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Lessons from my time as a B2B marketing coach

I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. (You can read more about who attended here.) Frankly, I don’t know who walks away more enlightened – the marketers […]

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

For most of us, the phrase “demand generation” conjures up things like campaigns, trade shows, and the corporate website. But what about sales prospecting? Despite all the newfangled marketing automation tools, most CEOs increase the funding for demand generation by authorizing the expansion of the sales organization. Surprised? You shouldn’t be. Books like SNAP Selling, […]

BNET Interviews Brian Carroll: ‘Focus on Helping, Not Closing’

Brian Carroll was interviewed by Phil Dobbie, BNET and CBS News. Brian reveals how to execute the kind of engaging lead-nurturing conversations that result in more and better-selling opportunities. Listen here, or review key points by following these timestamps: -21:20 How can salespeople strike the perfect balance between nurturing existing leads and getting more sales […]

Four Reasons Why Funnels Are a Marketer’s Best Friend

Funnels are like the central nervous system of the best sales organizations. Few marketing departments depend on funnels to run their business the way sales leaders do. Yes, messaging, segmentation, branding, and numerous other considerations are extremely important. But no tool can impact financial performance for marketing as much as a funnel. There are four […]

B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate

When members of the B2B Lead Generation Roundtable on LinkedIn were asked how companies can improve alignment between sales and marketing, the debate heated up quickly.

B2B Marketing: Playbook for sales and marketing alignment

Be honest. How does your sales team perceive the leads Marketing produces? They love them – couldn’t be happier! They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? If you chose answer number #1, the first thing I would say is, “Well done.” The second thing […]

5 dials to tune in your lead generation process

Learn the 5 of the biggest dials and levers you can use to tune in and turn up your lead generation ROI along with additional resources

8 Tips for generating high quality leads that sales people love

Ask most executives and marketers what salespeople need to sell in this economy and they will say, “more leads.” So their marketing and lead generation focuses on getting MORE leads to their sales team. But do you know how many of your leads are actually impacting the sales pipeline? We’ve done numerous lead qualification programs […]

Stop doing random acts of demand generation

I don’t know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it’s vital for us to think before we execute. It’s not about doing more campaign activity… it’s about […]

Podcast: Sales and Marketing the Six Sigma Way

It’s been well documented that the quality of collaboration between sales and marketing directly impacts ROI. The challenge that many organizations face is that their sales process is a black box. No one except the sales team knows what is going on inside the black box until a proposal or sale happens. Worse still, 80% […]

Closed Loop Feedback: The Missing Lead Generation Huddle

The huddle is crucial to the success of a team in most team sports. While in the huddle, the team looks at their performance on the last play, including what worked and what didn’t, and then uses this feedback to decide their next play. Sales and marketing can learn a lot from the team huddle. […]

Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale

Many things with lead generation seem easier than they are. Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. That amounts to literally billions of wasted marketing dollars. The speed of lead follow-up is a major contributor to this problem. KnowledgeStorm and […]

Using Six Sigma to improve Lead Generation peformance

I just got back from speaking at today’s Minnesota Technology Forum where one of the other speakers was from 3M. They are one of the world’s major adopters and proponents of Six Sigma. The question that changed everything The speaker shared how Six Sigma helped 3M improve their sales team’s effectiveness by increasing the quality […]

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