Sales Engine

MARCH 28, 2016

From a content marketing standpoint, for our business (Conversion Sciences) we currently rely on little to no outbound marketing to drive demand. Of course, we all do content marketing to get business, but search engine ranking should really be the primary metric and this strategy actually hurt our rankings. That’s what got published.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

APRIL 20, 2016

That’s done by producing content that adds value, builds trust, and offers knowledge in your area of expertise. If that sounds familiar, it’s probably because the underlying premise of content marketing is the same as sales prospecting—we do business with those we know, like, and trust. Content is the new currency and it builds trust.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

JANUARY 12, 2016

I believe that the future of every business is storytelling and finding the right way to tell the right story at the right time,” he says. What I’ve learned in my two-year tenure at the Met is that the lessons we’ve learned here apply to every business. That includes the importance of mobile, social, and video.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

I believe that the future of every business is storytelling and finding the right way to tell the right story at the right time,” he says. What I’ve learned in my two-year tenure at the Met is that the lessons we’ve learned here apply to every business. That includes the importance of mobile, social, and video.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 28, 2016

To illustrate what I mean, let’s say that you sell an enterprise software solution to businesses. Sreenivasan instructs B2B companies that, regardless of size and resources, it all comes down to building an engaged audience and reaching the influencers within it. Let’s look at an example we can all relate to.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

APRIL 7, 2016

Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. But with open communication and process agreement, it can be a great example of working successfully toward a common goal.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

OCTOBER 9, 2015

You must convert this audience (anonymous and hanging out in social media) into known prospects for sales reps to have meaningful, consultative business conversations. So if someone happens to go there, they can see that your company has activity and assume that you’re in business.

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. For example, the results of cold calls and cold emails have become less predictable. The idea of marketing one-to-many is on the decline.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

FEBRUARY 8, 2016

For example, a blog post from two years ago can keep paying dividends in remarkable ways. When the core blog post is written, a content marketer could build an infographic and branch out, expanding each of the five considerations into its own blog post. List-based topics prove especially fertile ground.

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. When the core blog post is written, a content marketer could build an infographic and branch out, expanding each of the five considerations into its own blog post. List-based topics prove especially fertile ground.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

NOVEMBER 16, 2015

Businesses love repeatable processes. For example, the results of cold calls and cold emails have become less predictable. Develop relationships with people and solve their problem and they’ll want to do business with you. Content distribution and audience building are repeatable, the tools and techniques are not.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

DECEMBER 16, 2015

The position can be outsourced, especially if it’s a firm that has experience in building media companies, but most companies with robust content marketing programs choose to employ this person full-time, in-house—if they can find a suitable candidate.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

JULY 14, 2016

Even a year ago, I was espousing the need to build a greater library of content that continues to produce leads in accordance with the Hubspot and Moz studies on post volumes conducted around that time. Let’s look at a real life example. The real problem is that with everyone is publishing so much stuff, it all becomes noise.

Lead Scoring 120

Lead Scoring Lead Ranking Content Sales Qualified Leads 120

Sales Engine

JULY 14, 2016

Even a year ago, I was espousing the need to build a greater library of content that continues to produce leads in accordance with the Hubspot and Moz studies on post volumes conducted around that time. Let’s look at a real life example. The real problem is that with everyone is publishing so much stuff, it all becomes noise.

Lead Scoring 120

Lead Scoring Lead Ranking Content Sales Qualified Leads 120

Sales Engine

AUGUST 4, 2016

That continues to be the missing element for most B2B companies that are unsatisfied with their content marketing efforts to date, so let’s get back to real business problem you’re trying to solve. For example, ask your sales people w hat objections are they hearing regularly and develop content that answers it.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

That continues to be the missing element for most B2B companies that are unsatisfied with their content marketing efforts to date, so let’s get back to real business problem you’re trying to solve. For example, ask your sales people w hat objections are they hearing regularly and develop content that answers it.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120