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Brian Carroll
Minnesota
Brian Carroll is CEO of InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill) and the B2B Lead Generation Blog with expertise related to B2B marketing, lead generation and complex sales.
Interests: tennis, reading, chess, camping, skiing, great food, songwriting (sort of) and playing bass, piano and vocals at my church., happily married to Mindy with 3 great kids. I enjoy spending my time with my family.
Recent Activity
The Last Blog: It All Begins with Trust
Daniel Burstein, Director of Editorial Content for MECLABS, requested I publish my last blog post today. Of course, it isn't my last post, but I am honored to join other top bloggers in sharing my most important message. Continue reading
Posted Feb 8, 2011 at B2B Lead Generation Blog
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Moving from Demand Generation to Revenue Performance Management
Learn from the pioneers of revenue’s new frontier at the B2B Lead Generation Roundtable Webinar on February 1. Paul Teshima, Eloqua’s Senior Vice President of Customer Strategy and Success, and Hope Frank, Chief Marketing officer for Webtrends, will look at how they, and other top-performing organizations, have optimized the sales and marketing funnel with Revenue Performance Management. Continue reading
Posted Jan 24, 2011 at B2B Lead Generation Blog
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Is Social Media Really Living Up to Expectations?
Posted Jan 11, 2011 at B2B Lead Generation Blog
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Thanks for putting this resource together Joe!
Commented Dec 18, 2010 on Need to Know Where to Go for Marketing and Sales Insight? Come to The Blog Tree at B2B Lead Generation Blog
Need to Know Where to Go for Marketing and Sales Insight? Come to The Blog Tree
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 has some kind of blog roll, but w...
Marketers Deserve Attention Too
Have you had some great marketing successes this year? Then you’ll want to let the folks at MarketingSherpa know. They’re compiling their ninth annual MarketSherpa 2011 Wisdom Report. Go to http://sherpa.wisdomreport2011.sgizmo.com/ Continue reading
Posted Dec 17, 2010 at B2B Lead Generation Blog
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Need to Know Where to Go for Marketing and Sales Insight? Come to The Blog Tree
Posted Dec 15, 2010 at B2B Lead Generation Blog
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The More B2B Marketing Changes, the More It Stays the Same
Posted Dec 14, 2010 at B2B Lead Generation Blog
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The New Marketing World: Conversations not Campaigns
Posted Dec 6, 2010 at B2B Lead Generation Blog
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Want a Bigger Marketing Budget? Send Less Leads to Sales
Posted Nov 18, 2010 at B2B Lead Generation Blog
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Good points all. Here's a few thoughts I have...
1. Get buy-in (what do they want)
2. Demonstrate value - answer "what's in it for me?"
3. Value our sales team's time - make it easy.
4. Provide administrative support
I once heard a sales expert say, "if you want your sales team to change their behavior you need to show them how doing it your way will give them a 300% return (time, productivity, commissions, etc.) other wise they won't change"
To increase the odds that our respective sales teams update our CRM or databases, what else can we do?
Commented Oct 29, 2010 on Closing the loop: Why don't sales people update the CRM and what can be done about it? at B2B Lead Generation Blog
Closing the loop: Why don't sales people update the CRM and what can be done about it?
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 organizations judging from t...
Closing the loop: Why don't sales people update the CRM and what can be done about it?
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... Continue reading
Posted Oct 29, 2010 at B2B Lead Generation Blog
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B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate
Posted Oct 21, 2010 at B2B Lead Generation Blog
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Improve Lead Generation: Top Takeaways from MarketingSherpa's B2B Marketing Summit
Posted Oct 18, 2010 at B2B Lead Generation Blog
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Are Marketers Measuring Their Success or Someone Else’s?
Posted Oct 11, 2010 at B2B Lead Generation Blog
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You make a an excellent point. We need to look at how we can maximize the effective selling time of our sales team. If we don't, we're generating revenue at a higher expense than necessary. It's pretty easy to measure expense-to-revenue ratio and the lower that is for marketing and sales, the better.
Commented Sep 30, 2010 on B2B Marketing: Do you know how much your CEO really invests in demand generation? at B2B Lead Generation Blog
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 appeared on the MarketingE...
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... Continue reading
Posted Sep 28, 2010 at B2B Lead Generation Blog
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B2B Marketing: Playbook for sales and marketing alignment
Be honest. How does Sales perceive the leads Marketing produces? They love them – couldn’t be happier! They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? If you chose answer... Continue reading
Posted Aug 20, 2010 at B2B Lead Generation Blog
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How to Generate Leads Using Search and Social Media
Posted Aug 18, 2010 at B2B Lead Generation Blog
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B2B Marketing: What are your biggest challenges and opportunities in the year ahead?
B2B marketers have been hit hard in recent years and have faced enormous challenges. One of the greatest challenges marketers continue to face is converting leads to pipeline revenue which could actually be the result of a bigger problem —... Continue reading
Posted Aug 6, 2010 at B2B Lead Generation Blog
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Marketing Leader’s Perspective: No cogs allowed in social media and content marketing
If you lead a team of marketers, you likely have a creative bunch. People who, ideally, have a lot of passion about what they do – the key ingredient for successful social media and content marketing. But that natural passion... Continue reading
Posted Jul 26, 2010 at B2B Lead Generation Blog
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Learn the New Rules for Selling to Crazy-Busy Prospects
For those of us in marketing and sales, our jobs are even tougher thanks to the busy lives of the decision makers we're trying to reach. Overwhelmed, impossible deadlines, crazy busy - these are just some of the words today's... Continue reading
Posted Jun 21, 2010 at B2B Lead Generation Blog
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BtoB 2010 Lead Generation Guide just published
BtoB Magazine just published their 2010 Lead Generation Guide. The guide contains information about trends, expert columns, market statistics and vendor lists. Here's a few of the articles that I found relevant in the guide: Social media tips for demand... Continue reading
Posted May 24, 2010 at B2B Lead Generation Blog
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Thoughts on how the human touch impacts marketing performance
Improving marketing performance is not just about implementing the right technology (i.e. marketing automation, lead scoring, nurturing etc.); it’s also about creating a strategic process to involve people in the process of lead nurturing and qualification. You may have the... Continue reading
Posted May 20, 2010 at B2B Lead Generation Blog
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5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love
In a recent post I talked about the most important B2B marketing metrics to CEO’s or what I believe CEO’s should be measuring. All too often Marketing is measuring one thing while the CEO’s are asking a question those measurements... Continue reading
Posted May 18, 2010 at B2B Lead Generation Blog
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Here's one resource that I know of that focuses on direct marketing in Spanish.
Marketing Directo
http://www.marketingdirecto.com/
Commented May 11, 2010 on Lead Generation Checklist - Part 2: Sales and Marketing – One Team at B2B Lead Generation Blog
Lead Generation Checklist - Part 2: Sales and Marketing – One Team
I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment, I discussed tackling your organization’s lead generation minds...
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