We stopped trying to convince customers and got triple the results

Learn how helping potential customers with an empathetic approach to demand generation and ABM created triple the sales opportunities.

How to Improve Marketing Qualified Lead Routing Results

Learn how to distribute and route marketing qualified leads to get better results rapidly includes 7 tips and a checklist

Lead Nurturing: 5 Useful Tactics to Get More Opportunities

Learn 5 lead nurturing tactics to convert more marketing qualified leads to sales accepted and get tips to nurture prospects to get more qualified leads.

How to Use LinkedIn to Generate Leads

LinkedIn is a great channel for lead generation and expanding your reach within your industry. Read on to learn how to use LinkedIn to generate leads.

How to Do Lead Management That Improves Conversion

Learn how to do lead management that increases conversion for marketing qualified leads and opportunities with 5 steps can use to manage leads better now.

10 Lead Generation and Prospecting Tips for Salespeople

10 tips for salespeople to do lead generation and sales prospecting without the support of a dedicated marketing team that will get results

5 Ways to Immediately Boost Account Based Marketing (ABM)

What are the 5 ways you can immediately improve your account-based marketing (ABM) and selling? Listen or read the transcript from Brian Carroll’s interview with CRMRadio.today to Learn what you can immediately do to improve now.

Improving Lead Capture: 201% increase in leads with a better value proposition

Imagine doubling your lead conversion rate by doing one thing. What’s that one thing? Creating a better value proposition on your landing page. In the case study, you’ll learn how one company clarified the value proposition of a landing page for a 201% increase in captured leads. Here are the details of that case study: […]

Teleprospecting: When marketing lead response time is a priority (and when it’s not)

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]

Marketing Automation: Lessons from 4 case studies

Get four marketing automation case studies on how B2B marketers implementing martech and CRM increased leads by up to 200% and increase revenue quickly.

Introduction to Lead Management

Generating leads is an important B2B marketing goal, but what happens once those leads are in the pipeline? This blog post addresses the challenge of lead management. Brian Carroll defines lead management, explains why it is so important in the complex sale and outlines the various elements in lead management, including people, process and technology.

10 Ways to Optimize Your Lead Conversion Rate

When your leads aren’t converting into customers, it can put a strain on both Marketing and Sales. This B2B Lead Blog post explores 10 levers you can use to improve your lead conversion right now.

Lead Generation: Streamlining the process for quality over quantity

Watch this Lead Gen Summit 2013 presentation from Debbie Pryer, Siemens Healthcare, to learn how you can streamline your lead generation process to achieve quality over quantity.

Marketing Strategy: 3 steps to help optimize website user experience

Learn three steps to optimize your web experience and to get more leads by getting feedback from prospects and customers.. This is the most valuable insight you’ll ever receive because it gives you a direct window into how you serve your customers.

Lead Generation 101: How to get started in demand generation

Get the beginner’s guide to lead generation 101 that includes links to free resources and tools to help you generate leads and do demand generation now

Lead Generation: Balancing lead quality and lead quantity

Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough that turn into sales, your ROI plummets.

Read on to learn how Debbie Pryer, Program Manager, Siemens Healthcare, approached revitalizing Siemen’s lead generation program by finding the right balance of lead quality and quantity.

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

Many marketers use a model for lead qualification based on these four key characteristics called BANT. However, we should focus more on building bridges of understanding between these two departments. Let’s start by creating a common language for lead qualification that makes more sense than BANT.

Intro to Lead Generation: How to determine if a lead is qualified

Dear Daniel, First of all, happy new year! I thank you so much for your complete and interesting feedback. It has been very useful for me. Just one thing: may you give me some objective parameters to define a lead as qualified? I found so many definitions, and I’d like to ask for your support […]

Trade Show Follow-Up: 5 tips to get better ROI

Do marketers make the most their trade show investments? Too many companies wrongly assume trade show attendance equals instant engagement. If you don’t want to be banished to the spam file or voicemail, take the succeeding steps when following up with trade show prospects

List Buying: 6 tips for buying the most effective lead list

Learn how to get started buying lists for prospecting, account based marketing or demand generation with 6 tips to buy the most effective lead lists now