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. All of our leads are either referrals, or generated through our content marketing outreach.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

DECEMBER 21, 2015

Most companies realize that their best opportunity for growth is to commit to content marketing. But how much content do we actually need to generate the results we want? In the B2B space, the number-one goal of most content marketers is to generate leads for their sales team. Do you see it? And this requires content.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

FEBRUARY 18, 2016

Content marketing is maturing in 2016 from a social media tactic to a formalized go-to-market strategy, but that doesn’t mean that, as marketers, we must generate more content. Figure out what your competition is not publishing, and provide the best thought leadership in that niche. Overall, however, we don’t shop that way anymore.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

Content marketing is maturing in 2016 from a social media tactic to a formalized go-to-market strategy, but that doesn’t mean that, as marketers, we must generate more content. Figure out what your competition is not publishing, and provide the best thought leadership in that niche. Overall, however, we don’t shop that way anymore.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

AUGUST 2, 2017

Sales Engine also directed a small team of business development reps (BDRs) to follow up on all types of leads to measure and compare the conversion rates of cold leads, newly generated MQLs, and warm MQLs that had been nurtured over time. The results were striking.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

JANUARY 7, 2016

At the top of the funnel, when you’re trying to generate interest, no one cares about you or how you do what you do. So how can you use content to generate more leads at the top of the funnel? If you thought that coffee was for closers, I can tell you with absolute certainty that it’s for content marketers too.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

AUGUST 13, 2015

In this episode Paul went over modern marketing, lead generation, and how important storytelling is for the buyer's journey. In the past, marketing was responsible for branding and awareness — not l ead generation , not demand generation. Ted talks — the best ones — 60 to 70 percent of the time people are telling stories.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

JANUARY 18, 2016

Specifically, are dollars best spent on sales or marketing? While we were pleased with the lead generation effort, the sales resulting from those leads were disappointingly low. During the evaluation timeframe, we generated almost 6,000 leads, for a Suspect-to-MQL conversion rate of 27.3%. But how do you know where to invest?

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Cost per Lead 120

Sales Engine

JUNE 20, 2016

Sales Engine also directed a small team of business development reps (BDRs) to follow up on all types of leads to measure and compare the conversion rates of cold leads, newly generated MQLs, and warm MQLs that had been nurtured over time. The results were striking.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

Sales Engine

JANUARY 25, 2016

Most of us remember a day when sales reps used to be able to generate their own leads. 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 solutions available in the market. But, the world changed and the internet crushed sales ability to generate their own leads.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

NOVEMBER 12, 2015

Companies still need to sell to generate more revenue, right? 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.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

JUNE 30, 2016

In reality, generating a marketing qualified lead (someone demonstrates digital click behavior indicating interest) is not the same as a sales qualified lead (someone that demonstrates interest and agrees to take a meeting with sales rep).

Sales Qualified Leads 120

Sales Qualified Leads Allocation Marketing Qualified Leads Lead Ranking 120

Sales Engine

OCTOBER 16, 2015

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. You absolutely have to trust that your content strategist has your best interests at heart, and that they are always thinking about how to better engage the readership.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

JUNE 13, 2016

You’re not Coca-Cola; no one expects you to hire the world’s best creative minds or to spend billions on marketing. What is the best, most digestible format for each piece of content? The best content creation has always been a combination of art AND science. it’s not going to be cheap. Science means having a method.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

MARCH 15, 2017

What is Demand Generation? Demand generation is about creating a presence in the minds of your prospective buyers. Demand generation is not a one-off initiative that you work on for a period of time, launch, and forget about. In fact, demand generation not only requires discipline, it is a discipline.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

FEBRUARY 25, 2016

If marketers are to perfect the art of the customer experience on a large scale, what's required is the proper usage of marketing automation systems, which centers on generating optimized, relevant content designed to solve your prospect’s problem.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 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. This perpetual nature that demand generation requires is what makes it so difficult.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

FEBRUARY 25, 2016

If marketers are to perfect the art of the customer experience on a large scale, what's required is the proper usage of marketing automation systems, which centers on generating optimized, relevant content designed to solve your prospect’s problem.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

MARCH 31, 2016

By taking our customers out of context we’re only focusing on what we, the marketers, need, and we must do a better job at being contextual if we expect to generate qualified leads. This analysis can tell you things like: Which content performs the best, so you can promote and distribute that content accordingly.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

JULY 21, 2016

That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy? A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy? A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JANUARY 14, 2016

A newspaper editor, a digital producer and a content marketer walk into a bar…and they discovered that great stories and brand communications are no joke—it takes all of their combined skills to engage an audience and generate leads. What photos, graphics and video will best illustrate your piece? Whom do you need to talk to?

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

OCTOBER 27, 2015

Before we get into best practices on content marketing follow-up, Marketing and Sales must be on the same page regarding their lead definitions. They will engage with you only at the point that they have identified a problem that they want to fix, and believe that you might have a solution worth talking about.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 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. Sales reps used to be the only source of leads.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

APRIL 24, 2018

3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan There are three challenges every B2B marketer faces as they try to build a lead generating engine to feed their sales team: 1. Content marketing can be a long, expensive, and uncertain journey. Pay Per Click (PPC) advertising works for a few, but not most.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

OCTOBER 8, 2015

Not that there’s anything wrong with projects and project managers —they’re still a necessary function and the best marketers are always the ones who can get stuff done. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MARCH 3, 2016

“Everyone at some point is thinking about where they’re going to live, whether it be buying or renting, but the industry has seemingly been untouched by the powers of great design and storytelling, media, and content generation. These are the best and brightest in the industry, so I have direct lines of communication with those individuals.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

“Everyone at some point is thinking about where they’re going to live, whether it be buying or renting, but the industry has seemingly been untouched by the powers of great design and storytelling, media, and content generation. These are the best and brightest in the industry, so I have direct lines of communication with those individuals.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 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. If you are GoPro, you want top of mind awareness if someone is shopping for a camera and they search for places to buy it like Amazon or Best Buy).

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

AUGUST 15, 2016

Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. An understanding of the sales process.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

APRIL 20, 2016

The internet gives the buyers a lot more control as they use the Internet to learn about best practices. But the reality of the situation was that the buyer needed us much more than we needed them—and that was the real reason that we were successful at generating new appointments. The B2B sales process has changed.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

AUGUST 23, 2016

Not that there’s anything wrong with projects and project managers —they’re still a necessary function and the best marketers are always the ones who can get stuff done. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

JANUARY 22, 2016

Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. An understanding of the sales process.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JUNE 16, 2016

Most marketing organizations today do not have the right resources in place to properly execute a content marketing strategy for lead generation, and if you’ve had less than desirable results, this could be a major reason why. They just want to know the best practice in the market to solve their challenges.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 120

Sales Engine

AUGUST 16, 2016

For me, that looks like marketing generating enough qualified leads so that most of my time is spent having productive sales conversations. Unfortunately, it rarely looks like that, but that's always the goal when we establish demand generation systems--keeping sales people busy doing what they do best--consulting and closing.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

SEPTEMBER 2, 2015

I live in St Louis which is home to one of the best zoos in the country. (If If it’s just there for entertainment, you are using content for branding, not lead generation—and that, of course, requires a bit more thought. If you ever get to St Louis, definitely go to Forest Park and the zoo… it’s free, and it’s pretty awesome!)

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

FEBRUARY 8, 2016

It helps generate a steady stream of material, and puts a major dent in the time and effort required to create original content. For instance, a piece on the best Chrome extensions for everyday users could become one on the best Chrome extensions for photographers.

Content 120

Content Youtube Statistics Social Media 120