Remove funnel

Sales Engine

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Ditch the Pitch: How Content Marketing Creates the Conversation that Drives Conversion

Sales Engine

Ah, the sales funnel. The problem with this image is that unlike its counterpart in the physical world, the sales funnel does not have the force of gravity to maintain the momentum of its contents. They expect you to be an expert in your field and about your solution, as well as to create relevant, informative content about it.

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Ditch the Pitch: How Content Marketing Creates the Conversation that Drives Conversion

Sales Engine

Ah, the sales funnel. The problem with this image is that unlike its counterpart in the physical world, the sales funnel does not have the force of gravity to maintain the momentum of its contents. They expect you to be an expert in your field and about your solution, as well as to create relevant, informative content about it.

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Content Marketing: Now Serving Freshly Squeezed SEO Juice

Sales Engine

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”? So as a content marketer, what do you do with that information?

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The B2B Content Marketing ROI You Should Care About.

Sales Engine

For example, your latest deal could have started three months ago when you sent out a newsletter with several informative, third-party articles. Determining that the prospect was qualified and motivated, it turned into an opportunity that was funneled through the sales process and closed. Was it a value-added offer in a blog?

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Feeding Sales Is a Process, Not a Project.

Sales Engine

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The middle of the sales cycle is where most companies experience difficulty.

article thumbnail

Feeding Sales Is a Process, Not a Project.

Sales Engine

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The middle of the sales cycle is where most companies experience difficulty.