Brian Carroll

Why putting people first in ABM matters

People buy from people, not companies. At its core, ABM is about relationships between people. I was reminded of this while talking with a VP of Marketing who stopped their account based marketing campaigns to “go deep” in a few segmen...

4 Steps to do lead nurturing that helps more customers buy

Find out about lead nurturing. Learn the 4 steps of walking through the buying journey with your customer to help them progress. The post 4 Steps to do lead nurturing that helps more customers buy appeared first on B2B Lead Blog.

How sales hustle and automation hurt customer experience

Sales reps are hustling and using automated tools to move faster. But it can hurt customer experience. Here’s why: You can’t automate trust I registered for a demo account for CRM software. Five minutes later I got a call. Didn’t answer. Wa...

New research: Empathy and solving buying problems

Most of us are solving sales and marketing problems. But instead, we need focus on solving customer buying problems with empathy. Why? Because buying is harder today than ever been. You need to think about what your customer is thinking/feeling. Accord...

Getting sales enablement right to increase results

Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And now there’s growing gap...

Why customer advocacy should be at the heart of your marketing

Are you connecting with and empowering your customer advocates? If not, you should. Here’s why. Customer advocacy marketing programs help you increase revenue by improving...

How customer-hero stories help you connect better

Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization...

Stuck on words: how can marketing connect with customers better?

How can marketers better connect with people we hope will become our customers? Over the past year, I’ve been researching why there’s such a disconnect...

Who should own lead generation for a complex sale?

So, who should own B2B lead generation: sales, marketing or both? You might be thinking, “isn’t the answer obvious?” It’s not. Let me explain. I hear the...

New B2B Persona Research From Salesforce and LinkedIn Study

When was the last time you looked at the accuracy of your B2B persona and contact data? Getting the right content to the right people...

How to Improve Lead Routing for More Sales

Have you recently looked at your lead routing and assignment process? If not, you could be leaking revenue and marketing ROI. Case in point. LeadData’s new...

How to Put the Customer First in Lead Generation

Putting customers first in lead generation. As marketers, we have more ways to observe our customers’ behavior and can leverage tools like marketing automation, Web...

Why Empathetic Marketing Matters and 7 Steps to Achieve It

I am at the earliest stages of developing a sequel to Lead Generation for the Complex Sale. It’s been a decade since the first...

3 Important Lessons for Lead Gen and Life

This year, more than ever, has been humbling for me. People look to me as an expert at lead generation because I wrote a book...

Lead Generation: How using science increased teleprospecting sales handoffs 304%

I have a confession to make. There's something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. It's...

Marketing Optimization: 3 steps to gain C-suite buy-in

A few months ago in my blog post, "How Dissatisfied CEOs Push Marketers into the Future," I responded to an article reporting that one...

Email Marketing: 4 steps to relevancy 85% of B2B businesses probably aren’t taking

Email marketing is a mature marketing tactic, yet I don't believe B2B organizations are capitalizing on its potential to generate leads. I realized this when...

Email Marketing: How to maintain low opt-out rates

I had the pleasure of attending MarketingSherpa's Email Summit 2013 a couple of weeks ago, and while I was there, Jim Ducharme, Community Director,...

How Dissatisfied CEOs Push Marketers into the Future

I feel very fortunate to work with some of the world's most progressive marketers. Whether they're MECLABS Research Partners or attendees at one...

Thriving in the Pressure Cooker: 5 tips for optimize your time, knowledge for better...

It's year-end. For marketers and sales professionals, the pressure cooker we live in all year is turned up a few notches. What's awesome about actual...

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