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. Priority number one for a magazine is the reader, and so is your content marketing strategy.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 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. Most companies start with buying marketing automation without a solid strategy and underestimate the amount of content they require.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

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. The message we should take away from Redbull is that, even when it comes to B2B lead generation , content marketing is not an event or a campaign. You need a person who owns the strategy and oversight for your program.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

JUNE 20, 2016

But as most marketing and sales leaders in modern B2B companies know (or have figured out really fast), customers have taken a lot more ownership over their own buying process. So why are many sales and marketing departments in B2B companies continuing to work together in a linear fashion?

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

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 Understanding what truly motivates the buyer is by far the most important component in creating a content marketing strategy.”

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 Understanding what truly motivates the buyer is by far the most important component in creating a content marketing strategy.”

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

NOVEMBER 12, 2015

We asked Jennifer Gluckow, owner of SalesInANewYorkMinute.com about how she trains salespeople to prospect for and acquire new business by blending the best of the old techniques we know and love, and how they can be incorporated into current tools, technologies and strategies. Demand More From Today's B2B Marketer.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

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. Your Definition will Determine Your Direction What's Your Content Development Strategy? Content Marketing IS Marketing, and it’s now the main revenue function of your business.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

OCTOBER 27, 2015

Following up on content consumption with “buy from me now” is a strategy that’s destined to fail. 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. Nurture, nurture, nurture.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 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. The CEO may need to explain the company's new strategy to the board.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

MARCH 10, 2016

Lemas sat down with The B2B Content Enterprise to share some of his insights on what it takes to create quality content that will result in better organic search results. Q: What are some strategies for increasing the quality of your content? Q: How has search engine optimization changed since you started working in the space?

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

JANUARY 25, 2016

Most of us understand that the world of marketing has changed—B2B has gone digital. Now, I assume most of you aren't considering starting a news channel, a daily paper, or writing a book, but the message is the same to B2B marketers. This is where B2B marketers need to depart slightly from the traditional media company play.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

SEPTEMBER 22, 2015

But where you can’t sacrifice is the content strategy, and the content itself that comes from those subject matter experts. You can use less expensive or outsourced resources to perform those tasks, but not on subject matter expertise and content strategy. Let’s go to the Zoo! Content Marketing is No Longer a Choice.

Personalization 120

Personalization Content Planning Video Marketing 120

Sales Engine

OCTOBER 23, 2015

Hubspot , known for producing a high volume of posts, researched several frequency strategies over the course of six weeks and measured the results of the manipulation. As you increase the traffic, you can supplement that posting strategy with more in-depth articles and research until you find the right mix that’s valuable to your audience.

Social Media 120

Social Media Media Long Tail Marketing Hubspot 120

Sales Engine

AUGUST 13, 2015

Eighty-five percent of B2B phone calls go to voicemail and are never returned. They're a bunch of Vikings drawing swords and fighting, and kicking the doors down and convincing people that they're the right choice and taking it the whole distance. They don't do that anymore. So, the old tools sales reps used to leverage have dried up.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

SEPTEMBER 18, 2015

This sort of thinking is where we get into trouble when it comes to our content development strategy. Do you see why this is a marketing strategy and not an SEO strategy?) So before delving into a discussion about how to maximize your page results, we need to define what SEO can and can't do in a content marketing program.

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 120

Sales Engine

AUGUST 25, 2015

Because you can’t sacrifice subject matter expertise or content strategy. More Relevant Posts from Sales Engine: What's Your Content Development Strategy? 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? That's Crazy!

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

MARCH 24, 2016

However, most B2B companies haven’t been able to supply enough leads through their inbound efforts to make sales quotas and hit revenue growth targets. In most cases, you’ll find that it’s a combination of different strategies and tactics – outbound and inbound.” He writes, “The point is to keep doing complete marketing.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

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. But branding and awareness is really a more successful strategy for B2C companies where top-of-mind awareness is paramount. What’s your strategy?

Demand 120

Demand B2B Marketing B2B Trade Show 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. Have they just started looking for a solution or are they down to vendor selection? Increased web traffic.

Top of Funnel 120

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

Sales Engine

JANUARY 28, 2016

Even though this article talks mostly about media companies, the same can be applied to B2B content marketers : We’re simply putting out too much content for our prospects to consume—and the more we produce, the less engagement we actually have. To say that we’re operating in a noisy environment is an understatement.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

AUGUST 24, 2015

More Relevant Posts from Sales Engine: What's Your Strategy for Content Development? You’re going to be well positioned and you may get to help design the RFP. Content is how you build credibility. This paradigm is universal now, and its how the game is played. 6 Capabilities Your Content Marketing Agency Must Have .

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

DECEMBER 22, 2015

I get that this is a consumer brand and not a B2B company—but the lesson is the same: creating experiences is the next era of marketing. Not Just Their Marketing, But Their Whole Company The point is that they know their audience so well that they can create content that keeps people coming back for more.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Funnel Advertising 120

Sales Engine

SEPTEMBER 11, 2015

More Relevant Posts from Sales Engine What Should Your Content Strategy Look Like? So the bottom line is this: if you don’t have good content, you’re not going to get found because Google isn’t going to send people to you in the first place. Creating that quality content is a different story. Let's Go to The Zoo! That's Crazy!

SEO 120

SEO Content Keywords Opinions 120

Sales Engine

DECEMBER 28, 2015

Here are 4 strategies you can use to get your content marketing budget approved in 2016. You know content marketing will work for your company—your competitors are doing it, and they’re kicking your butt. But never mind what the facts say, you're still having a hard time getting buy-in.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

JULY 21, 2016

Where most B2B companies are investing in content marketing , less than a quarter are satisfied with their return. That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Where most B2B companies are investing in content marketing , less than a quarter are satisfied with their return. That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JANUARY 12, 2016

Sreenivasan compares successful content marketing efforts to playing baseball with the strategies of many small market teams—by playing “little ball.” When you’re running a media organization, you have to have a little bit of latitude in terms of what you are able to do and how far you are able to push the envelope.”

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

Sreenivasan compares successful content marketing efforts to playing baseball with the strategies of many small market teams—by playing “little ball.” When you’re running a media organization, you have to have a little bit of latitude in terms of what you are able to do and how far you are able to push the envelope.”

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 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. It requires re-working by in-house subject matter experts, and that defeats the purpose of outsourcing in the first place.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

APRIL 27, 2016

That’s not enough for today’s B2B company. But, if there’s not a natural bridge for a sales rep to use to follow up on the consumption of that content and turn that into a sales conversation, you’re really just creating content for branding and awareness. What are the things that keep them up at night?

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 120

Sales Engine

SEPTEMBER 2, 2015

The starting point for every content marketing program is the strategy, and for the zoo, that means exhibits—the content that people actually want to consume. What's Your Strategy for Content Development? And my boys like “River’s Edge” where you get the feeling you’re meandering an ancient stream in Africa. Let’s talk about your map.

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

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. In our experience, 94% of B2B sales calls go to voice mail, most of which are never returned.

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

Sales Engine

FEBRUARY 6, 2017

When the flow of wins coming out of your sales department begins to slow down, the natural thing to do is to reexamine your sales strategy—and even your sales personnel. DemandGen Report found that 90% of B2B buyers prefer to seek out a sales rep when they're ready to buy, rather than being approached by one before that point.1

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

DECEMBER 6, 2016

Most B2B companies are realizing that, to hit their growth goals, they need to shift the focus of their marketing from branding and awareness to lead generation. have changed the way that B2B companies market their products and services. have changed the way that B2B companies market their products and services.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168