Brian Carroll, Author at Marketing Insider Group

Brian Carroll

Brian Carroll knows what drives B2B buyers. As the founder of the B2B Lead Blog, a researcher and lecturer on marketing best practices, and leader in empathy marketing, he’s at the epicenter of the shifting B2B marketing landscape. Brian is the author of the bestseller, Lead Generation for the Complex Sale (McGraw-Hill). He is also the founder of the B2B Lead Roundtable LinkedIn Group with 19,533+ members. Brian recently finished a stint as Chief Evangelist at MECLABS (parent company of MarketingSherpa) and is now back to helping B2B understand and execute modern lead generation and empathetic marketing with his speaking, consulting, and training workshops. www.b2bleadblog.com @brianjcarroll

Article by Brian Carroll

Save Yourself: How To Stop the Hustle and Establish Work-life Boundaries

07 Aug 2019 in Employee Activation

Has our devotion to work and hustle turned into the UnAmerican Dream? Some of the hardest working people I know are in sales and marketing. We often read success stories about how hustle and grit drove fantastic success. That said, the relentless pursuit of success can leave behind damaged relationships and personal life carnage in
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We Stopped Trying to Convince Customers and Got Triple The Results

10 Jul 2019 in Content Marketing

One small thing changed my work in a big way. About five years ago, someone sent me a video on a Tulsa, Oklahoma business that changed the entire way I approach sales and marketing. The first thing that caught my attention was that Mother Teresa had publicly endorsed the business. “Wait,” I thought. “Mother Teresa
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Workfront CMO: How to Get Sales and Marketing Operating as One

13 Jun 2019 in Content Marketing

We’re all familiar with the divide between sales and marketing. They often feel like they live on separate islands. But it doesn’t have to be this way. That’s why I interviewed Heidi Melin (@heidimelin), CMO at Workfront on how to get sales and marketing operating as one team. Brian: Can you tell us a little
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How to Connect Better with Customers with Less Jargon

15 May 2019 in Content Marketing

How can marketers better connect with people we hope will become our customers? Over the few years, 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 more significant. For
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4-Step Lead Generation Analysis to Optimize Sales Conversion

30 Apr 2019 in Demand Generation

When you think of the word optimization, you might think of writing keyword-optimized posts for search engine optimization or running AB split tests for landing page optimization. But, in reality, any marketing process can be optimized from demand generation, account-based marketing and, lead generation. I’ll review the basics of reviewing your demand generation funnel. We’ll
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How the Halo Effect Drives Demand Generation and Leads

23 Apr 2019 in Demand Generation

My dad taught me many lessons growing up, and one that stands out as relevant to demand generation is this: He said, “Choose your friends carefully because [like it or not] you are judged by the company you keep.” He didn’t know it the time, but he explained a cognitive bias called the halo effect.
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The Expert Guide to Innovative Demand Generation

03 Apr 2019 in Content Marketing

Do you routinely look for ways to drive innovation with your demand generation approach? Or do you feel behind the curve? According to research by Circle Research and B2B Marketing, marketers are evenly split. Half say they’re “old school” while the other half believe their approach is innovative. According to the report, almost all of
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2 Tips to Connect and Build Rapport with People Immediately

19 Mar 2019 in Sales Alignment

Want to connect better with people on the phone or in person and build rapport today? Over the past few days, I’ve had two readers reach for advice on how to do better outreach. One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can
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Use Conversational Marketing & Sales? Dave Gerhardt on Why You Should

04 Feb 2019 in Strategy

Meetings, phone calls, and email are important B2B channels but how can you have immediate conversations and drive a more human buying experience? Conversational Marketing is about having one-to-one conversations now to connect with customers and drive leads better. In sum, conversational marketing uses targeted messaging and intelligent chatbots to engage with leads in real-time (while
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How to Improve Your Account Based Marketing Results

23 Jan 2019 in Strategy

B2B lead generation has had to reinvent itself over the last decade. Sales have always used an account-based approach. Now marketing is getting on board by with account-based marketing. But it’s not an easy road. Here’s why: In B2B, you’re never selling to an individual. He or she is almost always part of a buying team.
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