Brian Carroll

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 should I look for in a teleprospector?" Unfortunately, that can't be answered with a fast, convenient sound bite. That's why I'm...

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 sales leaders do. Yes, messaging, segmentation, branding, and numerous other considerations are extremely important. But no tool can impact financial...

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 seem to be insurmountable teleprospecting testing challenges. This post looks at how teleprospecting can be successfully tested. You see, complexity really...

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 series after observing interaction on our LinkedIn B2B Lead Roundtable (which has rapidly grown past 8,000 members). Members ask very interesting...

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 Group discussion about whether social media truly delivered ROI. The official verdict from MarketingSherpa has just arrived, in the form of...

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 million in additional sales pipeline growth in eight months. Look for the replay of this MarketingExperiments webclinic later this week. I...

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 me when he requested I publish my last blog post today. Of course, this isn't my last post, but I...

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 & CEO, Executive Oasis International, Toronto, caught my attention. She started the discussion in August, yet members continue to provide feedback....

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 me when he requested I publish my last blog post today. Of course, this isn't my last post, but I...

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 & CEO, Executive Oasis International, Toronto, caught my attention. She started the discussion in August, yet members continue to provide feedback....

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 me when he requested I publish my last blog post today. Of course, this isn't my last post, but I...

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 & CEO, Executive Oasis International, Toronto, caught my attention. She started the discussion in August, yet members continue to provide feedback. ...

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 today around The Blog Tree, just released by Eloqua and JESS3. And I think the attention is well deserved. Every blogger…

The More B2B Marketing Changes, the More It Stays the Same

I'm back from presenting at the Cisco Partner Velocity Conference in Barcelona; the experience was every bit as meaningful and memorable as I thought it would be. You see, I turned 40 there and brought my family along to celebrate. It was a great...

The New Marketing World: Conversations not Campaigns

In just a couple of days, I'll be in Barcelona speaking at the Cisco Partner Velocity Conference. To say I'm looking forward to this opportunity is an understatement. I'm honored to be asked to share my insights with their channel partners from around the...

Closing the loop: Why don’t sales people update the CRM and what can be...

Companies that adopt a closed-loop process connecting marketing and sales report a higher return on marketing investment (RMOI) than those that don’t. But RMOI just isn’t going to happen if your closed loop is a black hole. And that’s certainly the case at too many...

B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate

When I asked members of the B2B Lead Generation Roundtable on LinkedIn how companies can improve alignment between sales and marketing, our discussion board was inundated with keen insight and brutal honesty.  Marketers and sales professionals were clearly eager to square off about why...

B2B Marketing: Do you know how much your CEO really invests in demand generation?

If it's almost unheard of for your sales team to make a cold call thanks to a sales pipeline bursting with steaming-hot leads generated by your marketing department, skip this post. If it isn't, I strongly encourage you to read the following article, which initially...

Marketing Leader’s Perspective: No cogs allowed in social media and content marketing

Daniel Burstein: “Passion” and “heart.” Those aren’t words I often hear associated with “job,” at least not “marketing job.” How do you instill passion in a company, in a marketing department? Brian Carroll: The most important thing is clarity about your values and vision. Clarity...

100 Tips for Trade Show Lead Generation

Lead generation remains the top reason most companies exhibit at events and tradeshows. And B2B marketers are constantly looking for ideas they can use to drive more ROI from their events budget. I came across this helpful post by Mike Thimmesch on 100 Trade Show...

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