Brian Carroll

4-step lead generation analysis to optimize sales conversion

Your process of lead generation is no different from any other in your organization when it comes to optimizing to leverage the greatest possible ROI from your leads. Read further to learn more about four steps you can use to aid your lead generation optimization efforts.

How the Halo Effect Drives Demand Generation and Leads

The “halo effect” – when your connections have a direct influence on how you are perceived – is a positive marketing situation when those connections are thought leaders and subject matter experts. This B2B Lead Roundtable Blog post shows you how you can create that positive halo effect and then leverage those connections to drive lead generation.

Bring more innovation to your demand generation now

Do routinely look for ways to drive innovation with your demand generation approach? Or do you feel behind the curve? According to research by Circle Research and B2B Marketing, marketers are evenly split. Half say they’re “old school” while the other half believe their approach is innovative. According to the report, almost all of those […]

Use Conversational Marketing & Sales? Dave Gerhardt on Why You Should and New Book

Meetings, phone calls, and email are important B2B channels but how can you have immediate conversations and drive a more human buying experience? Conversational Marketing is about having one-to-one conversations now to connect with customers and drive leads better. In sum, conversational marketing uses targeted messaging and intelligent chatbots to engage with leads in real-time (while […]

How to improve your account based marketing results

B2B lead generation has had to reinvent itself over the last decade. Sales have always used an account-based approach. Now marketing is getting on board by with account-based marketing. But it’s not an easy road. Here’s why: In the B2B, you’re never selling to an individual. He or she is almost always part of a buying […]

Building B2B relationships with trust and empathy

We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing. Even though our tools have become smart...

Transform Your Customer Journey and Accelerate Growth

Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are growing through customer success. That’s why...

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...

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