Sales Engine

AUGUST 22, 2016

We needed a strategy that would allow us to build better prospect engagement and create client relationships that told the story of our subject matter expertise,” said First Rate President Craig Wietz. Another big change First Rate made was to their sales follow up process.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 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

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. It also compiles data on customer interactions across all channels.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

MAY 11, 2016

As most B2B sales people can attest to, the problem is that prospects will most likely misdiagnose their own problems and prescribe themselves the wrong solutions. Usually we do webinars to educate the market about the usefulness of content marketing and best practices for generating leads for B2B sales.

Webinar Metrics 149

Webinar Metrics Sales Qualified Leads Demand Generation Agencies Marketing Automation Services 149

Sales Engine

MARCH 31, 2016

You don’t see the prospect, and you continue to say the same things over and over again and you don’t get those visual cues from watching someone’s face. This analysis can tell you things like: Which content performs the best, so you can promote and distribute that content accordingly. Are they leaning in or are they turning away?

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 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. Your prospects are tired of marketing and sales jargon. Outsiders have a unique perspective that can be better aligned with that of the prospect/customer. it’s not going to be cheap. Science means having a method.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

JUNE 30, 2016

MQLs are good prospects. You have a person that meets your ideal prospect profile, they have declared interest in you and your brand because they’re consuming your content, and you know that the topic resonates.

Sales Qualified Leads 120

Sales Qualified Leads Allocation Marketing Qualified Leads Lead Ranking 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. It also compiles data on customer interactions across all channels.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 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. During this conversation, the salesperson asks questions to further qualify the prospect. If an MQL agrees to have a conversation with your sales rep—in person or by phone—that’s an SAL.

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. 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. Media math is different.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

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

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. Currently we’re down to 10.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 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. Content is the best opportunity that you have to influence a buyer’s perception and behavior when they’re looking for a solution. 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

FEBRUARY 18, 2016

Remember, the goal of content marketing in the first place is to create a minimum amount of content that gets us the maximum amount of desired behavior from our prospects and customers. Figure out what your competition is not publishing, and provide the best thought leadership in that niche.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

Remember, the goal of content marketing in the first place is to create a minimum amount of content that gets us the maximum amount of desired behavior from our prospects and customers. Figure out what your competition is not publishing, and provide the best thought leadership in that niche.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

NOVEMBER 9, 2015

But that’s just not enough—it has to translate into appointments with qualified prospects and sales conversations. Our marketing leader is always thinking about how to get value added content in front of our target audience and how to best get them converted into leads for sales people.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

AUGUST 13, 2015

People can hide behind voicemail, prospects can hide behind email. Ted talks — the best ones — 60 to 70 percent of the time people are telling stories. Eighty-five percent of B2B phone calls go to voicemail and are never returned. 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

AUGUST 20, 2015

It helps the prospect to connect the dots in their own mind. The best storytellers and best journalists touch us emotionally. Weaving business storytelling into the fabric of your firm provides a rich and deep source of relevant material that can be directly leveraged into your content marketing program. KOGLER: Numerous ways!

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

JANUARY 18, 2016

Specifically, are dollars best spent on sales or marketing? We also measure days to close—do they close faster when the prospect is engaged with marketing? During uncertain economic conditions, business leaders are often forced to shift budgets amongst growth centers in the business. 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

APRIL 20, 2016

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 internet gives the buyers a lot more control as they use the Internet to learn about best practices. 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

APRIL 24, 2018

Whether you connect via email, text, social media, or your website, the currency of engaging your prospects is content. Not long ago, you could purchase a list of THOUSANDS of prospects and immediately email them your content. Make no mistake, “content marketing” is modern digital marketing and you should absolutely be doing it.

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. In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

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. Salespeople can’t engage in conversations with prospects like they used to—that’s now a marketing function. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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. In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information.

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. In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

FEBRUARY 11, 2016

These facts cited above speak to the fundamental changes in the customer and prospect buying process—prospects are avoiding the interaction with your professional selling team until the very end of their buying process. But do you know what the prospects DO want? Your free content, advice and expertise. We too must adjust.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

These facts cited above speak to the fundamental changes in the customer and prospect buying process—prospects are avoiding the interaction with your professional selling team until the very end of their buying process. But do you know what the prospects DO want? Your free content, advice and expertise. We too must adjust.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

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. Salespeople can’t engage in conversations with prospects like they used to—that’s now a marketing function. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

AUGUST 15, 2016

Your prospects are shopping online for solutions, with or without you. Whether or not your prospects know they have a problem your company can solve or not is irrelevant--they don't want to talk to sales people. Research and hunting skills. Buying lead lists won’t cut it anymore, either. A head for analytics.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 22, 2016

Your prospects are shopping online for solutions, with or without you. This is a relatively new role designed to bridge the gap between sales and marketing, using content and sales skills to build ongoing relationships with prospects and move them toward qualified conversations over time. Research and hunting skills.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 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? These last points are particularly important to keep in mind.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

OCTOBER 9, 2015

It’s great when content shows up in one of our prospect's Twitter feed because of a targeted hashtag. 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). 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

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. Content marketing should work with the same goal in mind, but with a slight twist—our readers are our buying prospects.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

JULY 21, 2016

Driving traffic to your content that speaks to the high-probability pains your prospects face (you’re not yet talking about you or your products), you’re engaging them on things that they care about. Obviously you can help them solve those problems, but the prospect may not be ready to hear it.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Driving traffic to your content that speaks to the high-probability pains your prospects face (you’re not yet talking about you or your products), you’re engaging them on things that they care about. Obviously you can help them solve those problems, but the prospect may not be ready to hear it.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

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. 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