Sales Engine

JUNE 14, 2018

In the not-so-distant past, scaling a B2B company meant hiring more sales people that were responsible for all their own business development. Prospects aren’t as willing to talk to sales people anymore, and because they can conduct research online, they don’t think they need to. On paper, the numbers supported it.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

AUGUST 25, 2016

In this webinar clinic, Presenter Mike Vannoy, Co-Founder and COO of Sales Engine Media will diagnose three of the most common mistakes that B2B companies make in their content strategy that results in lost opportunities.

Webinar Metrics 120

Webinar Metrics Conversion Content B2B Sales 120

Sales Engine

JANUARY 11, 2017

For most B2B companies with a complex, relationship based selling process, a demand generation program that provides actionable sales intelligence is one of the best options at their disposal. As a marketing leader, have you been tasked with building a demand generation program designed to funnel leads to salespeople?

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

AUGUST 10, 2016

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. The right question to ask is how can we effectively communicate our solution to prospects to demonstrate that we understand their pain? This company gets me.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

JANUARY 7, 2016

Only at the middle and bottom of the funnel (when you’ve qualified and are in negotiations with a prospect) will it be okay to inform them about the features, functions, and benefits of your solution. Today, we have to go about prospecting in a different way; no one wants to be sold to. They never did. This takes time.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

NOVEMBER 30, 2015

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. The right question to ask is how can we effectively communicate our solution to prospects to demonstrate that we understand their pain? This company gets me.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

FEBRUARY 25, 2016

Content marketing gurus all seem to be talking about the need to create experiences for marketing to engage with buyers, but what does that mean to the average B2B company? Marketing automation should deliver content that speaks to your prospect like a person—rather than a machine. In other words, it’s not about you, it’s about them.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

JULY 7, 2016

In the not-so-distant past, scaling a B2B company meant hiring more sales people that were responsible for all their own business development. Prospects aren’t as willing to talk to sales people anymore, and because they can conduct research online, they don’t think they need to. On paper, the numbers supported it.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

JULY 29, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If This requires way more than just knowing the demographic information on your prospects.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 5, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If This requires way more than just knowing the demographic information on your prospects.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

FEBRUARY 25, 2016

Content marketing gurus all seem to be talking about the need to create experiences for marketing to engage with buyers, but what does that mean to the average B2B company? Marketing automation should deliver content that speaks to your prospect like a person—rather than a machine. In other words, it’s not about you, it’s about them.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

DECEMBER 21, 2015

In the B2B space, the number-one goal of most content marketers is to generate leads for their sales team. But, if you examine your total universe of prospects, what percentage are actively searching for a solution in the next three months? That means 20% of all of your prospects will evaluate solutions like yours in any given year.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

JANUARY 25, 2016

Most of us understand that the world of marketing has changed—B2B has gone digital. Lead-gen math looks at how many times you must interrupt your prospects in the hope of making a connection with those few who are actually in the market. How to Dominate Your Market With Content from SalesEngine 1. But, it hasn’t happened overnight.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

FEBRUARY 5, 2016

Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. But how do they know if those marketing efforts are having impact on the bottom line?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Top of Funnel 120

Sales Engine

FEBRUARY 5, 2016

Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. But how do they know if those marketing efforts are having impact on the bottom line?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Top of Funnel 120

Sales Engine

MAY 22, 2016

As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. Neil said “Why would a prospect want to write you a check for conducting a Sales Call”?

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

OCTOBER 16, 2015

The answer is critical for anyone in B2B marketing today. B2B content marketing today is really about generating leads for sales by replacing the one-to-one conversations that salespeople used to be able to get more predictably. A consumer of your content is not a prospect—or not yet, anyway. B2B Marketing Blog RSS.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

OCTOBER 27, 2015

During this conversation, the salesperson asks questions to further qualify the prospect. More Related Posts from Sales Engine: Demand More from today's B2B Marketer Feeding Sales is a Process, Not a Project Content Marketing Requires the Mindset of a Publisher.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

JUNE 28, 2016

The scenario is similar for any quota-driven B2B sales team. They’re not interested in engaging with prospects who are not ready to buy. It’s natural, then, for you to be singularly focused on finding those witnesses—talking to anyone else might seem like a waste of time.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136

Sales Engine

SEPTEMBER 1, 2015

I predict that B2B companies that don’t embrace this new marketing direction in a big way will face serious revenue challenges in the future. They won’t help you track where your prospects entered into the sales cycle and became customers. Prospects are already shopping on the internet for solutions to their problems.

