Clear, practical ideas for reducing GTM friction and making complex B2B growth more predictable. Click to read GTM Clarity, by Brian Carroll, a Substack publication. Launched 2 days ago.

We optimized for MQLs until buyers tuned us out. Then we blamed the playbook. This is what we do now.

A few months ago, I sat with a CRO who looked exhausted. The team was working hard, but revenue wasn’t moving. It turned out the problem wasn’t effort. It was misalignment in their GTM system.I wrote ...

🚨 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

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.

B2B buyer-driven experiences that help customers evolve, anticipate roadblocks, and feel good result in bold buying decisions.

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...

Teleprospecting has significantly more variables than email, landing pages, and direct mail, and therefore makes testing complex.

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...

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.

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