Brian Carroll

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 whole carrots, a pile of bean sprouts, a handful of peanuts and some rice noodles, dumps them in front 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 should focus on instead: helping salespeople sell. How do you do that? By sending them only qualified leads. Most leads…

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 is to everyone in your organization. It also: Fits the profile of your ideal customer Has been qualified as…

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" (a replay of the webcast is posted below). The nearly 500 attendees had so many excellent questions that my webcast could...

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 Manager for MECLABS, Craig used his decade-plus years of experience in lead-generation and content strategy to help attendees at the...

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 ever. Some people say I'm an expert in B2B lead generation because I wrote a book on it, but you know...

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 of weeks ago I wrote about how the B2B Best in Show Winner's unexpected email approach grew its subscriber base...

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 reveal our most important "aha" moments in 2011. Our responses are compiled in the video below; hearing what my colleagues...

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 about one strategy that the best sales organizations do that marketers should replicate in their demand-generation and lead-nurturing campaigns: Stratify resources...

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 you really want to understand what's happening with customers at a particular point in your funnel, then you have to...

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 and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling...

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 comments at timestamp 18:14.) So what do you do with them until they are? You nurture them. Learn more opportunities to…

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 be discussed in detail at their B2B Summits in Boston this September and San Francisco this October. The infographic dissects all...

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 all the newfangled marketing automation tools, most CEOs increase the funding for demand generation by authorizing the expansion of the...

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 Tuesday's B2B Lead Roundtable webinar, Dave Elkington, Chairman and CEO of InsideSales.com, shared the juiciest statistics and trends from these...

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 facing right now. However, lead nurturing can transform this challenge into an opportunity to drive more sales. All you need to...

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, I don't know if B2B is an accurate acronym anymore. David Meerman Scott in this interview insists that B2B and...

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 and prospects. Some of that conversation is mass-customized through communication like personalized email and landing pages. Other parts...

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 Primary Research Group, explains how the strategic integration of SEO and social marketing is helping B2B marketers remarkably accelerate lead...

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 bombarded you with leads that just weren't going to result in a sale? If you have experienced either situation, then…

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