Lead Generation for the Complex Sale
by Brian Carroll · Brian J. Carroll
Brian Carroll, who ran a B2B lead-generation firm, lays out a process for long, multi-stakeholder sales cycles: defining the ideal lead, aligning sales and marketing, and nurturing prospects over months. Readers learn to build a lead-management plan for high-value B2B deals.
This link may earn us a small commission at no extra cost to you. Affiliate disclosure
More resources on Lead Generation
saleshacker.com
Sales Hacker is a leading resource for modern sales, offering practical articles, templates, webinars, and events on outbound and inbound selling, sales enablement, and revenue growth.
HubSpot Sales Software Certification
Master HubSpot Sales Software! Learn to use HubSpot CRM to boost sales, automate tasks, and close more deals with this free certification course.
Close.com Blog
The CRM vendor Close publishes sales playbooks written by named practitioners, including founder Steli Efti, on cold outreach, pipeline management, objection handling and CRM hygiene. Much of it is product-adjacent, so read selectively.
Inbound Sales
Learn inbound sales strategies with HubSpot's free course and attract, engage, and delight your customers for lasting growth.
How to Get Your First Customers | Startup School
Startup School talk on founder-led sales before any sales hire: unscalable manual outreach, working backwards from a revenue goal through funnel arithmetic, charging early, and why delegating first-customer conversations destroys the feedback the product needs. Free, forty minutes, and the funnel arithmetic he demonstrates turns 'we need more leads' into a solvable target.
Advertising Effectiveness and the 95-5 Rule: Most B2B Buyers Are Not in the Market Right Now
Dawes estimates from purchase-cycle data that around ninety-five percent of business buyers are out of market in any given quarter, and derives what that implies for reaching future buyers rather than only those currently shopping.