Optimizing BtoB Lead Generation Results:
The Complete Seven-Step Process to
Sales-Ready Leads and Results

Discover the seven critical steps necessary to develop a lead process that produces a steady stream of sales-ready leads. John M. Coe, president of The Sales & Marketing Institute and author of “The Fundamentals of Business-to-Business Sales and Marketing” leads this all-day certification program. You’ll learn how to implement an optimized lead process to ensure maximum results. Receive invaluable guidance about:

• Targeting, segmentation and database development. Get the details you need to successfully carry out this first and most important step in your lead process.
• Campaign development. Learn how to develop an effective marketing communication plan now that target markets have been defined.
• Campaign execution. Uncover the campaign options that best fit your business model and generate the most leads.
• Lead qualification. Learn how to develop the qualification criteria and communications techniques to qualify leads.
• Lead cultivation and development. Maximize results with strategies that can double or triple your lead generation results.
• Hand-off, measurement and analysis. Explore best practices in these critical areas and learn best methods for “closing the loop” with sales, customers and prospects.
• Setting appointments for sales. Ensure that your sales team follows up on sales-ready leads by actually setting the appointments for them. Learn the pitfalls and how to overcome them.

Workshop presenter John M. Coe has a distinguished career on both the sales and marketing side that has developed information, knowledge and best practices in BtoB sales and marketing. An acknowledged industry thought leader, Coe has given more than 400 seminars and presentations worldwide. You won't want to miss this opportunity to learn from one of the best in the business.

Upon successful completion of the course,  you’ll receive a professional certification in lead optimization.