How to Create Qualified Leads (2)

We all want to get the attention of C-level decision makers. Some of you have read my first post about this. Another idea I've seen work is to dump those worthless brochures and instead arm the sales force with well-written white papers that prove your expertise. As a lead generation tool, they really work. In IT Sales Boot Camp, I always recommend using white papers as an integral part of your marketing  campaign. Positioning yourself as "credible" is critical in C-level sales. Here 's how to do it if you are going to do it yourself or you can buy a book called Writing White Papers that gives a great view of the subject as a lead generation tool. It's full of good advice. If you want to outsource this (as most marketing teams do) contact me and I'll get you connected with help.

Comments

[Darren]

Thanks for the linkage. Over at my day-job (www.capulet.com), we write whitepapers for a living. Feel free to send folks our way if they're in need.

[Jeff]

Really Interesting , Thanks for the article(www.leadzumba.com)