B2B Demand Lead Scoring Marketing Automation 
Sales Engine
MAY 11, 2016
As most B2B sales people can attest to, the problem is that prospects will most likely misdiagnose their own problems and prescribe themselves the wrong solutions. Mike Vannoy, co-founder and COO of Sales Engine talks about how this has happened in the marketing automation industry. B2B lead generation is all about conversions.
Sales Engine
NOVEMBER 9, 2015
Several years ago, we made some significant investments in marketing after we’d purchased a marketing automation system, and the idea was to gain as much market traction as possible. But how much of that exposure translated into leads and sales? So from a branding and awareness perspective, it worked fantastic!
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Sales Engine
JULY 5, 2016
These aggressive approaches to traditional lead-generation tactics are not as effective anymore because buyer behavior has changed, and therefore, breaking through plateaus requires changing your overall customer acquisition strategy. Sales reps used to be the only source of leads. It’s that they had to.
Sales Engine
AUGUST 19, 2015
I have a friend in sales who continuously argues with me over the definition of what a Marketing Qualified Lead (MQL). As a salesperson, he simply cannot understand how someone that’s not qualified, but demonstrates interest by clicking on a link or downloading a report, can be counted as a qualified lead by any means.
Sales Engine
APRIL 13, 2016
Just because B2B companies are investing heavily in content marketing doesn’t mean that they’re successful at generating the leads they need for business growth. Additionally, 85% of the companies surveyed indicate that lead generation and sales growth was their primary objective for greater investments.
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