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The Top 5 Mistakes Companies Make Building Demand Generation

Sales Engine

Most B2B companies are realizing that, to hit their growth goals, they need to shift the focus of their marketing from branding and awareness to lead generation. So they task marketing leadership with building a demand generation engine and run into myriad problems. Click here for what it should look like.) #5

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Budgeting for Content—How Much Do You Need?

Sales Engine

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)?” What would a publisher do?

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The fastest route to success requires lateral thinking.

Sales Engine

For most companies, it likely started with marketing automation software, a website makeover, Search Engine Optimization, Pay-per-click advertising, and Customer Relationship Management software. Today, I think so many companies are trying to muscle their way to more productivity with content rather than reimagining how they use it.

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How often should you post to your blog and social media?

Sales Engine

Both of these companies manipulated their publishing frequencies (both increasing and decreasing the total number of posts) with some interesting findings. Companies that had achieved that level of library generated 3 to 4 times more leads on a monthly basis compared to companies that fall below that threshold.

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Content is the new currency—and your invitation to the dance.

Sales Engine

Everyone’s talking about content marketing , and companies are investing big dollars to jump on the bandwagon—but most are still thinking about it from yesterday’s marketing perspective where marketing’s primary role is branding and positioning. Yes, it helps you build credibility. Content is how you build credibility.

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Content Strategy Before Technology Acquisition

Sales Engine

Content marketing gurus all seem to be talking about the need to create experiences for marketing to engage with buyers, but what does that mean to the average B2B company? You can completely build your own experience from the moment you step inside—there’s no set path to follow. In other words, it’s not about you, it’s about them.

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What Does a Demand Generation Program Actually Look Like?

Sales Engine

As a marketing leader, have you been tasked with building a demand generation program designed to funnel leads to salespeople? For most B2B companies with a complex, relationship based selling process, a demand generation program that provides actionable sales intelligence is one of the best options at their disposal.