INFORMATION TECHNOLOGY CONSULTANT
IT CONSULTANT SUCCESS STORIES ARTICLE

IT CONSULTANT SUCCESS STORIES
HOW TO BECOME AN INFORMATION TECHNOLOGY CONSULTANT

On the assumption that if you can write a book about something you’re successful at it, Brian Carroll is a success working as an IT consultant.  Lead generation is his milieu, and he has written an ebook about it titled Lead Generation for the Complex Sale.  The decision to write the book was based on the fact that “lead generation endeavors were primarily that in name only until recently. Until now, lead generation was associated with direct mail campaigns, sometimes supported by a flashy website, sporadic trade show appearances, intense e-mail blasts or stabs at telemarketing, but with very little if any special attention brought to bear on the complex sale.”

He goes on to make the argument that complex sales require care and feeding.  They most often occur in a business-to-business context; the author goes into the methodology required to develop quality leads that turn into initial discussions.  His case model is actually somewhat narrow, because it focuses on long term sales processes that require educating the prospect.  Further, he assumes his target demographic to be the intelligent, informed businessman.

That said, anyone who steps forth with a formula for lead generation knows something that most of us don’t.  His goal is to generate quality leads, as opposed to the “More leads.  Now…”  approach that management often takes.   He proscribes an eight step process that is designed to generate quality leads – but which is based on recurring prospect contact. It would be interesting to see if this type of targeting for a consumer product such as mortgages could be developed.

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