Sales Engine

AUGUST 13, 2015

Examples in case studies help people latch on to stories. From when you're a baby, there are parables and stories that help us understand things better. Ted talks — the best ones — 60 to 70 percent of the time people are telling stories. 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

NOVEMBER 9, 2015

So we made a few big changes that have helped us achieve the growth trajectory that we want: We gave our marketing executive a quota We committed to content marketing The problem that a lot of companies still have is that marketing thinks its purpose is branding and awareness, measured through increased traffic to the website.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

DECEMBER 21, 2015

Most companies realize that their best opportunity for growth is to commit to content marketing. and “What media are best to deliver our content so that we build subscribers, followers, prospects, and keep them coming back for more (or at least not unsubscribing to our emails)?” And this requires content. Lots of it.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

MARCH 28, 2016

Most companies have lots of topics that they can write about, but it comes down to prioritization and focus on the topics where we’re able to provide the best answers. Our data analysis has really helped us understand what our categories should be. We’ve had the best conversion results by reposting blog posts into LinkedIn.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

AUGUST 2, 2017

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. While this data clearly articulates the value of nurturing leads, it begs for a different sales and marketing paradigm.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

FEBRUARY 18, 2016

I would answer that it is definitely worth it, even if it does nothing more than help you know your customer more intimately. Figure out what your competition is not publishing, and provide the best thought leadership in that niche. But to keep from throwing good money after bad, we have to be smarter in our approach.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

I would answer that it is definitely worth it, even if it does nothing more than help you know your customer more intimately. Figure out what your competition is not publishing, and provide the best thought leadership in that niche. But to keep from throwing good money after bad, we have to be smarter in our approach.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

JANUARY 7, 2016

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. The Internet has crushed a sales rep’s ability to get in front of enough prospects. This takes time. Sorry, but it does.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

JUNE 20, 2016

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. While this data clearly articulates the value of nurturing leads, it begs for a different sales and marketing paradigm.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

Sales Engine

OCTOBER 16, 2015

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. Publishers spend a lot of time thinking about the best placements for articles, not only to improve the reader experience but also to ensure they see the advertisements.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 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. Help them their research , and as you develop a relationship with them, a good salesperson can then pivot that conversation at the appropriate time to turn that into a sales opportunity.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

JANUARY 25, 2016

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. AMEX has developed the media property called OpenForum which is a CEO Boot Camp designed to help women business owners. I think Sree said it best. “If

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JANUARY 18, 2016

Specifically, are dollars best spent on sales or marketing? And when taking a deep look at marketing results, we were a bit surprised that the data actually helped to diagnose asales problem. During uncertain economic conditions, business leaders are often forced to shift budgets amongst growth centers in the business.

Top of Funnel 120

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

Sales Engine

MARCH 10, 2016

The blog that started out as a rant between three or four people caught on to where he was later approached by the Orange County Register for help with their Angels blog. “I I was in effect stealing their traffic, so they came to me and asked me to start writing for them.

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

MARCH 3, 2016

Instead, he concluded that injecting some life into the photos would help set his company apart from the competition. I think it’s unique in the industry and the feedback that we’ve received is that it really helps to tell the story. Create the Experience First, Then Figure Out the Best Format to Distribute “It’s not about the format.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

Instead, he concluded that injecting some life into the photos would help set his company apart from the competition. I think it’s unique in the industry and the feedback that we’ve received is that it really helps to tell the story. Create the Experience First, Then Figure Out the Best Format to Distribute “It’s not about the format.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

APRIL 24, 2018

By creating quality content like blog posts, white papers, eBooks, infographics, videos, podcasts, and case studies, you can connect with potential buyers in meaningful ways that help solve their most pressing problems. Simply put, you need to do content marketing. 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 4, 2017

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. The longer-term results of this strategy were mixed, at best. Your prospects are hungry for content that’s educational, helpful and informative in tone.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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. They need help getting in the door. The clicks help to identify those with need. We may not have wanted to talk to sales reps, but that’s how we got the information we needed. The B2B sales process has changed.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

JUNE 23, 2016

From that number, you can work your way backwards to figure out where marketing dollars would be best spent in your situation. CAC Ratio = Customer Lifetime Value (CLV) / Cost to Acquire a Customer (CAC) It is also helpful to calculate how long it takes you to recover the cost of acquiring a customer once that customer has signed on with you.

