Sales Engine

JUNE 2, 2016

But most successful content marketers know that there’s a lot more going on behind the scenes—which is why less than 30 percent of companies that execute content marketing strategies are happy with the results. Here are two common mistakes that companies make when they get into the new world of content marketing.

Top of Funnel 120

Top of Funnel Marketing & Strategy Paper Content 120

Sales Engine

AUGUST 20, 2015

When we’re providing information in a business environment such as spreadsheets, a series of bullet points in a presentation or a list of facts, the two parts of our brain that are activated are for language processing, but that’s about it. Remember, we're talking specifically about business storytelling. So what are the facts?

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

FEBRUARY 5, 2016

Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. But how do they know if those marketing efforts are having impact on the bottom line?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 120

Sales Engine

FEBRUARY 5, 2016

Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. But how do they know if those marketing efforts are having impact on the bottom line?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 120

Sales Engine

JANUARY 25, 2016

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.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

AUGUST 24, 2015

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. They went to trade shows and gave away trinkets in exchange for business cards.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

MAY 24, 2016

In fact, when 418 executive buyers were surveyed by Forrester Research , they gave failing grades across the board for sales reps’ knowledge of their specific business, their role within it, and their unique business needs. The marketing department scores and qualifies leads before handing them off to sales for further conversation.

Conversion 136

Conversion Forrester Lead Scoring Lead Ranking 136

Sales Engine

APRIL 21, 2016

I’m obsessed with the team at our company that operates as the first line of defense for our customers,” she says. Sales has this tremendous exposure that are our readers, these business owners,” Wood explains. As the head of marketing and editor-in-chief of Fundera.com , Meredith Wood calls herself a “sales groupie.” “I’m

Content 159

Content Internet Marketing Training Education 159

Sales Engine

JANUARY 11, 2017

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. Most companies start with buying marketing automation without a solid strategy and underestimate the amount of content they require.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

MAY 19, 2016

The necessity of lead intelligence It used to be that a good sales rep could walk in the door of the business, meet the prospect in a conference room, shake hands and see around the office. An experienced sales rep could read eye contact and body language and would pretty much know the challenges that the business faced.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

Sales Engine

AUGUST 10, 2016

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. And we’ve heard countless stories where a company has outsourced content development it in the past and have been less than satisfied with the results.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

MARCH 28, 2016

Many companies have focused on increasing their inbound traffic for new leads to combat tighter spam regulations and more concentrated email filters. From a content marketing standpoint, for our business (Conversion Sciences) we currently rely on little to no outbound marketing to drive demand.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

JANUARY 18, 2016

During uncertain economic conditions, business leaders are often forced to shift budgets amongst growth centers in the business. Close rates were far too low in this case, and it was a huge issue for the company. They realized that this was not the market that was going to grow their business.

Top of Funnel 120

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

Sales Engine

NOVEMBER 30, 2015

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. And we’ve heard countless stories where a company has outsourced content development it in the past and have been less than satisfied with the results.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

AUGUST 13, 2015

The series, which is hosted by TechnologyAdvice’s Josh Bland, explores a variety of business and technology landscapes through conversations with industry leaders. It really changes the mix of what companies want to stand on sales and what they want to spend on marketing. That’s a big, big burden on marketing.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

FEBRUARY 25, 2016

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? In other words, it’s not about you, it’s about them. You may even have one, but are you using it to its fullest potential?

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

SEPTEMBER 25, 2015

The differences are being caused by significant changes in the way a customer finds solutions to their problems, and most companies haven’t changed their internal sales and marketing processes to deal with them. The new sales cycle seems to look more like that: There’s an original spark—a business problem that needs to be fixed.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

JUNE 7, 2016

As you are reading/clicking/sharing/consuming, the organization that created the content is being cemented in your mind as one you like doing business with, because it satisfies your needs. The old sales axiom still applies today—we all do business with those we know, like and trust. You have engaged in a dialogue with a brand.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

JUNE 13, 2016

Unfortunately, businesses can’t become content marketers simply because they decide to do so. Like any product or service a company offers, content must be the result of deliberate organizational focus, infrastructure, research, and planning. Business leaders must be convinced of the importance of content. Here’s why: 1.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

FEBRUARY 25, 2016

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? In other words, it’s not about you, it’s about them. You may even have one, but are you using it to its fullest potential?

