How Sales Hustle and Automation Hurt Customer Experience

How Sales Hustle and Automation Hurt Customer Experience

by Brian Carroll on Mar 1, 2018 in Marketing Strategy

To drive growth, the mandate for sales organizations is to make more calls, send more cold emails. Sales reps are hustling and using automated tools to move faster. But sales hustle and automation have a downside: they can hurt customer experience. Here’s what I mean: B2B companies are now hiring more people to do this. […]

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New Research: Empathy and Solving Buying Problems

New Research: Empathy and Solving Buying Problems

by Brian Carroll on Feb 21, 2018 in Marketing Strategy

Are you applying empathy as part of your sales and marketing approach? Why? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success. It’s tough to buy. B2B customers are overwhelmed with too much information, too many choices, trying to getting their colleagues to agree, not to […]

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New Research: Boost Organic Growth From Current Customers

New Research: Boost Organic Growth From Current Customers

by Brian Carroll on Feb 14, 2018 in Marketing Strategy

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 […]

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10 Most Popular B2B Lead Generation Blog Posts of 2017

10 Most Popular B2B Lead Generation Blog Posts of 2017

by Brian Carroll on Feb 6, 2018 in Content Marketing

January is a time for new beginnings. To help you launch into a great year, I’ve compiled a list of the top ten most popular and shared posts on the B2B Lead Generation Blog in 2017. This following list was compiled based on aggregate social shares across Twitter, LinkedIn, Facebook and views. The list starts […]

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Why Customer Advocacy Should Be at the Heart of Your Marketing

Why Customer Advocacy Should Be at the Heart of Your Marketing

by Brian Carroll on Sep 27, 2017 in Content Marketing

Are you connecting with and empowering your customer advocates? If not, you should. Here’s why. Customer advocacy marketing programs help you increase revenue by improving customer acquisition and retention (and they’re your best source of leads). How? Because you’re helping to encourage and motivate happy customers to speak about you positively to others. And delighted customers […]

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How To Do Lead Management That Improves Conversion

How To Do Lead Management That Improves Conversion

by Brian Carroll on Aug 28, 2017 in Content Marketing

  In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, the average conversion rate of marketing qualified leads to actual revenue conversion is low. You may be wondering: how low? According to Forrester, top performers convert 1.54% of marketing qualified leads to revenue. And […]

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