I was interviewed on KCCO Business Radio (950 AM) on the subject of lead generation for the complex sale.
The interview was part of KCCO’s Strictly Business program with Susie Jones (weekdays 4:00 to 6:00 PM).
Listen to lead generation interview (File size is 1.48 MB)
(Show length 6:28 minutes)
- What is lead generation for the complex sale?
- What is a complex sale?
- Ideal customer profile – why is it important?
- Strategy vs. Tactics – what’s going on?
- Relationship Mindset – lead generation is conversation
- Lead Maturation – Banana mindset – sales readiness