Brian Carroll

Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It...

The precursor of change is always pain. For most of us over the past four years, our marketplace has inflicted varying levels of it as...

Lead Optimization: 10 audience questions answered

A couple of weeks ago, I presented the webinar, "Optimizing the Lead: A data-driven optimization process that goes beyond lead capture." Lead optimization is...

Optimizing the Lead: A data-driven optimization process

Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test...

Lead Generation: How 64% of marketers starve Sales of opportunity

Let's say you're dining out, and you order chicken pad thai. The waiter immediately trots out with a raw chicken breast, a bunch of...

Lead Qualification: Stop generating leads and start generating revenue

B2B marketers, stop focusing on generating leads. You're wasting your time and your sales team's time. Now that I have your attention, here's what you...

Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they...

Confession: I wish I could flash this across every marketer's computer screen the moment it powered up: A universal lead definition (ULD) clarifies what a...

Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment

A couple of weeks ago, I presented an American Marketing Association webcast, "The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content"...

How to Get the CEO to Support Your Next Marketing Plan

On the way home from the MarketingSherpa Email Marketing Summit, I caught up with one of our clinic coaches, Craig Mullenbach. A Program...

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from...

I can't stress this enough: when it comes to marketing, if we're not constantly learning, we're going to find ourselves left behind faster than...

Email Marketing: Where’s the Innovation?

I always look forward to the announcement of the MarketingSherpa Email Marketing Award winners; they're a great source of inspiration. In fact, just couple...

Aha! Marketing Leaders Reveal Their Most Powerful Marketing Insights from 2011

At the B2B Summit 2011 in San Francisco, Daniel Burstein, Director of Editorial Content at MECLABS, asked me and a few other attendees to...

Steal a Chapter from the Sales Strategy Playbook to Improve Marketing ROI

A few weeks ago, I wrote about ways to combine sales and marketing knowledge to improve lead generation. Let me be more specific...

Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market ResearchIf...

Do You Expect Your Inside Sales Team to Practice Alchemy?

Too many marketers think that their inside sales teams are alchemists. They dump data that's absolute garbage into the top of the sales funnel...

Have a minute? Find out why lead nurturing is more critical than ever

In this recent interview with BNet Australia, Brian Carroll reminds us that 90 to 95 percent of customers aren't ready to buy. (Find his...

Attention B2B Marketers: There’s Gold in this Graphic

In the infographic below, MarketingSherpa gives us a sneak peak at key findings from their upcoming 2012 B2B Marketing Benchmark Study, which will undoubtedly...

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a...

For most of us, the phrase "demand generation" conjures up things like campaigns, trade shows, and the corporate website. But what about sales prospecting? Despite...

Webinar Replay: Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions

Since 2007, InsideSales.com has been partnering with leading academic institutions to analyze data gathered from two billion communications with 80 million customer profiles. During...

Take Two Minutes: Find Out the Critical Advantages of Lead Nurturing

Sales cycles are getting longer, according to the 2011 B2B Marketing Benchmark Report, and nearly half of marketers say that's the biggest challenge they're...

B2B vs. B2C: What Does It Really Mean?

I've spent my career working in B2B. This blog and the LinkedIn group to which it's connected are all about B2B lead generation. Problem is,...

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