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Sales Engine
MAY 19, 2016
In the context of digital marketing and demand generation, lead intelligence is the sales rep’s ability to predict high probability pain points that a prospect may have before trying to establish contact so that they may have a more fruitful consultative conversation. For example, she can see that John Doe just watched a video on XYZ topic.
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. Based on their total marketing expenditure for the year, we were able to calculate that each MQL cost the company $40.92.
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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. Based on their total marketing expenditure for the year, we were able to calculate that each MQL cost the company $40.92.
Sales Engine
JUNE 20, 2016
For one company, we found that nurtured leads were three times more likely to convert to sales-accepted leads than traditional marketing-qualified leads. But as most marketing and sales leaders in modern B2B companies know (or have figured out really fast), customers have taken a lot more ownership over their own buying process.
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.
Sales Engine
AUGUST 2, 2017
This difficulty is compounded by the fact that making first contact with an MQL1 may require 5-10 attempts—that translates to 500 to 1,000 attempts for every 100 MQLs. Expensive enterprise sales reps with high quotas can’t afford to follow up on MQLs when even the best MQLs only convert to appointments at a rate of 5 percent.
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.
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