Reaching Decision Makers

To develop an effective lead generation program, you need a process that identifies decision makers along with their sphere of influence before you can initiate a productive conversation.

But reaching decision makers seems harder than ever.

I’m interviewed in the article “Reaching the Decision Maker” by Scott Bekker, editor in chief of Redmond Channel Partner magazine. The article also features comments from my friends Mac McIntosh and Jill Konrath. Together we dispel some common myths on what works to identify and reach decision makers.

As you’ll see reaching decision makers is actually a two-part task. The first part is finding them, the second is engaging them.

Link: Redmond Channel Partner Online | Feature: Reaching the Decision Maker.

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Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for “the complex sale.”

Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.