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About Brian Carroll

Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."

Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.

Why Are So Many Marketers Dissatisfied With Social Media Results?
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Over the holidays, I had some time to really dive into the LinkedIn B2B LeadGen Roundtable discussions. One started by Ann Thornley-Brown, President & CEO, Executive Oasis International, Toronto, caught my attention.

Lesson’s Learned from Podcasting

If you plan on entering the world of podcasting or want to make yours better, you can read what I’ve learned in my MarketingProfs article, "Lessons Learned from Podcasting."

Similar to blogging, podcasting is a medium that B2B marketers remain on the fence about. Are they worth the time investment? Should you start a podcast to generate leads? I would say probably not, at least if that’s your only motivation.

Lead Generation & Management Strategies

Back In 2005, I did an 11 City speaking tour sponsored by GlobalSpec to teach manufacturers how to become better at lead generation, lead management and lead nurturing. 

I traveled with Guy Maser VP of Marketing for GlobalSpec and I thought he had a great message about helping marketers get the most out of their internet lead generation investment. Today, his article in BtoB Magazine gives a great summary of his presentation from the roadshow and is worth a read.

Closed-Loop Marketers More Likely to Reach Goals

As I’ve written before, I’m a big proponent of using closed loop feedback to improve marketing and lead generation ROI.  I came across a recent report by Aberdeen Group entitled, "Creating a Customer-Centric Marketing Organization," that reinforces the point with broader empirical data.

Aberdeen found, "Companies that adopt closed-loop marketing processes are more than three times as likely to report a greater than 50% return on marketing investment (ROMI) than those that do not.”

Drive Better Lead Generation ROI

Ask most executives and marketers what sales people need and they will say, “more leads.” Your sales people don

Giving Away Business Ideas

I had coffee with a potential partner and our conversation ebbed to a discussion about marketing philosophy.  He said something like, "I think companies [like yours] just give away many of their trade secrets on their website. 

They provide too much information.  If I wanted to compete with you… all I would need to do is read your website or blog.  The purpose of a website is to solicit interest… you’ve got to get people to respond… to generate leads."

My response…

Sales and Marketing the Six Sigma Way

It’s been well documented that quality of collaboration between sales and marketing directly impacts ROI.

Email Newsletters and Blogs

So I finally got a chance to catch my breath a bit and read some of the content on my “blogs I read” list.

Don’t Waste Your Pay-Per-Click Budget
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Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to the MarketingProfs article, Five Proven Ways to Waste Money With Pay-per-Click Advertising by John Grant.

E-mail And Phone Have High Response Rates

BtoB Magazine points out some interesting findings in the DMA 2006 Response Rate Trends Report which includes data for more than 1,500 campaigns received in 2004, 2005 and 2006.

Target Marketing – Whats a Lead?

Many marketers believe generating more sales leads is the key to hitting revenue targets. That’s not always true. In fact, most companies need to do a better job managing and qualifying the leads (or more likely the inquiries) they already have.

Finding Your B2B Lead Generation

Often lead generation programs seem more ready-fire-aim instead of ready-aim-fire. Mac McInTosh wrote a helpful article on, “Targeting Your B2B Lead Generation,” that I think provides some good tips and reminders.

Scoring For Better Leads

The biggest mistake made by marketers is to give mere inquiries to a salesperson.

Why Doesn’t Naked CRM Work?

Did you know your CRM might be naked? I never thought of it that way until I read this compelling e-book by Ardath Albee.

Become a Thought Leader and Attract Customers

Would you like to be more visable and generate sales leads on a limited budget? Become a thought leader!

White Papers, Lead Generation – Key for BtoB Marketers

Complex sales cycles make the development of multi-modal marketing strategies critical.

Telemarketing big with Xerox

Do you use the telephone as part of your multi-modal lead generation strategy?

Using White Papers for Lead Generation

Michael Stelzner wrote a solid overview article in MarketingProfs this week titled, “How White Papers Can Turbo-Boost Your Lead-Generation Campaign.”

Hip and Stylish Younger Sibling to the Whitepaper

If you’re reading this, it’s likely that you are a reader of other blogs. As such, you’re probably aware of the growing number of e-books available. So what’s the deal?

New Book on Corporate Blogging

It’s exciting when someone you know launches a new book.

Best & Worst Lead Generation Offers for 2006

I’ve been quiet here for over a week, but not because I don’t have a ton of things to write about. Actually, I’m focused on getting a special project ready that I’ll be releasing to the world via this blog on August 1st. Stay tuned.

How Podcasts Impact B2B Purchase Decisions

A key aspect of lead generation is to engage people as early in their buying process as possible, because that’s where you can make the biggest difference. Simply put, engage early and often.

Leads Too Valuable For Sales People Alone

David Meerman Scott’s blog post, “Sales Leads Are too Valuable for Sales People,” is worth a read. He shows the folly of marketers who throw sales leads over the wall and expect sales people to catch them.

Sales and Marketing as a Team

The best mindset, strategy and tactics – and the most astute sales and marketing individuals – are for naught without the collaboration of everyone involved.