Learn how to distribute and route marketing qualified leads to get better results rapidly includes 7 tips and a checklist
Continue readingLearn 5 lead nurturing tactics to convert more marketing qualified leads to sales accepted and get tips to nurture prospects to get more qualified leads.
Continue readingLearn how to do lead analysis by following 4 steps to optimize marketing and demand generation metrics and resources to get started
Continue readingThis 6 step guide to lead nurturing success includes links to resources and help you nurture prospects and leads to get more opportunities quickly
Continue readingWhat 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.
Continue readingWhen 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 […]
Continue readingLead generation, especially for B2B companies, can be a stressful and time-consuming process. Read on to learn 11 strategies to help you generate Sales-ready leads right away.
Continue readingToday’s B2B Lead Roundtable Blog post features a dive into a MarketingSherpa case study on an inaugural lead nurturing program at a B2B company with an emphasis on providing quality content to a high level, C-suite audience.
Read on to find out what the company did during this campaign and the results the marketing team was able to achieve.
Continue readingGet four marketing automation case studies on how B2B marketers implementing martech and CRM increased leads by up to 200% and increase revenue quickly.
Continue readingGenerating 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.
Continue readingIt’s time to move BANT methodology into retirement. BANT is not feasible without someone having a conversation with a prospect. For marketing departments, it’s impossible to deliver BANT qualified leads unless marketing owns an inside sales function. Read on for a proposed replacement for BANT, called PAM.
Continue readingMany 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.
Continue readingFor a complex sale, CRM technology can make the difference between a customer moving up through the marketing-sales funnel to completely falling out. Many companies use more than one vendor for their CRM needs, as sometimes Marketing and Sales can require different specific needs. See how marketing automation technologies may offer some companies another option if they are working with multiple CRM software pieces.
Continue readingGet 5 tips that you can use to optimize your time for better marketing and demand generation results.
Continue readingLead optimization is the core of revenue optimization – making as much money as possible from your time, energy and resources. In response to many questions following a recent webinar, “Optimizing the Lead: A data-driven optimization process that goes beyond lead capture,” Brian Carroll sat down and answered 10 of the audience-submitted answers.
Continue readingLearn how to create a universal lead definition in 6 easy steps to get better results from your demand generation and account-based marketing
Continue readingMarketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Values are assigned to each prospect based on attributes like authority, title, vertical and timing to buy, as well as behavior. For example, did the person: […]
Continue readingIn my most recent research project, the MarketingSherpa 2012 Executive Guide to Marketing Personnel, we identified key behavioral and motivational differences between marketing specialists. Much of what we learned applies beyond HR and can improve your lead nurturing and sales efforts. The key to navigating your way to a sales-ready lead is navigating through individual […]
Continue readingLearn 9 steps to drive higher ROI from your trade show and event marketing investments quickly along with additional resources
Continue readingIn the B2B Marketing Benchmark Report, 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. I suspect that part of the ROI problem may be due to improper prioritization. Smart marketers apply […]
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