Sign-In
Cart
Lead Generation: Theory and Practice
Paperback
Please select the version of book you would like to purchase.
ISBN10: 1530771919
ISBN13: 9781530771912
Publisher: Createspace
Published: Apr 29 2016
Pages: 160
Weight: 0.49
Height: 0.34 Width: 5.98 Depth: 9.02
Language: English
ISBN13: 9781530771912
Publisher: Createspace
Published: Apr 29 2016
Pages: 160
Weight: 0.49
Height: 0.34 Width: 5.98 Depth: 9.02
Language: English
Presently, marketing has undergone serious change. Marketers have faced increasing demand to provide quantitative data representative of their work, particularly focusing on sales growth in correlation with a narrow target audience. As marketers strive to cultivate new customers directly, they have turned to a growing area of interest: lead generation - a marketing activity aimed at acquiring direct contacts of prospective customers that have demonstrated some interest in the seller's goods and services. This book has a purely practical purpose, serving as an introductory resource to principles and methods that will enable marketing professionals to raise the number of potential customers and multiply the number of sales typically received. The book describes:
- lead generation theory, its basic concepts, and methods of evaluating a return on marketing investments;
- customer detection techniques (cold calls, pay-per-click, mailings, events, etc.);
- peculiarities and challenges of lead generation campaigns and methods to overcome obstacles;
- real stories about the way companies do lead generation and calculate its results. Outstanding Features of the Book -14 real life case studies.
-New trends of lead generation: cadence, market places, content management.
-Up-to-date statistics for 2015 and plans for 2016.
-Based on multi-industry experience (IT, automotive, education and even public organizations).
-The style of the book is simple, charismatic and with humor (contains caricatures, jokes, wise quotes of great businessmen).
-Applicable to both B2B and B2C.
-The author explains all the lead generation concepts but also gives reasons why they should not be treated rigorously, as every company has its own business features and, thus, ROI and lead criteria.
-A special section is dedicated to the challenge of lead generation outsourcing.
-As lead generation is based on constant testing and statistics, the author also speaks about software tools helping to run your campaigns and calculate ROI efficiently. The book presents the results of a global benchmark report: Lead Generation: Strategies and tactics for 2016. This survey covered 259 respondents from information and telecommunication technologies, consulting, banking, wholesale, insurance, auto-dealers, etc.
- customer detection techniques (cold calls, pay-per-click, mailings, events, etc.);
- peculiarities and challenges of lead generation campaigns and methods to overcome obstacles;
- real stories about the way companies do lead generation and calculate its results. Outstanding Features of the Book -14 real life case studies.
-New trends of lead generation: cadence, market places, content management.
-Up-to-date statistics for 2015 and plans for 2016.
-Based on multi-industry experience (IT, automotive, education and even public organizations).
-The style of the book is simple, charismatic and with humor (contains caricatures, jokes, wise quotes of great businessmen).
-Applicable to both B2B and B2C.
-The author explains all the lead generation concepts but also gives reasons why they should not be treated rigorously, as every company has its own business features and, thus, ROI and lead criteria.
-A special section is dedicated to the challenge of lead generation outsourcing.
-As lead generation is based on constant testing and statistics, the author also speaks about software tools helping to run your campaigns and calculate ROI efficiently. The book presents the results of a global benchmark report: Lead Generation: Strategies and tactics for 2016. This survey covered 259 respondents from information and telecommunication technologies, consulting, banking, wholesale, insurance, auto-dealers, etc.
Also in
Marketing
Dummies Guide to Starting Your Own Business: Essential Steps to Launching and Scaling a Successful Small Business Venture
Press, Essywrites
Paperback
$15.59
Revenge of the Tipping Point: Overstories, Superspreaders, and the Rise of Social Engineering
Gladwell, Malcolm
Paperback
From $12.99
Stupider People Have Done It: Marketing Truths, Career Moves, and Life Advice for Doers
Schwedelson, Jay
Hardcover
$24.70
Brought to You by: How Corporations Warped the Truth, Conned the Public, and Broke Democracy
Westervelt, Amy
Hardcover
$28.50
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
Tyler, Marylou
Ross, Aaron
Hardcover
$28.45
Ofertas de $100M: Cómo presentar ofertas tan buenas que la gente sienta que es estúpida si dice que no
Hormozi, Alex
Hardcover
$35.99
$100m Lost Chapters: Lost Treasures from $100M Offers, $100M Leads, and $100M Money Models
Hormozi, Alex
Hardcover
$35.99
Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers
Moore, Geoffrey A.
