All Posts by Brian Carroll

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About the Author

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale, and the B2B Lead Blog which is read by thousands each week. He also founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

Aug 01

How customer-hero stories help you connect better

By Brian Carroll | Empathy-based Sales

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […]

The post How customer-hero stories help you connect better appeared first on the B2B Lead Blog.

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Jul 25

Stuck on words: how can marketing connect with customers better?

By Brian Carroll | Empathy-based Marketing

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 between marketing and customers so I can understand how to bridge that gap. Why? Because right now, the trust gap between marketers and customers has never been bigger. For example, […]

The post Stuck on words: how can marketing connect with customers better? appeared first on the B2B Lead Blog.

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lead-management
Jul 06

How to do lead management that improves conversion

By Brian Carroll | Customer Experience

Have you looked at your lead management approach from the perspective of customer experience? If not, you may want to start now. Here’s why: The average conversion rate of marketing qualified leads to customers is low. You may be wondering: how low? According to Forrester, top performers convert 1.54% of marketing qualified leads to revenue. […]

The post How to do lead management that improves conversion appeared first on the B2B Lead Blog.

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Jun 13

Who should own lead generation for a complex sale?

By Brian Carroll | Customer Experience

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 same problem over and over. Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. And you know what? […]

The post Who should own lead generation for a complex sale? appeared first on the B2B Lead Blog.

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May 30

New B2B Persona Research From Salesforce and LinkedIn Study

By Brian Carroll | Content Marketing

When was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing and lead generation. Starting in the fall of 2014, Salesforce started to analyze more than 15 million data points, spanning […]

The post New B2B Persona Research From Salesforce and LinkedIn Study appeared first on the B2B Lead Blog.

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May 22

How to Improve Lead Routing to Skyrocket Sales Results

By Brian Carroll | Customer Experience

Have you intentionally managed and optimized your sales lead routing and assignment process? If not, you could be leaking sales, marketing ROI and not realize it. Let me explain. LeadData’s new report, The State of Lead Management, based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads […]

The post How to Improve Lead Routing to Skyrocket Sales Results appeared first on the B2B Lead Blog.

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May 09

Why purpose matters to marketing: growth, revenue, and profit

By Brian Carroll | Empathy-based Marketing

Does your purpose currently impact your marketing, revenue growth, and profit? If not, it should. Here’s why: According to research, curated by Mack Fogelson, consider the following: 73% of people care about the company, not just the product when making a purchase. (BBMG) 50% of purchases are made because of word-of-mouth (Brains on Fire) 85% […]

The post Why purpose matters to marketing: growth, revenue, and profit appeared first on B2B Lead Blog.

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Apr 27

7 Tips to Boost Lead Nurturing Email Results Immediately

By Brian Carroll | Empathy-based Marketing

People aren’t looking for a reason to read your lead nurturing email messages, they’re looking for a reason to delete them.

Think about it.

It’s important to keep this mind because marketers rely on email as the top lead nurturing tactic and according to Econsultancy, it’s the best digital channel for ROI.

However, according to a MarketingSherpa survey of email recipients, 58% of those who stop reading, disengage or unsubscribe later cite “lack of relevance” as a key factor.

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Jan 24

Empathetic Marketing: How To Connect With Your Customers

By Brian Carroll | Empathy-based Marketing

Have you made empathetic marketing part of your strategy in 2017? If not, you should. Let me explain. I interviewed Michael Brenner (@BrennerMichael) the CEO of MarketingInsiderGroup.com. Michael has received recognition across the Internet for his knowledge and role in shaping content marketing as we know it today. He’s a sought-after keynote speaker and co-author of The Content […]

The post Empathetic Marketing: How To Connect With Your Customers appeared first on B2B Lead Blog.

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