Keeping the pipeline full of qualified leads is vitally important in today's challenging business climate, so important, in fact, that consistent lead generation is often imperative to a company's very survival. Arbitrarily forcing a lead generation program on the sales team without its buy-in is sure to court disaster. The strategic ingredient of the complex sale is teamwork, where sales and marketing work together towards the common goal. 

This free chapter includes:

• Target your ideal customer profile
• Clearly articulate your target market
• Inquiries 
• Quality over Quantity 
• The Hot Lead
• Case study

Without proper planning and direction, lead generation can be unsuccessful. Define your best lead with this free chapter.