A Comprehensive Guide to Generating Leads and Growing Your Consulting Firm’s Pipeline
A Healthy Lead Generation Program is the Backbone of Modern Selling
While thought leadership is the engine of next year’s revenue, lead generation is the driver of this year’s revenue.
It’s often been said that sales is the lifeblood of any business. Without sales, nothing else can really exist – research, client service, operations, finance, human resources, data and analytics, technology — until something gets sold, nothing else can happen.
In the post-Internet era, that tried-and-true business statement should come with an asterisk. These days, the lifeblood of sales is lead generation. And lead generation increasingly falls on marketing. As such, building a high performing lead generation program is critical to the success of every firm both for today and for tomorrow.
This handbook is intended for CEOs, managing partners, and marketing leaders in professional services firms and B2B SaaS organizations. It’s designed as a user’s manual to drive a healthy sales pipeline by building a top performing lead generation system. It covers what you need to know, and purposely excludes what you don’t, to build a marketing-driven, lead generation system that builds pipeline and drives growth.
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