering New Markets” in publication Fall/Winter 2016 on Amazon.com
  • Contributor to KickStart Alliance blogs and articles www.kickstartall.com
  • Has held executive and leadership positions at innovative Silicon Valley companies such as ShoreTel, Latitude Communications, Octel and ROLM
  • Can be contacted at [email protected]
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 396906
Published 2016
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