Brian Carroll
Michael Brenner
Minneapolis, MN, United States
Contact Brian
Discover and connect with journalists and influencers around the world, save time on email research, monitor the news, and more.
| Recent: |
|
| Past: |
|
Past articles by Brian:
How Empathy Will Grow Your Sales and Marketing Pipeline
Are you using empathy in your marketing? Why? Because marketing isn’t something you do to people; it’s something you do with people. You might be wondering: why am I saying this? The problem with modern sales and marketing I see with marketing (and sales) this: we get clinical and treat our customers as objects to → Read More
Empathy is a superpower in marketing and sales
The ability to see things from your customer's perspective doesn't just make you a more likable salesperson or marketer—it's a huge advantage in terms of business outcomes. → Read More
Save Yourself: How To Stop the Hustle and Establish Work-life Boundaries
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 … → Read More
Workfront CMO: How to Get Sales and Marketing Operating as One
Interview with Heidi Melin, CMO of Workfront, on how to create and implement a revenue- and customer-focused process for Sales-Marketing alignment → Read More
How to Get Sales and Marketing Operating as One Team
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 bit about your background? Heidi: Absolutely. I’m a career CMO. I’ve been in marketing… → Read More
How to Improve Marketing Qualified Lead (MQL) Routing Results
Here are the best tools and techniques to help sales reps follow up with every prospect, and make sure that no lead is lost or missed! → Read More
How to Connect Better with Customers with Less Jargon
Revisit your sales and marketing communication to describe people in a human way. Use empathy build better relationships with your customers! → Read More
How to Improve Marketing Qualified Lead Routing Results
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. LeadData’s new report, The State of Lead Management, based on a survey of 527 B2B sellers and marketers found an… → Read More
The Most Important B2B Marketing Metrics for CEOs
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 More
How to get your marketing unstuck and connect with customers
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 example, this recent Gallup Poll showed that public confidence… → Read More
The Most Important B2B Marketing Metrics for CEOs
Do you know what CEOs want most from B2B marketers? They want clarity about marketing results. CEOs lament, “Why can’t I see clear measures and ROI from our marketing?” They expect their marketing leaders to provide clear metrics and be accountable to meeting their numbers just like their sales leaders. These CEOs get frustrated because their marketing leaders share metrics like sales lead… → Read More
Lead Nurturing: 5 Useful Tactics to Get More Opportunities
Lead nurturing is one of those things that’s easy to talk about but hard to do. In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities. Remember this: Our customer’s don’t see our funnels. They only have the aggregate experience of what they see, hear, and feel from us.… → Read More
4-Step Lead Generation Analysis To Optimize Sales Conversion
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 More
How the Halo Effect Drives Demand Generation and Leads
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 we keep.” He didn’t know it the time, but he explained a cognitive bias called the halo effect. … → Read More
4-step lead generation analysis to optimize sales conversion
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 provide a few… → Read More
4-step lead generation analysis to optimize sales conversion
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 provide a few… → Read More
How To Bring More Innovation to Your Demand Generation
Do 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 those … → Read More
Bring more innovation to your demand generation now
Do 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 those who do describe themselves as innovative (93%) say that it… → Read More
Bring more innovation to your demand generation now
Do 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 those who do describe themselves as innovative (93%) say that it… → Read More
2 Tips to Connect and Build Rapport with People Immediately
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 … → Read More