Sales Engine

JANUARY 25, 2016

That may mean a blog, a magazine, a podcast series, or a YouTube channel, etc. I don’t care if it’s email, social media, cold calling, or direct mail… Any of these methods are going to have relatively low response rates. So how do you go beyond lead generation to domination?

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

AUGUST 20, 2015

Whether it’s online (blog posts, videos, graphics, articles) or offline (print, broadcast, etc.) It helps the prospect to connect the dots in their own mind. JM: How do you recommend that storytelling be incorporated in a content marketing program? KOGLER: Numerous ways!

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 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. You must convert this audience (anonymous and hanging out in social media) into known prospects for sales reps to have meaningful, consultative business conversations.

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

JANUARY 14, 2016

I’m an old-school news guy in a new media content marketing world , but as a web editor, my work processes are largely the same: I work with freelance writers to produce stories, I work with designers to add graphic value to the posts, and much of my job centers around distribution of our content through social media to build audience.

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

OCTOBER 4, 2017

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. The longer-term results of this strategy were mixed, at best.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

FEBRUARY 8, 2016

For example, a blog post from two years ago can keep paying dividends in remarkable ways. Searching for Seeds in Blog Posts A humble and unassuming blog post can be turned into so much more. For instance, take a blog post on five issues parents should consider when interviewing babysitters.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

For example, a blog post from two years ago can keep paying dividends in remarkable ways. Searching for Seeds in Blog Posts A humble and unassuming blog post can be turned into so much more. For instance, take a blog post on five issues parents should consider when interviewing babysitters.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

APRIL 24, 2018

Whether you connect via email, text, social media, or your website, the currency of engaging your prospects is 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

DECEMBER 28, 2015

Lead by Example and Start Small Even though 88% of B2B marketers are using content marketing (with 42% increasing their budgets for 2016), it doesn't mean that they’re doing it well—or are going to do so in the future (and I’m sure many companies that post to their blog once a month have been included in this statistic). How can you do that?

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

JULY 20, 2016

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. The longer-term results of this strategy were mixed, at best.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. The longer-term results of this strategy were mixed, at best.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

FEBRUARY 11, 2016

Hubspot cites direct and indisputable correlation between the number of Blog Posts that a company creates and the number of inbound leads that they receive. Promoting it through consistent execution of campaigns , both outbound and inbound, leveraging its blog, email, SEO optimized landing pages, and social media.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

Hubspot cites direct and indisputable correlation between the number of Blog Posts that a company creates and the number of inbound leads that they receive. Promoting it through consistent execution of campaigns , both outbound and inbound, leveraging its blog, email, SEO optimized landing pages, and social media.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

AUGUST 23, 2016

Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. If ever there was a compelling argument for content creation, this is it.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MAY 12, 2016

The main goal is qualified leads for sales people , which means that if you’re not converting anonymous traffic to your website, blogs and social media, you’re not generating leads—you’re just branding, and that turns your overall customer acquisition costs into a much more expensive proposition.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

DECEMBER 16, 2015

Inbound marketing is a lot more involved than just creating blog posts, white papers and newsletters—you have to think through the various issues involved with different buyer personas and influencers, and how their issues change depending on what stage of the buying process they’re in.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

OCTOBER 8, 2015

Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. If ever there was a compelling argument for content creation, this is it.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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. When we think about the early stage buyers (top of funnel), the content will primarily be videos, blogs, infographics, and long-form oriented content.

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. When we think about the early stage buyers (top of funnel), the content will primarily be videos, blogs, infographics, and long-form oriented content.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

AUGUST 17, 2016

The development of ongoing, thought-leadership content has become the necessary element for a marketing program that increases visibility and produces leads, but it’s not enough simply to publish a blog or white paper anymore. The video can also be edited and inserted into blog posts, articles and white papers.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

JUNE 9, 2016

Creating an end-to-end lead generation process with content marketing requires that your top-of-funnel content (the content that focuses on early stage buyers and is commonly found in blogs) is tied together with your premium conversion assets. But it can’t stop there. The problem is that many B2B companies are starting on the wrong end.

Top of Funnel 120

Top of Funnel Content Marketing Digital Marketing Funnels Lead Ranking 120

Sales Engine

DECEMBER 11, 2015

The development of ongoing, thought-leadership content has become the necessary element for a marketing program that increases visibility and produces leads , but it’s not enough simply to publish a blog or white paper anymore. The video can also be edited and inserted into blog posts, articles and white papers.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

AUGUST 16, 2016

Companies are doubling down on their content marketing expenditures, but it’s not enough to publish a blog and optimize it for search engines and expect people to find it. You also have social media where you’re developing audience over time and extending content links.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 16, 2015

Companies are doubling down on their content marketing expenditures, but it’s not enough to publish a blog and optimize it for search engines and expect people to find it. You also have social media where you’re developing audience over time and extending content links. There’s a lot of stuff out there, right?

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

JANUARY 28, 2016

Regardless of whether you’re using email, social media, cold calling, or direct mail, all of these communication methods are going to have relatively low response rates. You probably need only a few thousand (or even just a few hundred) of “the right prospects” engaged with your brand.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

APRIL 13, 2016

Many companies have focused their content efforts on increasing brand presence and inbound web traffic by generating blogs, white papers, infographics and video, and they push that content out through email and social media. You’re using content marketing for branding purposes, and not lead generation.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

AUGUST 22, 2016

First, we need to realize that the sales and marketing game in large part is still being played in the 24-foot portion of the court, even though companies have shifted resources to content marketing and social media selling, because they are still are executing 2005 marketing and sales process strategies even though the tools are current.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 120

Sales Engine

NOVEMBER 6, 2015

First, we need to realize that the sales and marketing game in large part is still being played in the 24-foot portion of the court, even though companies have shifted resources to content marketing and social media selling, because they are still are executing 2005 marketing and sales process strategies even though the tools are current.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 120

Sales Engine

AUGUST 4, 2016

But before you start assigning blog articles to your employees, take a step back and analyze what content you’re going to actually need: 1. Attribute Number 2: Top of Funnel Content usually lives in a blog and is used to drive traffic. Blogs are also great for incorporating visual, written and video content all in the same article.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

But before you start assigning blog articles to your employees, take a step back and analyze what content you’re going to actually need: 1. Attribute Number 2: Top of Funnel Content usually lives in a blog and is used to drive traffic. Blogs are also great for incorporating visual, written and video content all in the same article.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120