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

OCTOBER 2, 2015

For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet. 38% of B2B companies said that their content marketing was effective. 47% of B2B companies have a DEDICATED content marketing group. But what about the B2B marketer? When does their quota start? Not necessarily.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

MAY 22, 2016

Since Consultative purchases of complex products require a keen eye to detect the softer, subtler differences between vendors, purchasers must rely on their subject matter experts and business owners to make the buying decisions. It is not uncommon for a corporation to invest up to $1Million to pursue a key piece of business.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

JULY 13, 2016

If you are familiar with the sales funnel, you are likely also familiar with the following: Your prospects’ expectations of you have changed, but your business leaders’ expectations haven’t. Meanwhile, your business leaders still expect you to increase sales. Prospects expect you to be a publisher , not a marketer.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

If you are familiar with the sales funnel, you are likely also familiar with the following: Your prospects’ expectations of you have changed, but your business leaders’ expectations haven’t. Meanwhile, your business leaders still expect you to increase sales. Prospects expect you to be a publisher , not a marketer.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

APRIL 27, 2016

That’s not enough for today’s B2B company. What are the business challenges that they face and are trying to solve? Prospects want to talk to someone that can solve business problems. A lot of our customers also experience that exact same business problem. What are the things that keep them up at night? They have pain.

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 120

Sales Engine

NOVEMBER 12, 2015

Companies still need to sell to generate more revenue, right? We asked Jennifer Gluckow, owner of SalesInANewYorkMinute.com about how she trains salespeople to prospect for and acquire new business by blending the best of the old techniques we know and love, and how they can be incorporated into current tools, technologies and strategies.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

SEPTEMBER 18, 2015

Just the other day, one of our prospects told us that their SEO company suggested that they write no more than one blog post per week, and it should never be over 400 words. Now I know this company prefers vendors that offer a software-as-a-service model. Now what if we add “Buy SaaS-based accounting software”? But we’re not done.

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 120

Sales Engine

MARCH 31, 2016

Contextualized marketing does not rely on differentiators or distinctions of the company, but rather it is firmly rooted in an understanding of who the target customers are and how their behavior indicates their preferences. What is Contextual Content? Getting it right is the difference between engaging with a buyer and not.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

OCTOBER 27, 2015

So whether that’s a Business Development rep making a phone call and leaving a voicemail, or an automated email sent to them containing a link to another piece of content—it must help them along and provide value. You can, however, predict what topic they’re interested in based on the content they’ve already consumed.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

MAY 5, 2016

Most B2B companies that have engaged in content marketing initiatives have a problem at the top of the funnel—meaning that they need to drive more traffic to their website, intrigue people to open emails, click on social media posts, all to have more chances to convert them into qualified leads for sales people.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

JANUARY 28, 2016

I like the content from these companies, but there’s just no way that I can read that much stuff. To illustrate what I mean, let’s say that you sell an enterprise software solution to businesses. That means that in any given year, one in five (20%) of the target companies in your space are potentially in the market for a new vendor.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

APRIL 20, 2016

That was what we used to do before the emergence of a content-heavy internet, and it worked because sales people were the gatekeepers of information about products and services within a company. So from there, you should have a business development discussion to continue the conversation down the path until they're sales ready.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

MARCH 3, 2016

In October 2014, he found an opportunity to do just that in real estate with a New York-based company called Compass. “I I thought it was a big opportunity to craft the company and marketing team to make us one of the more innovative companies in the space.”. The results have been tremendous.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

In October 2014, he found an opportunity to do just that in real estate with a New York-based company called Compass. “I I thought it was a big opportunity to craft the company and marketing team to make us one of the more innovative companies in the space.”. The results have been tremendous.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I What I’ve learned in my two-year tenure at the Met is that the lessons we’ve learned here apply to every business.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I What I’ve learned in my two-year tenure at the Met is that the lessons we’ve learned here apply to every business.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

AUGUST 23, 2016

In the middle, you staff and execute the show, collect business cards, and set up meetings. Many B2B companies that are successful and experiencing rapid growth rates today have made a significant pivot in the way that their sales and marketing departments operate. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120