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Feature Article
B2B Sales and Marketing Alignment: How to Drive Collaboration for Higher ROI
Lead generation is invariably at the heart of misalignment between sales and marketing. In many organizations, marketing decries the lack of follow up and closed-loop reporting. The sales force complains about the quality of leads and their negligible impact on the sales pipeline. The following steps address these problems by providing a practical road map for better sales and marketing alignment.
Feature Articles

Other Feature Articles

Nov. 9, 2010
Lead generation is invariably at the heart of misalignment between sales and marketing. In many organizations, marketing decries the lack of follow up and closed-loop reporting. The sales force complains about the quality of leads and their negligible impact on the sales pipeline. The following steps address these problems by providing a practical road map for better sales and marketing alignment.
May 25, 2010


 
In this article from Inc Magazine Brian Carroll, CEO of InTouch gives tips on what makes cold calling successful.
Feb. 10, 2010
Marketing can claim leads generate “incremental revenue,” but the evidence is often inconclusive and not particularly compelling. Before further cost-justifying demand generation investments with incremental revenue contribution arguments, maybe marketing executives should take a new approach. Perhaps a more useful frame of reference is on the cost side of the equation and not on the revenue side at all. That is, lead generation is really a matter of cost avoidance and therefore cost savings. In this light, B2B companies must compare these marketing expenses to the costs associated with related sales activity and ask which use of resources yields a better return.
Nov. 18, 2009


 
According to MarketingSherpa, generating "high-quality" leads is the B2B Marketers number one challenge. In this article from Target Marketing Magazine, Brian Carroll, InTouch CEO provides the steps to obtaining these "high-quality" leads that sales will love.
Nov. 10, 2009
Brian Carroll discusses how a multi-touch approach to lead nurturing can keep your prospects engaged through relevant content and timely conversations until leads are ready to talk to your sales team.
Nov. 4, 2009
B2B Lead Gen expert Brian Carroll discusses how making this human touch a part of a holistic lead generation strategy can tremendously improve lead generation efforts
Oct. 21, 2009
Brian Carroll, CEO of InTouch, will share how to address the proverbial "black hole" between your company's sales and marketing efforts. Carroll will outline an operational playbook to better manage and nurture the leads you generate.
Oct. 5, 2009
As companies are thinking harder about every dollar spent, your personal contacts and relationships with prospects can make or break those deals. Learn seven ways you can tweak your programs because strong lead nurturing and lead scoring programs that have adapted to the economy is the most important asset you have.
Sep. 30, 2009
This article contains five steps for creating a systematic approach to successful lead qualification that will improve teamwork and enhance ROI.
Aug. 14, 2009


 
In this article from SalesNewz, Brian Carroll gives eight steps you can implement to provide higher quality leads to your sales team.
Jul. 31, 2009
In this article from SalesNewz, Brian Carroll provides four steps needed to create a succesfull lead qualification process so you can turn inquiries into sales ready leads
Jul. 15, 2009


 
For cold calling to be successful, it needs to be part of a holistic lead generation strategy. In this article from Selling Power, Brian Carroll provides seven tips to ensure success.
Apr. 9, 2009
Lead nurturing is a consistent and meaningful communication with viable prospects; NOT "following-up" every few months to find out if a prospect is "ready to buy yet." The following four steps "walks" through how to create an effective lead nurturing program.
Mar. 31, 2009
How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less with Sales Kaizen. Michael Webb, President and Founder of Sales Performance Consultants recently interviewed Brian Carroll on how to generate and increase sales opportunities.
Mar. 25, 2009
Many marketers with slashed budgets are looking to get more done with smaller investments. Targeted email combined with outbound calling is the ideal 1-2 punch for increasing leads, sales activity and revenue. Learn how to create good quality B2B sales leads with email marketing and the telephone.
Feb. 13, 2009


 
Bill Golder, EVP of Sales for Miller Heiman interviews Brian Carroll, CEO of InTouch on sales and marketing alignment so organziations can become more effective at driving top-line sales.
Aug. 11, 2008
Research shows that 80% of sales ready leads wind up being ignored, lost or discarded. In this article, Brian Carroll, InTouch CEO, gives you five ways to be more effective in your B2B lead management process.
May 27, 2008


 
In these days of social media marketing and emoticons in e-mails are b-to-b marketers are still spending enough time adding the human touch? In this article InTouch CEO Brian Carroll explains the importance of the human touch and how to incorporate it into your marketing mix.
Feb. 5, 2008
The rules of calling have changed and it’s harder than ever to reach executives on the phone. If you’re ready to take that dialing leap and start making phone calls then this article should serve as a good how-to guide for making cold calls.
Nov. 6, 2007


 
In this article from MarketingProfs, Brian Carroll explains the benefits of podcasting and how to leverage this technology in your business.
Oct. 8, 2007


 
Brian Carroll, author of Lead Generation for the Complex Sale was quoted in an article by Christopher Hosford of BtoB Magazine on the importance of recycling leads that don't close.
Oct. 8, 2007


 
InTouch CEO Brian Carroll was recently interviewed about lead recycling trends by BtoB Magazine and gave insights on how to re-engage prospects and it's importance.
Oct. 8, 2007


 
Mikel Chertudi of Omniture discusses how partnering with InTouch is helping Omniture identify sales opportunities through lead re-engagement.
Oct. 1, 2007


 
InTouch CEO Brian Carroll offered tips on direct mail and email marketing in an article called "Sweet Science" in Marketing News, a publication of the American Marketing Association.
Sep. 24, 2007


