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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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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Who Should Own Lead Generation For A Complex Sale?

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 […]

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New B2B Persona Research From Salesforce and LinkedIn Study

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 […]

The post New B2B Persona Research From Salesforce and LinkedIn Study appeared first on the B2B Lead Blog.

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How to Improve Lead Routing to Skyrocket Sales Results

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 […]

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