Paperback
$27.54
The AI Edge: Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition
Blount, Jeb
Iannarino, Anthony
Hardcover
$28.50
Prospectos de $100M: Cómo conseguir que los desconocidos quieran comprar lo que vendes
Hormozi, Alex
Paperback
$29.94
Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life
Sutherland, Rory
Paperback
$18.99
Odds Are It's Marketing: A Practical Guide to Spotting Trends, Building Strategy, and Driving Growth
Ling, Shanise
Paperback
$16.10
Inside the Tornado: Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets
Moore, Geoffrey A.
Paperback
$17.09
The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer
Mullen Jr, David J.
Paperback
$19.99
Clean Winners: Sustainability Strategy That Puts Customers First
Dalsace, Frederic
Challagalla, Goutam
Hardcover
$33.25
Cold Calling Sucks (And That's Why It Works): A Step-by-Step Guide to Calling Strangers in Sales
Farrokh, Armand
Cegelski, Nick
Paperback
$18.99
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
Tyler, Marylou
Ross, Aaron
Paperback
$17.05
El año de 12 semanas: Logra en 12 semanas lo que otros hacen en 12 meses
Moran, Brian P.
Lennington, Michael
Paperback
$17.95
Revenge of the Tipping Point: Overstories, Superspreaders, and the Rise of Social Engineering
Gladwell, Malcolm
Hardcover
From $12.99
The 1-Page Marketing Plan: Get New Customers, Make More Money, and Stand Out from the Crowd
Dib, Allan
Paperback
$18.95
Yes!: 50 Scientifically Proven Ways to Be Persuasive
Goldstein, Noah J.
Martin, Steve J.
Cialdini, Robert
Paperback
$18.99
2024 Ultimate Guide To E-commerce Growth: 7 Unexpected KPIs To Scale An E-commerce Shop To $10 Million Plus
Hammersley, Mark
Hammersley, Ian
Paperback
$34.20
The Leader's Brain, Updated and Expanded: Unlock Peak Performance in Work and Life with Neuroscience
Platt, Michael
Paperback
$20.89
How Brands Grow 2 Revised Edition: Including Emerging Markets, Services, Durables, B2B and Luxury Brands
Romaniuk, Jenni
Sharp, Bryon
Hardcover
$46.33
Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it
Dunford, April
Paperback
$22.44
What Would Tequila Do?: The Playbook For Thriving Despite Corporate Bullshit. 52 Shots. No Filler.
Campher, Henk
Paperback
$18.99
Designing Brand Identity: A Comprehensive Guide to the World of Brands and Branding
Wheeler, Alina
Meyerson, Rob
Hardcover
$51.25
How to Write a Marketing Plan: Define Your Strategy, Plan Effectively and Reach Your Marketing Goals
Westwood, John
Paperback
$16.14
Satisfaction: How Every Great Company Listens to the Voice of the Customer
Power, James
Denove, Chris
Paperback
$27.00
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.
Weinberg, Mike
Paperback
$19.99
Be a Sequoia, Not a Bonsai: The Seven Growth Secrets of the World's Most Successful Companies
Darveau-Garneau, Nicolas
Hardcover
$28.49
The 22 Immutable Laws of Branding: How to Build a Product or Service Into a World-Class Brand
Ries, Al
Ries, Laura
Paperback
$18.99
The Human Element: Overcoming the Resistance That Awaits New Ideas
Nordgren, Loran
Schonthal, David
Hardcover
$27.55
Get Clients Now! (Tm): A 28-Day Marketing Program for Professionals, Consultants, and Coaches
Hayden, C.
