We Stopped Trying to Convince Customers and Got Triple The Results

We Stopped Trying to Convince Customers and Got Triple The Results

by Brian Carroll on Jul 10, 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 […]

Read Full Post

Workfront CMO: How to Get Sales and Marketing Operating as One

Workfront CMO: How to Get Sales and Marketing Operating as One

by Brian Carroll on Jun 13, 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 […]

Read Full Post

How to Improve Marketing Qualified Lead (MQL) Routing Results

How to Improve Marketing Qualified Lead (MQL) Routing Results

by Brian Carroll on May 23, 2019 in Demand Generation

In this post, I’m going to share seven tips to help you improve lead routing for more sales. Have you intentionally managed and optimized your marketing qualified lead routing and assignment process? If not, you could be losing sales, and marketing ROI not know it. Let me explain. LeanData’s new report, The State of Lead […]

Read Full Post

How to Connect Better with Customers with Less Jargon

How to Connect Better with Customers with Less Jargon

by Brian Carroll on May 15, 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 […]

Read Full Post

The Most Important B2B Marketing Metrics for CEOs

The Most Important B2B Marketing Metrics for CEOs

by Brian Carroll on May 14, 2019 in Content Marketing

Do you know what CEOs want most from B2B marketers? They want clarity about marketing results. CEOs often complain, “Why can’t I see clear measures and ROI from our marketing?” They expect their marketing leaders to provide clear metrics and be accountable for meeting their numbers just like their sales leaders. In sum, CEOs get […]

Read Full Post

4-Step Lead Generation Analysis to Optimize Sales Conversion

4-Step Lead Generation Analysis to Optimize Sales Conversion

by Brian Carroll on Apr 30, 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 […]

Read Full Post