Lead Ranking 120

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

Sales Engine

DECEMBER 16, 2015

Most B2B companies need help from an outsourced content development partner at different stages in the sales cycle, but many companies will fail to produce qualified leads for their sales teams, making it harder to justify increasing expenditures. Do you need help with a content strategy or do you have one clearly defined?

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. The longer-term results of this strategy were mixed, at best. Your prospects are hungry for content that’s educational, helpful and informative in tone.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. The longer-term results of this strategy were mixed, at best. Your prospects are hungry for content that’s educational, helpful and informative in tone.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

MARCH 15, 2017

There’s nothing wrong with using fractional resources, as long as people are assigned to the jobs they are best suited to do, and no one is stretched too thin. You may find that a single person can take on multiple roles—managing copywriting and execution for email campaigns, for example.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

MAY 31, 2016

There’s nothing wrong with using fractional resources, as long as people are assigned to the jobs they are best suited to do, and no one is stretched too thin. You may find that a single person can take on multiple roles—managing copywriting and execution for email campaigns, for example.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 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. Another version of a rinse and recycle is to add some shine.

Content 120

Content Youtube Statistics Social Media 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. Another version of a rinse and recycle is to add some shine.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

JANUARY 14, 2016

What photos, graphics and video will best illustrate your piece? Think of the headline – what key words need to be in there for the best organic search results? Send what’s now the best content piece you can produce to your client, who likely will rework it. Talk about the best content you watched or read in the last week.

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

JULY 21, 2016

Sure, you can start writing some blogs and you might get some inbound traffic, but the leads will be substandard and it won’t help you hit growth numbers of 20% or more. Obviously you can help them solve those problems, but the prospect may not be ready to hear it. How do I evaluate vendors? What are the mistakes I need to avoid?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Sure, you can start writing some blogs and you might get some inbound traffic, but the leads will be substandard and it won’t help you hit growth numbers of 20% or more. Obviously you can help them solve those problems, but the prospect may not be ready to hear it. How do I evaluate vendors? What are the mistakes I need to avoid?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

AUGUST 15, 2016

They may not actually generate content themselves, but they must be certain which content best generates necessary action at every stage of the sales cycle. Based on what the prospect has responded to in the past, a lead nurturer must use that knowledge to reach out and be a helpful resource for problem solving. A head for analytics.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 22, 2016

They may not actually generate content themselves, but they must be certain which content best generates necessary action at every stage of the sales cycle. Based on what the prospect has responded to in the past, a lead nurturer must use that knowledge to reach out and be a helpful resource for problem solving. A head for analytics.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

AUGUST 17, 2016

Because content marketing done properly is a process and not a series of projects , here’s a 5-step process that will more easily help you develop multi-media content at once that can be plugged into your editorial calendar: 1. All of these questions will help you determine the topics and mediums that will best resonate with your audience.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

DECEMBER 11, 2015

Because content marketing done properly is a process and not a series of projects , here’s a 5-step process that will more easily help you develop multi-media content at once that can be plugged into your editorial calendar: 1. All of these questions will help you determine the topics and mediums that will best resonate with your audience.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

AUGUST 16, 2016

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. For me, that looks like marketing generating enough qualified leads so that most of my time is spent having productive sales conversations.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 24, 2015

That’s good news if you’re just getting your feet wet in content marketing because you can learn from best practices to drive superior execution to stand out. A good place to start may be with your best (and most profitable) customers. Decide what the best mediums are to communicate to your audience. Is this a Youtube channel?

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

SEPTEMBER 23, 2015

For example, lots of media information, good statistics, and scenarios—all pieces that can help the prospect sell it internally if you're talking about a large enterprise purchase of some type. White papers generally fit into that category, but not exclusively.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120