Delivery: 8

Brian Carroll has written the text book on lead generation. The subject matter in this book should be taught in EVERY BUSINESS SCHOOL WORLDWIDE! He leaves little to the imagination as he lays out the methodology behind a successful lead campaign in detail. He takes the onus to marketing to deliver sales ready leads, and then kicks back at sales to close the loop and give feedback on leads.

One comment about the text book comment, the writing is tough. The book is amazing, but for the average reader, it may be a bit dense or verbose. Brian digs deep, and I actually had to reread several parts to retain the amount of data he shoves your way. This is not a negative, only a request to any sales people out there that want to understand a true lead process, that you should forage through the density for your own good.

Concept for Sales Executive: 7

If you are not in complex sales cycles, this is still a nice read. Definitely not as valuable for your process, but many similarities exist. You should take into consideration the different ways in which you and your company communicate with the outside world.

Concept for Marketing or Entrepreneur: 10

READ IT READ IT READ IT! He tells you how to WIN WIN WIN! If you are not already running to the store, or clicking my Amazon link to the side, you are losing to someone who is.

I need say no more about his concepts as he does a much better job.

Message for Sales Executive: 8

Again this is really about how to give you great leads. I really suggest reading this for the sake of understanding what it takes to get you a great lead. Building the lead to a sales ready stage takes an incredible effort. So, when you get a lead, WORK IT! Even if, as Brian explains, only to give feedback to marketing. The more feedback you give, the better your next leads should be. Think about it, that alone is your path to success.

Message for Marketing or Entrepreneur: 10

1. Touch people at many levels with many varieties of communication.

2. Be thorough and execute on a well thought out plan.

3. Make sure to track and measure your results for contact improvement.

If you are not doing these things in an effective nature, then read the book or call Brian directly. He can save your company’s life, and I can see why his company is flourishing.

Overall Score: 7 or 10 see above

A nice and handy read for the sales executive, but a mandatory read for marketing and top level executives. You want to understand how to drive leads to your pipeline, well, Brian tells you.

This review is short and sweet, you will need the time to read his book!

Tags: , , , blog, business consulting, closing, coach, learning, management, marketing, mentor, Pipeline, sales, sales coaching, sales consulting, sales management, Sales Training, sales training, selling

This entry was posted on Thursday, March 13th, 2008 at 11:51 am and is filed under Book Review. You can leave a response, or trackback from your own site.