Content Marketing 120

Content Marketing Cold Calling Lead Ranking Marketing Qualified Leads 120

Sales Engine

MARCH 28, 2016

Demand generation requires a complete marketing program that not only attracts prospects to your website, but also converts them into leads, nurtures them over time through their own buying journey, and assists the consultative sales person to close. When prospects come looking, we’re the ones they find. Very important.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

AUGUST 13, 2015

Eighty-five percent of B2B phone calls go to voicemail and are never returned. People can hide behind voicemail, prospects can hide behind email. It's up to marketing to produce the marketing qualified leads to get turned over to sales. So, the old tools sales reps used to leverage have dried up. The power has shifted.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

SEPTEMBER 18, 2015

Just the other day, one of our prospects told us that their SEO company suggested that they write no more than one blog post per week, and it should never be over 400 words. Of course, you want your content to be found by your prospects on the first page of Google or any other search engine where your prospects are typing in questions.

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 120

Sales Engine

SEPTEMBER 25, 2015

The prospect performs a web search and they look at whitepapers, articles, videos, webinars Maybe at this point they engage with a sales repand have a demonstration, but not always. And I’m also sure that the last deal you closed is not going to look like next prospect you’re engaging with.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

OCTOBER 1, 2015

Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. That was followed up with salesperson’s voicemail and email that garnered a meeting.

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 120

Sales Engine

AUGUST 20, 2015

KOGLER: Obviously, the role of salespeople has changed significantly over the last couple of years, not only because they need to be more consultative, but also the nature of B2B products and services that they sell has become increasingly complex. It helps the prospect to connect the dots in their own mind. KOGLER: Numerous ways!

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

MARCH 24, 2016

Inbound marketing , a term popularized by Hubspot, is all about producing content that extends the boundaries of company-owned web properties in order to catch the attention of prospects and entice them to engage with your web properties, including social channels and blogs. The right offer at the right time will always work.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

AUGUST 25, 2015

So how can you extract this knowledge in such a way that you can marry it up with resources that know how to create content and get it in front of prospects? The project is most likely dead on arrival because of the time it takes, even in the companies that have executives with the skills and desire to write.

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

AUGUST 24, 2015

So the bottom line is that if you’re not engaging your prospects through content , you’re not getting an invitation to the dance. They’re talking to Google in the comfort of their offices, homes, and mobile devices. And they are barraged with information from likely competitors.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

NOVEMBER 9, 2015

But that’s just not enough—it has to translate into appointments with qualified prospects and sales conversations. The first key to making this work is hiring a marketing leader that has his/her effectiveness ratings tied to lead generation and revenue growth— similar to a commissioned sales person.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

OCTOBER 9, 2015

When it comes to B2B marketing—whether it be social media, email marketing, blogs, white papers or attending trade shows—it has to be about lead generation. It’s great when content shows up in one of our prospect's Twitter feed because of a targeted hashtag. If you’re B2B, there’s only one place they can buy—and that’s from you.

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

MAY 5, 2016

One of the biggest complaints we hear about outsourcing B2B content is that what they get back is often substandard and unusable. So whether the prospect found you in an email, organic search, or social media—it doesn’t really matter. while showing that your brand understands customers’ pain.)

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

MARCH 15, 2017

Demand generation is about creating a presence in the minds of your prospective buyers. To maintain a brand presence in the minds of your prospects, you must continually perform and optimize all of the activities above. What is Demand Generation?

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

JUNE 23, 2016

Or maybe top of the funnel isn’t a problem (you’ve got plenty of web visitors already) and you need to concentrate on converting more of that web traffic into qualified prospects.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Sales Engine

APRIL 20, 2016

It’s time to face some hard truths about B2B sales. And most importantly, adding more sales people (or hiring calling firms) to prospect down a list won’t get you where you want to be either. The B2B sales process has changed. Many of us who grew up in sales thought that we were awesome at prospecting.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

JULY 5, 2016

Sales representatives used to be a prospect’s only source of product and industry knowledge, but now prospects largely research things online while ignoring reps’ calls. Prospects now do their research online first and decide for themselves if they are interested in talking to a sales rep. It’s that they had to.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

MAY 31, 2016

Demand generation is about creating a presence in the minds of your prospective buyers, connecting them with your brand as a solution for specific problems, and ultimately about being on their short list when they’re ready to purchase.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120