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Quantifying the Value of Lead Nurturing: A Case Study

Sales Engine

Testing the Effectiveness of Lead Nurturing To examine the effectiveness of lead warming more closely, Sales Engine performed a study on one of its clients. Expensive enterprise sales reps with high quotas can’t afford to follow up on MQLs when even the best MQLs only convert to appointments at a rate of 5 percent.

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Can the value of lead nurturing be quantified?

Sales Engine

Expensive enterprise sales reps with high quotas can’t afford to follow up on MQLs when even the best MQLs only convert to appointments at a rate of five percent. Effective demand generation depends upon engaging with prospects in a way that feels natural to them—a way that doesn’t feel like a hard sell.

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Features, Functions, and Benefits Are for Closers

Sales Engine

It's not that buyers ever wanted to talk to sales reps, but it was the only way they could learn about best practices and what solutions were available in the market. Content marketing has proved to be an effective approach for B2B lead generation , especially those with a complex sale—but, to work effectively, it can’t be campaign driven.

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How important is contextual content in the B2B sales process?

Sales Engine

The right tools and metrics for contextual marketing Content drives the effectiveness of everything you do across the customer engagement life cycle. This analysis can tell you things like: Which content performs the best, so you can promote and distribute that content accordingly.

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What's Your Story?

Sales Engine

The best storytellers and best journalists touch us emotionally. Whatever the specific change initiative may be, I’m able to help leaders communicate more effectively by showing them how to use one of our four business story structures as effective communications tools.

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Want more qualified sales conversations? Give marketing a quota…and some writers

Sales Engine

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. But that’s just not enough—it has to translate into appointments with qualified prospects and sales conversations. What happens when you make this shift?

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Redefining sales prospecting in an era where no one wants to talk to you

Sales Engine

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. Delivering the best product or service is now a given.