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.

Feb 06

Gartner Research: Boost your growth from existing customers

By Brian Carroll | Empathy-based Sales

CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working. According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” That’s […]

The post Gartner Research: Boost your growth from existing customers appeared first on the B2B Lead Blog.

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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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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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