Lead Generation Modality Map For Complex Sales
I asked InTouch client, Cheryl Hatlevig of Adesso Systems, to share her philosophy on doing lead generation for the complex sale.
Link: Adesso Systems
She has a brilliant perspective that I wanted to share.
“I look at our lead generation efforts, specifically in this economy, as a financial portfolio. If I can’t measure the tactics or programs in terms on return on invest to the organizationleads generated, business closed, opportunities in the funnel, then why should I expect the company to invest in my fund.”
I agree her completely – lead generation for the complex sale requires a holistic, disciplined and multi-modal approach.
A while back, I did some brainstorming for my forthcoming book, Start With A Lead: Lead Generation Strategies for the Complex Sale, I mapped out some of the main lead generation modalities.
Here’s the lead gernation modality mindmap that I came up with.
(Click image to enlarge)
Are there any tactics/modalities that I’m missing?
Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.