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Dennis Head
Dennis Head has a proven track record with a Fortune 500 company in generating a consistent and sustainable lead pipeline that has generated significant incremental revenue, reduced the cost of sales and leveraged the ROI for marketing demand generation
SUMMARY
Nationally recognized Sales / Marketing Executive with expertise in building quality lead generation programs that have consistently delivered sales and revenue profitability. Proven experience in delivering a closed loop lead process that converts marketing leads into sales pipeline / revenue. This system is based on quality leads that align with sales requirements; an accurate automated lead assignment and closed loop lead management process
- Guru and industry expert speaker at major conferences such as Marketing Sherpa, Marketing Profs, Baptie Channel Focus, Harte Hanks, IDC Advisory Council, DMA and B2B Magazine articles and webinar presentations.
- Generated over 53,000 leads resulting in $1.6 Billion pipeline of quality active B2B leads for Avaya.
- Built system judged as best in class for key performance metrics in lead generation
- Demonstrated a 70% improvement in converting marketing inquiries into qualified leads
- Demonstrated 475% improvement in converting marketing leads to sales pipeline revenue
EXPERIENCE
Avaya:
Director Avaya eDemand Lead Generation Program 2000-2008
Lucent Technology / Octel Messaging Division.
Vice President Channel Marketing 1998- 2000
Octel Communications:
National Channel Manager 1995-1998
Regional Sales Vice President 1991 - 1995
IBM:
Regional Sales Vice President 1985 to 1989 ·
Rolm Corporation:
Regional Vice President & GM Sales / Marketing 1980 to 1985
Xerox Corporation::
Branch Sales Manager 1967-1980
Michigan State University:
BA / M.B.A Marketing
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Improve ROI
It is projected that 80% of the marketing leads generated go to waste due to poor quality or the inability to get the leads to the right sales person at the right time.
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B2B Lead Factory
The B2B Lead Factory is a proven process of integrating key lead generation components coupled with closed loop lead management processes to productively and economically convert lead inquiries into sales pipeline revenue.
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