This document discusses lead generation and sales processes for complex sales. It outlines four types of sales: active, passive, direct, and indirect. The sales process involves prospecting and lead generation, qualifying prospects, setting appointments and presentations, assessing requirements and addressing objections to close the sale. Lead qualification considers both implicit factors like website activity and explicit factors like a company's details, location, industry, and previous sales history. The goal is to provide concise overviews of lead generation models, buying processes, and sales qualifications for complex sales.

1. Lead Generation
for Complex Sale

2. Lead Generation Model

3. Buying Process Model

4. Sales types
• Active – (prospect search, cold calling)
90% seller, 10% buyer
• Passive –contact form
90% buyer, 10% seller
• Direct – seller communicates directly with a customer (meetings,
conferences, events, etc)
• Indirect – selling through Partners, Dealers, franchising

5. Sales Process
• Prospecting and Lead Generation
• Qualifying Prospects
• Setting Appointments and Making Presentations
• Requirements assessment, preparing estimates/conducting
interviews, proposals
• Addressing Objections and Closing the Sale

8. Lead Qualification

9. Implicit & Explicit
• Web site visits
• PDF, webinar downloads
• Contact Form completion
• E-mail campaign opens/clicks
• Event attendance
• In-person meeting with Top Management
• Telemarketer call disposition
Company Data
• Company Type
• Location
• Industry
• Contact info available
• Previous opportunity history
• Technology focus

11. Thank you!