May 18

Lead generation for the complex sale (book update)

Lead Generation


I am back!  Last Monday, I finished my book and sent the manuscript to my publisher, McGraw-Hill, for review and editing.  I am thrilled to have the major writing work done!   

As I (anxiously) wait for my editor’s feedback, I am a little unsure what to do with the extra time. Needless to say – being a father, husband, and CEO is a bit easier now!  Oh yeah, I’m blogging again too. 

The book is entitled, Lead Generation for the Complex Sale: Proven Strategies to Boost the Quality and Quantity of Leads Guaranteed to Increase Your ROI.  It currently has 18-Chapters and is 268 pages (pre-edit).  It should be in stores before year-end 2005. 

You can pre-order the book via or McGraw-Hill.

What is it about? 

The book is an action-oriented account of a strategic, multimodal approach to lead generation for the complex sale. Included are strategies, tips, and best practices that can be put into place immediately for improvement of your lead generation return on investment.

Why did I write the book?

According to studies, the single biggest issue for contemporary business-to-business marketers is effective lead generation.  Conversely, it has been pointed out that 80% of marketing expenditures on lead generation and collateral are wasted because the leads are ignored by sales people.

Keeping the sales pipeline full of qualified leads is critically important in today’s challenging business climate, so much so, in fact, that consistent lead generation is imperative to the survival of many companies.  The sales challenge can be downright daunting when the sale assumes complex proportions.

Though there are scores of books on direct marketing, branding, advertising, marketing tactics, PR, varied sales approaches, cold calling, etc.; I have yet to find a text that addresses the holistic approach to lead generation for the complex sale.

Unlike other books that utilize mostly traditional direct marketing tactics, I will offer the proven approach that has produced documented returns of 2000% to 5000% ROI. It will help marketers deliver the high quality leads to their sales team that will make them heroes.

Ultimately, the motivation behind this book is:

  1. The complex sale requires great synergy between marketing and sales.
  2. Economic conditions are such that the buyer requires a more thorough business case to justify the purchase decision.
  3. Marketers are driven by necessity to focus on immediate tactics, not long-term strategy.
  4. Business-to-business marketers are under-appreciated and under-trained.

And the goal is to help marketing/sales leaders feel new confidence that they have a proven roadmap to successful lead generation and the tools to increase their odds of wining new customers and meeting their growth targets. 

Pre-order via or McGraw-Hill.

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. Sounds like its going to be a great book. Be sure to provide updates on the launch date and even announce when we’re able to pre-order. Look forward to the book and new articles now that you have time.

  2. Thanks for the confidence! I will definitely keep everyone updated as things move along.

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