Brian Carroll

Framemaking & the Future of Sales: Brent Adamson on Winning Back Buyers 🚨 In a recent Gartner survey, 75% of B2B buyers said they’d prefer a rep-free buying experience. So what does that mean for the future of sales? On this episode of the B2B Roundtable Podcast, I sit down with Brent Adamson (co-author of The Challenge

75% of B2B buyers say they’d prefer a rep-free buying experience.
Not because they hate sales, but because they’ve lost confidence.

As Brent Adamson told me:

“It’s not your customer’s confidence in you that matters.
It’s their confidence in themselves.”
bit.ly/3WmGfVY

Framemaking & the Future of Sales: Brent Adamson on Winning Back Buyers 🚨 In a recent Gartner survey, 75% of B2B buyers said they’d prefer a rep-free buying experience. So what does that mean for the future of sales? On this episode of the B2B Roundtable Podcast, I sit down with Brent Adamson (co-author of The Challenge

75% of B2B buyers say they’d prefer a rep-free buying experience.
Not because they hate sales, but because they’ve lost confidence.

As Brent Adamson told me: “It’s not your customer’s confidence in you that matters.
It’s their confidence in themselves.”
#Sales #Marketing #B2B #Leadership

Why More Leads Won't Fix Your Revenue Problem (And What Will) Discover why chasing more leads isn't the answer to your revenue challenges. Learn the human-centered approach that actually drives sales-marketing alignment and growth.

Your buyer isn't drowning anymore.
They're surfing.

And Forrester just revealed something fascinating...
89% of B2B buyers now use GenAI across their entire buying journey.

The more your buyers use AI to get smarter... The more they crave genuine human insight

www.markempa.com/why-more-lea...

Align B2B Buyer-Driven Experiences to The Bigger Picture - Marketing Interactions B2B buyer-driven experiences that help customers evolve, anticipate roadblocks, and feel good result in bold buying decisions.

It takes more than your product to win the deal in #B2B.

Research by SBI found B2B buyers ranking “how they felt” during the buying process as carrying more weight “what they bought”

58% say we’ve nailed the logic/product part.

Only 24% say we succeed at how we make them feel.
We can fix that >

The Psychology of Lead Nurturing: Understanding the People Behind the Titles 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 involve...

The Psychology of Lead Nurturing: Understanding the People Behind the Titles

Is Sales Development Too Complex for Testing? What I’ve Learned from 20,000+ B2B Leaders Teleprospecting has significantly more variables than email, landing pages, and direct mail, and therefore makes testing complex.

Is Sales Development Too Complex for Testing? What I’ve Learned from 20,000+ B2B Leaders

Can We Bring Science to Sales Development? Testing Complex B2B Lead Generation 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 su...

Can We Bring Science to Sales Development? Testing Complex B2B Lead Generation

Transform Your Lead Management: A Customer-Centric Approach to Higher Conversion Rates Transform your lead management process and boost conversion rates with our proven 5-step framework. Learn how top B2B companies align sales and marketing to maximize revenue.

Transforming your lead management to a customer-centric approach is crucial for higher conversion rates 📈. By focusing on understanding and meeting your customer's needs, you can drive more successful sales 🎯. #LeadManagement #CustomerCentric #ConversionRates

CEOs in 2024 want B2B marketing metrics that demonstrate real impact on revenue and growth 📈. Key metrics include customer acquisition cost, customer lifetime value, marketing-generated revenue, and pipeline velocity. #marketing #b2bmarketing #ceo #metrics #revenue

100% this.

I’m diving into Bsky for a fresh change. I'm also excited to see all my #b2b pals here. Let’s make some great connections!

The Empathy Paradox: Why Even Customer-Centric Marketers Fail at Understanding Customers 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

I know, right?! It's wild to think about. The empathy paradox is definitely a mind-blower. Can't wait to dive into it! 🧐 #CustomerCentric #MarketingInsights #EmpathyParadox