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Brian Carroll
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
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
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
While social media is proclaimed as 2011's hottest trend by marketing gurus, if responses to a LinkedIn B2B Lead Generation Roundtable question are any indication, marketers on the frontlines are dissatisfied with the results they're getting from it. Why is there this disconnection? Continue reading
Posted Jan 11, 2011 at B2B Lead Generation Blog
Thanks for putting this resource together Joe!
1 reply
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 Continue reading
Posted Dec 17, 2010 at B2B Lead Generation Blog
At a glance, The Blog Tree helps you see the scope of the best content in the marketing and sales blogosphere and how it all works together. Continue reading
Posted Dec 15, 2010 at B2B Lead Generation Blog
No matter where you are in the world or in your career, no matter how many marketing toys you have to play with, marketing all boils down to the challenge of having relevant conversations with the right people in the right companies and building the kind of relationship that ultimately results in sales. Continue reading
Posted Dec 14, 2010 at B2B Lead Generation Blog
The days of marketing campaigns are over. Today, for marketing to effectively drive revenue, it must be a continuous, meaningful conversation. The most successful marketers will know how to lead that conversation both internally and externally so they can communicate to their customer the right things in the right way at the right time. Continue reading
Posted Dec 6, 2010 at B2B Lead Generation Blog
According to MarketingSherpa’s just-released 2011 B2B Marketing Benchmark Report, a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake, considering only 4 to 7 percent of raw leads are ready to buy. Continue reading
Posted Nov 18, 2010 at B2B Lead Generation Blog
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?
1 reply
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
When members of the B2B Lead Generation Roundtable on LinkedIn were asked how companies can improve alignment between sales and marketing, the debate heated up quickly. Continue reading
Posted Oct 21, 2010 at B2B Lead Generation Blog
A compilation of articles outline the best of MarketingSherpa’s San Francisco B2B Summit and reveal powerful ideas to immediately improve lead generation. Get a special rate for the upcoming Boston event. Continue reading
Posted Oct 18, 2010 at B2B Lead Generation Blog
Do marketers really deserve the credit they’re for sales results? Are their fabulous campaigns the primary reason deals are closing, or are the wins a reflection of the blood, sweat and tears of tenacious sales professionals? Continue reading
Posted Oct 11, 2010 at B2B Lead Generation Blog
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.
1 reply
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
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
Join me for a complimentary live webinar with MarketingSherpa's Todd Lebo and Jen Doyle on “How to Generate Leads Using Search and Social Media” Here's a chart of how Marketers are currently using Social Media. We're hearing the words "inbound... Continue reading
Posted Aug 18, 2010 at B2B Lead Generation Blog
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
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
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
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
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
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
Here's one resource that I know of that focuses on direct marketing in Spanish. Marketing Directo
1 reply