"The Lead Generation Paradigm" is divided into 12 main sections
| Section | Chapter(s) | Pages | Description |
|---|---|---|---|
| 1. Preface | 1 | 9 | The Preface briefly describes the Lead Generation Paradigm. It then discusses how the concept grew out of a series of Sales and Marketing successes that generated over $4,000,000,000 in revenues. |
| 2. Introduction | 2-5 | 58 | The Introduction provides an overview of the challenges facing many businesses that are trying to grow. It then introduces the "Lead Generation Paradigm" and the idea that how to design and execute an effective Cold Call can serve as a model for developing and implementing any more effective marketing or sales strategy. |
| 3. Persuasion | 6 | 60 | This section describes how decisions - particularly purchase decisions - are made, and how to influence them. |
| 4. Building Your Pre-Requisites | 7-8 | 88 | Marketing and Sales programs need to be built on a clear and solid Value Proposition. This section provides detailed instructions on how to articulate an effective Value Proposition from Case Histories, Needs Analyses, Applications Analyses, and EVC Modelling. |
| 5. Program Management | 9 | 65 | This section explains how to set up and manage a Marketing and Sales program that has meaningful accountability built in. |
| 6. Designing Your Cold Call | 10-11 | 42 | This section describes how to spec a Cold Call (or any marketing or sales tactic) so that it will be effective in getting attention, stimulating interest, creating desire, and getting the prospect to take an action designed to move the sales process forward. |
| 7. Questioning Techniques | 12 | 164 | This section goes into detail about how to ask good questions that are designed to uncover needs, build value, increase willingness-to-pay and create urgency. |
| 8. Extra Credit Techniques | 13 | 21 | This section covers topics such as sending information, getting past gatekeepers, overcoming objections, leaving voice mails, and preventing no-shows that support the core lead generation function. |
| 9. Summary, Checkpointing the Revolution | 14-16 | 34 | This section summarizes and reinforces what we've learned so far, contrasting it to methods that typically don't work. |
| 10. Building Your Core Components | 17 | 8 | This section explains how to package the assets created earlier so they can be used in other programs such as Social Media, advertising, Trade Shows, content, SEM, Websites, Direct Mail, PPC, retail, networking, etc. |
| 11. Applications of the Lead Generation Paradigm | 18 | 36 | This section describes how to apply the Lead Generation Paradigm, and the assets created and packaged above, to any Marketing or Sales tactic (e.g. Social Media, advertising, Trade Shows, content, SEM, Websites, Direct Mail, PPC, retail, networking, etc.,) in order to generate Qualified Sales Leads that make through the Sales Funnel quickly, profitably and successfully. |
| 12. Epilog | 19-20 | 6 | This summary ties everything back together, and answers any remaining questions you might have. |
"The Lead Generation Paradigm" is divided into 11 main sections
| Section 1: | Introduction |
| Chapters: | 1-4 |
| Pages: | 58 |
| Description: The Introduction provides an overview of the challenges facing many businesses that are trying to grow. It then introduces the "Lead Generation Paradigm" and the idea that how to design and execute an effective Cold Call can serve as a model for developing and implementing any more effective marketing or sales strategy. |
|
| . | |
| Section 2: | Persuasion |
| Chapter: | 5 |
| Pages: | 60 |
| Description: This section describes how decisions - particularly purchase decisions - are made, and how to influence them. |
|
| . | |
| Section 3: | Building Your Pre-Requisites |
| Chapters: | 6-7 |
| Pages: | 88 |
| Description: Marketing and Sales programs need to be built on a clear and solid Value Proposition. This section provides detailed instructions on how to articulate an effective Value Proposition from Case Histories, Needs Analyses, Applications Analyses, and EVC Modelling. |
|
| . | |
| Section 4: | Program Management |
| Chapter: | 8 |
| Pages: | 65 |
| Description: This section explains how to set up and manage a Marketing and Sales program that has meaningful accountability built in. |
|
| . | |
| Section 5: | Designing Your Cold Call |
| Chapters: | 9-10 |
| Pages: | 42 |
| Description: This section describes how to spec a Cold Call (or any marketing or sales tactic) so that it will be effective in getting attention, stimulating interest, creating desire, and getting the prospect to take an action designed to move the sales process forward. |
|
| . | |
| Section 6: | Questioning Techniques |
| Chapter: | 11 |
| Pages: | 164 |
| Description: This section goes into detail about how to ask good questions that are designed to uncover needs, build value, increase willingness-to-pay and create urgency. |
|
| . | |
| Section 7: | Extra Credit Techniques |
| Chapter: | 12 |
| Pages: | 21 |
| Description: This section covers topics such as sending information, getting past gatekeepers, overcoming objections, leaving voice mails, and preventing no-shows that support the core lead generation function. |
|
| . | |
| Section 8: | Summary, Checkpointing the Revolution |
| Chapters: | 13-15 |
| Pages: | 34 |
| Description: This section summarizes and reinforces what we've learned so far, contrasting it to methods that typically don't work. |
|
| . | |
| Section 9: | Building Your Core Components |
| Chapter: | 16 |
| Pages: | 8 |
| Description: This section explains how to package the assets created earlier so they can be used in other programs such as Social Media, advertising, Trade Shows, content, SEM, Websites, Direct Mail, PPC, retail, networking, etc. |
|
| . | |
| Section 10: | Applications of the Lead Generation Paradigm |
| Chapter: | 17 |
| Pages: | 36 |
| Description: This section describes how to apply the Lead Generation Paradigm, and the assets created and packaged above, to any Marketing or Sales tactic (e.g. Social Media, advertising, Trade Shows, content, SEM, Websites, Direct Mail, PPC, retail, networking, etc.,) in order to generate Qualified Sales Leads that make through the Sales Funnel quickly, profitably and successfully. |
|
| . | |
| Section11: | Epilog |
| Chapters: | 18-19 |
| Pages: | 6 |
| Description: This summary ties everything back together, and answers any remaining questions you might have. |
|
All content and tools on this site are Copyright 2025 by LeadGen.com. No re-print, redistribution or resale is permitted without the express, written authorization of LeadGen.com.