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 […]

Who Should Own Lead Generation For A Complex Sale?

by Brian Carroll on Aug 21, 2017 in Demand Generation

You might be thinking, “isn’t the answer obvious?” It’s not. Let me explain. I hear the same problem over and over. Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. And you know what? They’re both right.  Here’s what I mean. Companies don’t typically […]

New B2B Persona Research From Salesforce and LinkedIn Study

by Brian Carroll on Aug 16, 2017 in Content Marketing

When was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing and lead generation. Starting in the fall of 2014, Salesforce started to analyze more than 15 million data points, spanning […]

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How to Improve Lead Routing to Skyrocket Sales Results

by Brian Carroll on Aug 14, 2017 in Content Marketing

Have you intentionally managed and optimized your sales lead routing and assignment process? If not, you could be leaking sales, marketing ROI and not realize it. Let me explain. LeadData’s new report, The State of Lead Management, based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads […]

7 Tips to Boost Lead Nurturing Email Results Immediately

by Brian Carroll on Aug 8, 2017 in Content Marketing

People aren’t looking for a reason to read your lead nurturing email messages, they’re looking for a reason to delete them. Think about it. It’s important to keep this mind because marketers rely on email as the top lead nurturing tactic and according to Econsultancy, it’s the best digital channel for ROI. However, according to […]

Lead Nurturing: 5 Useful Tactics to Get More Opportunities

by Brian Carroll on Aug 2, 2017 in Content Marketing

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Here’s the thing: Our customer’s don’t see our funnels. They only have […]