2 Tips to Connect and Build Rapport with People Immediately

2 Tips to Connect and Build Rapport with People Immediately

by Brian Carroll on Mar 19, 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

Use Conversational Marketing & Sales? Dave Gerhardt on Why You Should

by Brian Carroll on Feb 4, 2019 in Marketing 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

How to Improve Your Account Based Marketing Results

by Brian Carroll on Jan 23, 2019 in Marketing 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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Why Marketers Are Bad At Empathy And What To Do About It

Why Marketers Are Bad At Empathy And What To Do About It

by Brian Carroll on Dec 18, 2018 in Marketing Strategy

No one will ever say “we don’t focus on the customer.” Here’s why (even empathetic) marketers fail at customer empathy and how to fix it. Let me explain: Dr. Johannes Huttula did a research with 480 experienced marketing managers. They asked marketers to step into their customer’s shoes and predict what they would reply in […]

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Building B2B Relationships With Trust and Empathy [Interview]

Building B2B Relationships With Trust and Empathy [Interview]

by Brian Carroll on Dec 5, 2018 in Marketing Strategy

We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing. Even though our tools have become smarter with AI and machine learning, connecting and building B2B relationships has never been harder. The question is: How can […]

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Transform Your Customer Success Journey and Accelerate Growth

Transform Your Customer Success Journey and Accelerate Growth

by Brian Carroll on Nov 13, 2018 in Content Marketing

Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are growing through customer success. That’s why I interviewed Kia Puhm (@kiapuhm), CEO at K!A CX Consulting to talk about customer success. […]

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