Paperback
$22.99
Trust Is the Strategy: Building Your Law Firm's Brand With Integrity
Amarir, Molly
Hargroder, Megan
Paperback
$17.09
The AI Marketing Canvas, Second Edition: A Five-Step AI Plan for Marketers
Venkatesan, Rajkumar
Lecinski, Jim
Paperback
$26.60
Haciendo que el Primer Círculo Funcione: La base para la duplicación en el mercadeo en red
Gage, Randy
Paperback
$15.00
Marketing 7.0: A Guide for Thinking Marketers in the Age of AI
Kotler, Philip
Kartajaya, Hermawan
Setiawan, Iwan
Hardcover
$28.50
Day Trading Attention: How to Actually Build Brand and Sales in the New Social Media World
Vaynerchuk, Gary
Hardcover
$38.00
Why We Buy: The Science of Shopping--Updated and Revised for the Internet, the Global Consumer, and Beyond
Underhill, Paco
Paperback
$19.94
The Power of Visual Storytelling: How to Use Visuals, Videos, and Social Media to Market Your Brand
Gioglio, Jessica
Walter, Ekaterina
Paperback
$50.00
Blue Ocean Strategy, Enhanced Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant
Kim, W. Chan
Mauborgne, Renée
Hardcover
$30.40
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
Hunter Csp, Mark
Paperback
$19.99
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Blount, Jeb
Hardcover
$28.50
One Million Followers, Updated Edition: How I Built a Massive Social Following in 30 Days
Kane, Brendan
Hardcover
$28.45
#1 Bestseller: How You Can Become A Bestselling Author In Only 30 Minutes A Day
Merryman, Lyndsey
Allen, Robert G.
Watson, Aaron
Paperback
$49.99
The Best Attorney Never Wins: Why Great Lawyers Go Broke and Average Ones Build Empires
Perone, Angelo
Hardcover
$27.54
$100M Offers Summary and Workbook: How To Make Offers So Good People Feel Stupid Saying No
Hormozi, Alex
Hardcover
$35.99
Takeaways: Ideas, Strategies and Encouragement for the Nonprofit Public Relations Professional
Whitt, Marc C.
Hardcover
$33.24
Hbr's 10 Must Reads on Marketing, Updated and Expanded (Featuring Marketing Myopia by Theodore Levitt)
Reichheld, Fred
Review, Harvard Business
Levitt, Theodore
Paperback
$25.60
Storybrand 2.0 Edición Actualizada: Clarifica Tu Mensaje Y Los Clientes Escucharán
Miller, Donald
Paperback
$16.14
When in Doubt, Make Applesauce! Core Habits of the Masterful Public Relations Professional
Whitt, Marc C.
Hardcover
$33.24
Stories That Stick: How Storytelling Can Captivate Customers, Influence Audiences, and Transform Your Business
Hall, Kindra
Hardcover
$28.49
Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitabilit
Raju, Jagmohan
Zhang, Z.
Paperback
$42.74
Get Found: The No-Fluff Guide to Ranking Higher and Becoming Your Customers' First Choice
Diamante, Matt
Paperback
$25.00
The Luxury Strategy: Break the Rules of Marketing to Build Luxury Brands
Kapferer, Jean-Noël
Bastien, Vincent
Hardcover
$68.63
Cashvertising: How to Use More Than 100 Secrets of Ad-Agency Psychology to Make Big Money Selling Anything to Anyone
Whitman, Drew Eric
Paperback
$17.05
Focus: How to Plan Strategy and Improve Execution to Achieve Growth
Mittal, Vikas
Sridhar, Shrihari
Hardcover
$42.74
No B.S. Guide to Making Them Believe: How John R. Brinkley Used His 21 Lost Marketing Secrets to Build a Notorious Medical Empire and Make Millions
Kessler, Chip
Kennedy, Dan S.
Paperback
$23.74
The Experience Economy, with a New Preface by the Authors: Competing for Customer Time, Attention, and Money
Gilmore, James H.
Pine II, B. Joseph
Hardcover
$33.25
The Multiply Method: Simple Systems for Building a Solid, Sustainable Network Marketing Team
Robbins, Sarah
Hardcover
$24.70
Obvious Adams (Special Edition): The Story of a Successful Businessman
Updegraff, Robert Rawls
Paperback
$10.74
Agent-Powered Growth: Deploy AI Agents That Build Your Marketing Pipeline 24/7
Sjouwerman, Stu
Hardcover
$28.50
How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
Fox, Jeffrey J.
