September 22

A five-step playbook that will optimize lead generation programs

Lead Generation


Companies that adopt closed-loop lead management processes report higher return on marketing investment (ROMI) than those that do not, making this a key investment for B2B marketers. The challenge that many organizations face is that their lead management process is a black hole.

I’ll address this proverbial black hole between your company’s sales and marketing efforts. Also, I’ll outline ways to build an operational ‘playbook’ with your sales department to better manage and nurture the leads you generate.

By using this approach I will share how we helped one client increase their sales-ready leads by 375% and increase their lead-to-sales pipeline conversion rate by 200%. I’ll be answering your lead-gen questions as well.

You may also like:

How to Do Lead Management That Improves Conversion

How to improve your account based marketing results

Growing B2B Sales with Trust and Empathy

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. You’ve got it exactly right Brian. Can’t wait for the webinar! I’m sure you’ll be showing us how to manage all this in a good contact management system right?

  2. The results you reported with your client are fantastic. Growing the pipeline of sales-ready leads by 475% is extraordinary, but most compelling is that their pipeline conversion rate simultaneously increased 225%, indicating that the new leads entering the pipeline are of high quality. Great results!

  3. Hi Brian, I just missed the clinic, can you email me the info? I am intrigued and would love to hear what you have on this.


    Chad C.

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