Brian Carroll

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,...

Why Smart Marketers Think Like Manufacturers

Lead generation has a lot more to do with manufacturing than you might suspect. After all, marketers are "manufacturing" a conversation with customers...

Webinar Replay: How to Integrate Social Media/SEO to Drive More Leads and Increase Marketing...

If you want leads to convert into sales faster, be sure to check out the webinar replay below. Sergio Balegno, Director of Research, MarketingSherpa/MECLABS...

Have Two Minutes? Find out the Problems that Lead Nurturing Solves

Marketing professionals, have you ever had to deal with sales teams that rarely moved forward on the leads you provided? Sales professionals, have marketers ever...

Traits of the Best Teleprospectors

Last month's webinars on leveraging the human touch to drive leads, presented for the B2B Lead Roundtable and Marketo, prompted a great question: "What...

Four Reasons Why Funnels Are a Marketer’s Best Friend

Funnels are like the central nervous system of the best sales organizations. Few marketing departments depend on funnels to run their business the way...

Bringing science to teleprospecting: The World’s Most Common and Complex B2B Lead Generation Test

This is the second part of a series which asks the question, "Is Teleprospecting Too Complex for Testing?" The first post outlined what could...

Is Teleprospecting Too Complex For Testing?

This is the first of a two posts that will examine whether teleprospecting is too complex for testing. I was compelled to develop this...

Social Media Pays Off Big for Over 1,000 Marketers Reporting 150% ROI or More

If you've been following the B2B Lead Blog for a while, you might recall this post, inspired by a spirited LinkedIn B2B Lead Roundtable...

No Budget and Less Time? Lead Nurturing in Five Simple Steps

Last Thursday, I spent a solid half hour explaining the intricacies of how we helped one organization execute a lead-nurturing campaign that generated $4.9...

The Last Blog: It All Begins with Trust

What if someone asked you what your last words would be? In essence, that's what Daniel Burstein, Director of Editorial Content for MECLABS, asked of...

Is Social Media Really Living Up to Expectations?

Over the holidays, I had some time to really dive into the LinkedIn B2B LeadGen Roundtable discussions. One started by Ann Thornley-Brown, President &...

The Last Blog: It All Begins with Trust

What if someone asked you what your last words would be? In essence, that's what Daniel Burstein, Director of Editorial Content for MECLABS, asked of...

Is Social Media Really Living Up to Expectations?

Over the holidays, I had some time to really dive into the LinkedIn B2B LeadGen Roundtable discussions. One started by Ann Thornley-Brown, President &...

The Last Blog: It All Begins with Trust

What if someone asked you what your last words would be? In essence, that's what Daniel Burstein, Director of Editorial Content for MECLABS, asked of...

Is Social Media Really Living Up to Expectations?

Over the holidays, I had some time to really dive into the LinkedIn B2B LeadGen Roundtable discussions. One started by Ann Thornley-Brown, President &...

Need to Know Where to Go for Marketing and Sales Insight? Come to The...

If you're a follower of marketing and sales blogs beyond just this one, you've probably noticed all kinds of blogs and tweets sprouting up...

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