Hardcover
$23.75
Story Business: Why Stories Rule the World and How They Can Reinvent Your Business
McMahon, Gavin
Paperback
$23.75
It's Not About You: Winning New Business In A Crowded Agency World
Boehler, Stephen
Boehler, Robin
Paperback
$19.00
The 22 Immutable Laws of Marketing: Exposed and Explained by the World's Two
Trout, Jack
Ries, Al
Paperback
$20.89
Any Insights Yet?: Connect the dots. Create new categories. Transform your business.
Kocek, Chris
Paperback
$24.94
The Best Story Wins: How to Leverage Hollywood Storytelling in Business and Beyond
Luhn, Matthew
Paperback
$18.00
Pick Up the Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales
Goldfayn, Alex
Hardcover
$25.65
AI-Powered Content Marketing and SEO: Impact, Risks, and Strategies for Brands
Seda, Catherine
Halasz, Jenny
Paperback
$33.24
Wholesale MBA: How to Sell Consumer Goods to Distributors, Retailers, and Consumers
Olson, Jorge S.
Piancone, Sandro
Paperback
$19.97
Design Research Mastery: How to Lead Research That Builds Buy-In and Great Products
Fortier, Sara
Paperback
$33.24
Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it
Dunford, April
Hardcover
$29.94
No B.S. Marketing to the Affluent: No Holds Barred, Take No Prisoners, Guide to Getting Really Rich
Kennedy, Dan S.
Fischer, Martin J.
Paperback
$23.74
How to Write an Exceptional Business Plan: A Step-by-Step Guide to Winning Investors, Lenders, and Success
Cheeks, Ashley
Paperback
$19.99
The Youtube Formula: How Anyone Can Unlock the Algorithm to Drive Views, Build an Audience, and Grow Revenue
Eves, Derral
Hardcover
$28.50
$100m Lost Chapters: Lost Treasures from $100M Offers, $100M Leads, and $100M Money Models
Hormozi, Alex
Paperback
$29.94
Trust Me, I'm Lying: Confessions of a Media Manipulator (Large Print Edition)
Holiday, Ryan
Paperback
$19.00
Valuable and Visible: Redefining Personal Branding by Leading with Impact Over Image
Errecarte, Vanessa
Hardcover
$28.50
The Growth Dilemma: Managing Your Brand When Different Customers Want Different Things
Wilson, Annie
Hamilton, Ryan
Hardcover
$30.40
Get Together: How to Build a Community with Your People
Richardson, Bailey
Huynh, Kevin
Sotto, Kai Elmer
Hardcover
$21.85
Duct Tape Marketing Revised and Updated: The World's Most Practical Small Business Marketing Guide
Jantsch, John
Paperback
$18.99
Exceptional Experiences: Five Luxury Levers to Elevate Every Aspect of Your Business
James, Neen
Hardcover
$28.45
The Visible Expert Revolution: How to Turn Ordinary Experts into Thought Leaders, Rainmakers and Industry Superstars
Harr, Elizabeth
Feldman, Karl
Frederiksen, Lee
Paperback
$18.00
Build Your Beverage Empire - Third Edition: Start Your New Beverage Business
Olson, Jorge S.
Paperback
$18.99
Marketing Made Simple: A Step-By-Step Storybrand Guide for Any Business
Miller, Donald
Peterson, J. J.
Paperback
$21.84
The Youtube Formula: How Anyone Can Unlock the Algorithm to Drive Views, Build an Audience, and Grow Revenue
Eves, Derral
Hardcover
$25.65
Sponsor Magnet: How to Attract, Price, & Execute Your Dream Brand Partnerships
Moore, Justin
Paperback
$14.24
Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No
Blount, Jeb
Hardcover
$27.55
The Power of Broke: How Empty Pockets, a Tight Budget, and a Hunger for Success Can Become Your Greatest Competitive Advantage
Paisner, Daniel
John, Daymond
Paperback
$18.05
$100M Leads Summary & Workbook: How to Get Strangers To Want To Buy Your Stuff
Hormozi, Alex
Paperback
$29.94
Empower Your Marketing: Master the Basics, Stop Wasting Money, and Fast Track Your Growth
Awwa, Sacha
Paperback
$16.10