Brian Carroll
Brian Carroll
Brian Carroll is the CEO and founder of markempa. He is the author of the bestseller, Lead Generation for the Complex Sale. As a researcher and leader in empathy-based marketing, Brian’s at the epicenter of the changing customer landscape. He also founded B2B Lead Roundtable LinkedIn Group with 20,017+ members. His B2B Lead Blog is read by thousands each week.
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…
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…
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.…
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 lead gen
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...
Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target
Joe is newly single. He met his last girlfriend on an online dating site. So, he resurrected his ad, and the new quest began....
List Buying: 6 tips for buying the most effective lead list
Editor's Note: Buy, build or both? This is the eternal quandary for many marketers and salespeople looking for a reliable list to contact. In...
Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late
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...