Sales Engine

MARCH 31, 2016

They will come to you through different channels, they will have different needs, and they will be at different stages in the buying cycle. It’s the only way to effectively monitor and nurture each lead through the complex B2B buying journey. If you do this right, the sales will be inbound.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

NOVEMBER 12, 2015

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. The Internet is crushing a sales rep’s ability to get in front of prospects. So what is a sales rep to do? That means cold calls.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

AUGUST 2, 2017

Most marketing and sales leaders in the business-to-business world know that nurturing leads is important. The reason: it’s essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

JUNE 20, 2016

Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person. But can the sales impact of nurturing be quantified?

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

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. I wouldn’t.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

JULY 29, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice. Who are they?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

SEPTEMBER 25, 2015

Even as a CEO of a content marketing agency , I still get this pressure from my board and colleagues—and they all know how buyers have more control these days, buying on their own time frames, not ours. The sales rep could easily fill their calendar with appointments leveraging off of that branding.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

JANUARY 5, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice. Who are they?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

OCTOBER 2, 2015

On October 1, the sales team began Q4 and the pressure is high as reps try to make club and hit accelerators while organizations try to hit revenue goals. If the sales team has a cycle time of 90 days from opportunity create date to close, then they'd better be getting leads from marketing TODAY to impact Q1 of 2016. How do I know?

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

SEPTEMBER 13, 2017

Savvy B2B marketers are recognizing the limits of today’s email marketing and web analytics applications for generating qualified sales leads and are switching to a demand generation solution to ensure a continuous stream of qualified leads. Try Before you Buy Would you buy a car before taking it for a test drive? Of course not.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Budget Demand Generation Demand 120

Sales Engine

JULY 13, 2016

Ah, the sales funnel. As a marketer, you’re no doubt familiar with this ubiquitous image: contacts fall into the top and by some kind of magic become leads, then qualified leads, then sales-ready leads, and eventually, (you hope) closed sales. Meanwhile, your business leaders still expect you to increase sales.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

Ah, the sales funnel. As a marketer, you’re no doubt familiar with this ubiquitous image: contacts fall into the top and by some kind of magic become leads, then qualified leads, then sales-ready leads, and eventually, (you hope) closed sales. Meanwhile, your business leaders still expect you to increase sales.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

SEPTEMBER 18, 2015

Buy accounting software”—okay, so now I understand this person’s intent a little more, and we start to get an idea of where the prospect might be in the buying cycle. Now what if we add “Buy SaaS-based accounting software”? Now let’s say the keyword is “Buy SaaS-based accounting software for XYZ industry.”

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 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. But if you’re not in a position to be constantly talking to prospects as a marketer, your sales people are the next best thing.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

FEBRUARY 18, 2016

And back then, sales people could book appointments based on that name recognition. Earn your audience, don’t buy them. Be in constant contact with sales. Many companies make the mistake of developing content like it’s just another marketing campaign.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

And back then, sales people could book appointments based on that name recognition. Earn your audience, don’t buy them. Be in constant contact with sales. Many companies make the mistake of developing content like it’s just another marketing campaign.

Content 120

Content Thought Leadership Custom Publishing Segmentation 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. But if you’re not in a position to be constantly talking to prospects as a marketer, your sales people are the next best thing.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

JUNE 7, 2016

But if the function of content is to generate and nurture your leads through your sales funnel, how do you create content that is good enough to comply with the demands of your sales team? The creator gains increased brand awareness and (ideally) action on behalf of the consumer that will lead to a sales conversation.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

SEPTEMBER 22, 2015

It also needs to be aligned to the buying stages that they’re going to walk through—and a junior person just doesn’t understand that. More Related Posts from Sales Engine: Using Video to Collect Subject Matter Expertise What Should Your Content Strategy Look Like? But it’s not just subject matter expertise that’s involved either.

Personalization 120

Personalization Content Planning Video Marketing 120

Sales Engine

SEPTEMBER 1, 2015

It’s all about driving revenue , and to do that effectively, our marketing efforts much create actionable sales intelligence. They won’t help your sales people meet quota. They won’t help you track where your prospects entered into the sales cycle and became customers. Sales can’t control this whole process anymore.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Once the rebrand of the website was complete, First Rate implemented their content strategy in conjunction with Sales Engine and experienced immediate positive results.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Once the rebrand of the website was complete, First Rate implemented their content strategy in conjunction with Sales Engine and experienced immediate positive results.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

JANUARY 25, 2016

Most of us remember a day when sales reps used to be able to generate their own leads. It's not that buyers ever wanted to talk to sales reps, but it was the only way they could learn about best practices and solutions available in the market. But, the world changed and the internet crushed sales ability to generate their own leads.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

DECEMBER 21, 2015

If you’re starting from ground zero, start with this simple calculation: Take the number of buyer personas you’ve identified as targets, multiply them by the number of buying stages you’ve identified, and multiply that by each unique issue or question to be addressed. Do you see it? The focus needs to be on the buyer and not YOU.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

SEPTEMBER 11, 2015

Search engines have a vested interest in helping you find exactly what you’re looking for—and people aren’t looking for sales pitches. Besides, you’re not ready to hear an overt sales pitch—you’re simply trying to get a handle on the nature of the problem and see how others have solved the same issue. Let's Go to The Zoo!

SEO 120

SEO Content Keywords Opinions 120

Sales Engine

AUGUST 25, 2015

In most companies, the expertise comes from an executive, such as the CEO or President, senior level sales and product managers, and customer service. More Relevant Posts from Sales Engine: What's Your Content Development Strategy? These are the people who are talking to clients on a regular basis and learning about their issues.

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

MARCH 28, 2016

Demand generation requires a complete marketing program that not only attracts prospects to your website, but also converts them into leads, nurtures them over time through their own buying journey, and assists the consultative sales person to close. Ultimately, that’s what accelerates the sale especially for more qualified visitors.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

OCTOBER 16, 2015

B2B content marketing today is really about generating leads for sales by replacing the one-to-one conversations that salespeople used to be able to get more predictably. You can’t edit the crap out of everything they produce, shifting their tone and injecting your “sales speak.” Go back and review point number 1.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

AUGUST 23, 2016

When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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. If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

OCTOBER 8, 2015

When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MARCH 24, 2016

It certainly beats cold calling, and in an ideal world, we’d have so many inbound leads coming through our websites that we have to hire more sales people to deal with them. However, most B2B companies haven’t been able to supply enough leads through their inbound efforts to make sales quotas and hit revenue growth targets.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

OCTOBER 4, 2017

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Control Over the Sales Process Has Shifted The sales game has changed, and many companies have failed to adapt. Despite a vibrant U.S. And what can you do about it?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Control Over the Sales Process Has Shifted The sales game has changed, and many companies have failed to adapt. Despite a vibrant U.S. And what can you do about it?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Control Over the Sales Process Has Shifted The sales game has changed, and many companies have failed to adapt. Despite a vibrant U.S. And what can you do about it?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

FEBRUARY 11, 2016

As sales and marketing professionals, I think we can all identify—players on the field feel like they are facing an all-out blitz! Sales Plans are unattainable! The sales team is not making quota! Is it the VP of Sales? And most frustrating of all, there are not enough decent opportunities to sell to! It used to be.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

As sales and marketing professionals, I think we can all identify—players on the field feel like they are facing an all-out blitz! Sales Plans are unattainable! The sales team is not making quota! Is it the VP of Sales? And most frustrating of all, there are not enough decent opportunities to sell to! It used to be.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120