Sales Engine

FEBRUARY 25, 2016

Since the days of buying lists and blasting them sales messages are mostly gone, creating experience through content is becoming more necessary than ever before. So Before You Purchase Marketing Automation… Marketing automation systems have reached some maturity in the marketing landscape.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

JULY 13, 2016

Marketing automation software allows you to map out exactly who your potential buyers are and what their purchasing process looks like. You can then recommend whitepaper Y, which will answer the next question in the buying cycle. When a potential customer downloads webinar X, you know he is interested in X.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

Marketing automation software allows you to map out exactly who your potential buyers are and what their purchasing process looks like. You can then recommend whitepaper Y, which will answer the next question in the buying cycle. When a potential customer downloads webinar X, you know he is interested in X.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

FEBRUARY 25, 2016

Since the days of buying lists and blasting them sales messages are mostly gone, creating experience through content is becoming more necessary than ever before. So Before You Purchase Marketing Automation… Marketing automation systems have reached some maturity in the marketing landscape.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

JUNE 7, 2016

Now think about how you interact with them, aside from consuming their main products (reading, purchasing, and eating, respectively). What is their buying process? Think about your favorite brands and publications—blogs or magazines you read, places you shop, restaurants you love. Have you ever shared a blog post on social media?

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. When companies make large evaluations that have a lot of risk involved, it’s natural for them to evaluate the vendors in every way possible.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. When companies make large evaluations that have a lot of risk involved, it’s natural for them to evaluate the vendors in every way possible.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

APRIL 24, 2018

Purchased lists can land you in hot water. Not long ago, you could purchase a list of THOUSANDS of prospects and immediately email them your content. Today, no marketing automation or email vendor will even allow you to import a purchased list let alone email to it. NOT ANY MORE! Imagine how your customers would like that!

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

APRIL 7, 2016

Every quota-driven B2B sales team has the same focus—sales reps need to close as many deals as they can to make quota—and they’re simply not interested in engaging with prospects who are not ready to buy. You also need to determine what happens to a lead as it moves through the buying cycle: If an MQL is rejected by sales, what happens to it?

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

OCTOBER 4, 2017

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision. This put the salesperson in control.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

APRIL 20, 2016

Because people buy on their own timeframes (and not ours), it's important for companies and sales people to stay in front of their prospects in an obstructive or unthreatening way. When making a large purchase decision, companies usually focus on a few vendors that they prefer to inform them of what's going on in the marketplace.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision. This put the salesperson in control.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision. This put the salesperson in control.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

FEBRUARY 6, 2017

Today, however, demand generation begins online, and the buying process is directed by the buyer. DemandGen Report found that 90% of B2B buyers prefer to seek out a sales rep when they're ready to buy, rather than being approached by one before that point.1 With content engagement, that interaction can be significantly more fruitful.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

AUGUST 23, 2016

We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. 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

OCTOBER 8, 2015

We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. 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

MARCH 30, 2016

That doesn’t necessarily mean they’re a viable sales prospect or ready to buy. With each successive email touch, the chance that the prospect will be ready to buy (from you) increases. The infographics also help arm the recipient with information they can use to build a business case internally for the purchase. And it works.

Lead Nurturing 136

Lead Nurturing Marketing Qualified Leads Lead Ranking Top of Funnel 136

Sales Engine

MARCH 3, 2016

Everyone at some point is thinking about where they’re going to live, whether it be buying or renting, but the industry has seemingly been untouched by the powers of great design and storytelling, media, and content generation. I think it’s unique in the industry and the feedback that we’ve received is that it really helps to tell the story.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

Everyone at some point is thinking about where they’re going to live, whether it be buying or renting, but the industry has seemingly been untouched by the powers of great design and storytelling, media, and content generation. I think it’s unique in the industry and the feedback that we’ve received is that it really helps to tell the story.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

AUGUST 22, 2016

Think about how your own buying journey has changed —we avoid ads on television (or pick up our smartphones when they come on), we’re blind to banner ads on websites, we delete email pitches that ask for a meeting, and we don’t tolerate cold calls (and in fact, most people actually HATE when someone calls them on the phone now).

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

Think about how your own buying journey has changed —we avoid ads on television (or pick up our smartphones when they come on), we’re blind to banner ads on websites, we delete email pitches that ask for a meeting, and we don’t tolerate cold calls (and in fact, most people actually HATE when someone calls them on the phone now).

Top of Funnel 120

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

Sales Engine

NOVEMBER 24, 2015

But you can create individual content assets that address them individually to nurture them down the purchase path. So maybe the appropriate piece of content for someone in middle of the funnel would be an infographic that serves as a buying guide that helps them navigate the purchase process.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

AUGUST 14, 2015

Many companies start by purchasing expensive marketing automation tools, and then see what marketing skills they have in-house that they can now task with demand generation. Your planning starts by evaluating all of your unique buying personas and understanding what problems they are trying to solve during every stage in their buying process.

Demand Generation Agencies 120

Demand Generation Agencies Demand Demand Generation Marketing Automation Services 120