Why More Leads Won’t Fix Your Revenue Problem (And What Will)
Markempa Blog
by Brian Carroll
1M ago
Stop for a moment and think about this… When was the last time your sales team celebrated a marketing lead? (I’ll wait…) Here’s something I’ve noticed: It’s fascinating that while we’ve dedicated the last decade to marketing and sales technology, we’ve somehow overlooked the humans behind the numbers. Today’s reality is both simpler and more ..read more
Visit website
The Real Cost of a Broken Demand Engine (Hint: It’s Not Your Team’s Fault)
Markempa Blog
by Brian Carroll
1M ago
Stop me if this sounds familiar… Your marketing team is churning out content. Your sales team is grinding through calls. Your tech stack is packed with the best tools. And yet… something’s not clicking. Here’s something to consider: The real problem isn’t your sales or marketing team’s effort or creativity. It’s the fundamental disconnect between ..read more
Visit website
Why Most Companies Get Their Ideal Customer Profile Wrong (And How to Fix It)
Markempa Blog
by Brian Carroll
2M ago
Keeping up with an ever changing market requires that you also establish and update the profile of your ideal business prospect. Read more to learn five steps you can use to create and maintain an ideal customer profile system in your organization ..read more
Visit website
Building an Effective ABM Lead List: Precision Beats Volume
Markempa Blog
by Brian Carroll
3M ago
When targeting high-value accounts, a broad list of generic leads won’t cut it. For account-based marketing (ABM) to succeed, you need a highly targeted list based on your Ideal Customer Profile (ICP). Think of it as a curated collection of potential accounts likely to convert rather than a generic pile of business cards with little ..read more
Visit website
Email Marketing: 3 lead nurture paths you should automate
Markempa Blog
by Brian Carroll
3M ago
Marketing automation can help you manage lead nurturing in a complex marketplace. Read on for three lead nurture paths you can automate to aid your B2B marketing efforts ..read more
Visit website
The Essential Traits of Successful Sales Development Representatives (SDRs)
Markempa Blog
by Brian Carroll
3M ago
During a recent B2B Roundtable Webinar about sales development, someone asked me, “What should I look for in an SDR?” After helping hire and train hundreds of sales development representatives, I’ve learned that the answer isn’t as straightforward as most people think. Let me share what I’ve discovered makes the difference between good and great ..read more
Visit website
Can We Bring Science to Sales Development? Testing Complex B2B Lead Generation
Markempa Blog
by Brian Carroll
3M ago
This is the second part of a series which asks the question, “Is Teleprospecting Too Complex for Testing?” The first post outlined what could seem to be insurmountable teleprospecting testing challenges. This post looks at how teleprospecting can be successfully tested ..read more
Visit website
The Psychology of Lead Nurturing: Understanding the People Behind the Titles
Markempa Blog
by Brian Carroll
3M ago
Let me share something that transformed how I think about lead nurturing: 95% of your leads are like green bananas – they need time to ripen. But here’s what fascinates me – it’s not just about timing, it’s about understanding the personalities involved in the buying decision. Beyond Job Titles: The Human Side of B2B ..read more
Visit website
The Empathy Paradox: Why Even Customer-Centric Marketers Fail at Understanding Customers
Markempa Blog
by Brian Carroll
3M ago
No one will ever say “we don't focus on the customer. Learn why (even empathetic) marketers fail at customer empathy and how to fix it immediately ..read more
Visit website
Boost B2B Revenue: Prioritize Current Customers Now!
Markempa Blog
by Brian Carroll
3M ago
“We know more about our prospects than our current customers.” When a client recently shared this with me, I had to pause. It perfectly captured a painful irony in B2B marketing: we often invest more energy in understanding people who might buy from us than those who already do. The $150 Million Wake-Up Call Let ..read more
Visit website

Follow Markempa Blog on FeedSpot

Continue with Google
Continue with Apple
OR