What are the three keys to generating leads in today’s economy? Where should companies and individuals focus their time to keep a constant flow of qualified leads in their sales pipeline? How do you win new customers, accelerate growth and improve your return on investment through targeted prospects?

As a recognized thought leader in developing leads for businesses of all sizes, Brian Carroll, professional speaker, author of Lead Generation for the Complex Sale and founder and CEO of InTouch, Inc. knows the answers. The belief that lead generation could become a comprehensive marketing discipline fueled his early will to succeed. At age 24, he founded Carroll Communications. Today, as InTouch, the company is a recognized leader in lead generation, helping companies that make complex sales acquire and maintain strong customer relationships. Listed as one of the fastest growing private companies in the U.S. by Inc. magazine, Brian’s company has achieved a five-year sales growth of 430 percent.

The daily experience of bringing order to lead generation produced Brian’s unique wealth and knowledge and led to his first book, Lead Generation for the Complex Sale (McGraw Hill, 2006), which brings a new perspective to the collaboration between sales and marketing and is filled with valuable ideas for anyone wanting to attract and retain more business-to-business customers.

From early marketing positions with Cray, Honeywell and Piper Jaffray and with broad sales and marketing management experience since, Brian has become a leading expert on lead generation. Brian’s been profiled and regularly quoted in publications such as Business Week, BtoB Magazine, Selling Power, The Wall Street Journal, CMO Magazine, Target Marketing, Inc. magazine, Marketing News, DM News, Marketing Profs, MarketingSherpa, Software CEO and Rain Today.

Brian is a past board member of the Midwest Direct Marketing Association, past president of Tele-Professional Managers Association, member of Sales & Marketing Executives International, Minnesota High Tech Association and the American Marketing Association. He lives with his wife Melinda and their two daughters in
Lino Lakes, Minnesota.

As a member of the Sales Careers Online training team, Brian is happy to offer his wealth of knowledge and innovative strategies if you have questions or issues about how to improve your company’s lead generation program. 

As always, if you have any sales or sales management related questions you would like any of the members of the team to address, simply fill out the question from here and one or more of the team will be happy to address them.