 
Driving better ROI doesn't mean that you have to drive more leads, you just need to nurture the ones you have. Brian Carroll, CEO of InTouch explains how you can increase your odds of success by the addition of a lead nurturing program.
Sep. 4, 2007


 
Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale was quoted in an article called Lead the Way published in Entrepreneur Magazine. In the article Brian provides ideas on information sales people can use to follow up with their prospects.
Jul. 31, 2007
InTouch CEO Brian Carroll was quoted by Fuel Marketing writer David Ward in an article republished in Kiplingers about nine and a half techniques to generate leads without spending too much.
Jul. 12, 2007
Brian Carroll, author of Lead Generation for the Complex Sale and CEO of InTouch was quoted on different strategies you can implement to ensure that your salespeople continue to update the CRM system.
May 15, 2007


 
InTouch CEO Brian Carroll was quoted in an article on viral marketing in Marketing News, a publication of the American Marketing Association. The article entitled, "Viral Campaign Hooks Potential Users," by Staff Writer Allison Enright, focuses on how internet and viral marketing helped boost one company's recognition and client base.
May 1, 2007
In this article Brian Carroll, author of Lead Generation for the Complex Sale shares with us why podcasting is emerging as a bonafide lead-generation tool as well as gives tips for the newbie podcaster and advice from an avid podcasting expert.
Mar. 4, 2007


 
Being able to drive better lead generation ROI doesn't necessarily have to be done by driving more activity to the sales team. In the article, Brian Carroll, author of Lead Generation for the Complex Sale and CEO of InTouch, shows how creating effective marketing and sales collateral may be the answer to driving better lead generation ROI.
Feb. 28, 2007


 
Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale, weighs in on this important question; is it better for companies to be open with their "intellectual property" or to keep it locked away?
Jan. 16, 2007


 
Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale, was mentioned in the article Take the Lead, from Selling Power Magazine. Take the Lead stresses the necessity for the alignment of marketing and sales so there is a clear understanding of what a lead is to ensure that leads are being followed up on and not being disregarded as a "waste of time" by the sales team.
Jan. 6, 2007


 
Brian Carroll, CEO, InTouch, Inc., and author of Lead Generation for the Complex Sale. was interviewed by Barbara K. Mednick, Star Tribune sales and marketing. This article was originally published on Friday, January 06, 2007 in the Star Tribune WORKING section.
Nov. 1, 2006


 
For the November issue of Target Marketing Magazine, InTouch CEO, Brian Carroll, provides the cover story. "What's a Lead? - End the marketing/sales tug of war (and improve ROI) with a better lead qualification process" talks not only about just that, but how the phone is also an important tool that is often overlooked in lead qualification.
Oct. 31, 2006


 
Would you like to be more visible and generate sales leads on a limited budget? Become a thought leader! Thought leadership gives you an edge to combat commoditization and attract more business. Read the 14-page in-depth interview with Brian Carroll on thought leadership by RainToday.
Oct. 16, 2006


 
Barbara Mednick, a Marketing PR/Communications Consultant and Freelance Writer, quotes Brian Carroll in this article on the changing field of sales.
Jul. 21, 2006
Brian J. Carroll, known throughout the U.S. as a B2B lead generation expert and author of Lead Generation for the Complex Sale, offers a complimentary e-book highlighting proven ways to improve new business development and revenue programs. Download your copy of his new eBook titled Start With A Lead: Eight critical success factors for lead generation.
May 12, 2006
In this article, Brian Carroll, CEO of InTouch, Inc., known for his B2B Lead Generation blog, and author of Lead Generation for the Complex Sale was interviewed on the subject of thought leadership. This article will give you key ideas that you can take away to become a thought leader in your field.
May 5, 2006


 
WebPro is part of the iEntry Network, which consists of the best business-to-business web search engine, several targeted "niche engines" and email newsletters reaching over 6,000,000 unique opt-in subscribers. Total newsletter delivery is over 50 million emails per month.
Apr. 1, 2006


 
Reaching decision makers seems harder than ever. InTouch CEO Brian Carroll was interviewed by Scott Bekker, editor-in-chief of Redmond Channel Partner magazine. As you'll read, reaching decision makers is actually a two-part task: The first is finding them, the second is engaging them.
Feb. 15, 2006


 
In this article from Marketing News, a publication of the American Marketing Association, Brian Carroll, CEO of InTouch, was interviewed by staff writer Allison Enright. The article focuses on how marketers can effectively connect with decision makers in big companies. If you're doing lead generation for a complex sale, you'll want to read this article.
Oct. 12, 2005


 
Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale, offers some thoughts on organizing and providing open access to more of your web content in order to successfully improve your lead generation success.
Sep. 1, 2005


 
Brian Carroll is quoted in this article from 1to1 Magazine by John Gaffney. Gaffney writes, "B2B companies face unique challenges in developing their most growable customers. Here are four strategies to help..."
Jun. 23, 2005


 
Brian Carroll, InTouch CEO, is quoted in this article from MarketingSherpa. When it comes to buying computers, software, and other technology, the most powerful influencer at almost nine million small-to-medium businesses isn't on payroll. He's the IT consultant. And he's waaaay too busy to notice your standard marketing messages. How can you make IT consultants snap to attention and recommend your products to their clients?
Jun. 13, 2005


 
InTouch CEO Brian Carroll is quoted in a BtoB Magazine article on one of the hottest direct marketing topics today, word-of-mouth marketing.
May 3, 2005


 
In this article from MarketingProfs, Brian Carroll, CEO of InTouch, dicusses webinars and how to keep your audience engaged and interested. SWOT team: Hank Stroll and Meryl K. Evans, contributing writers for MarketingProfs.com.
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