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Marketing's 2017 Quota starts Today!!!

Sales Engine

If you're like most companies, the pressure to hit Q4 numbers is so high that it's hard to even think about 2017 yet. If your company has a 90 day sales cycle, Marketing had better be focused on the 2017 plan October 1st 2016! Let's talk about how we can help your Sales team hit their goals. Permalink.

Planning 179
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Content is the new currency—and your invitation to the dance.

Sales Engine

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. Yes, it helps you build credibility. Yes, it helps establish you as a thought leader.

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Content Marketing Is No Longer a Choice

Sales Engine

Many companies that have embraced content marketing are still using it as a branding and positioning function of their marketing department. It’s not that this approach is wrong, but it’s not the main reason that most successful companies have embraced content marketing. They won’t help your sales people meet quota.

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How to think differently about B2B Content: Interview with Florence Quinn

Sales Engine

Whether a company is B2B or B2C, Quinn instructs that it first begins with knowing your brand story and then telling it over and over, while always maintaining high quality, and then pushing it out to the target audience in a variety of ways. We didn’t call it [content] in those days, we just called it being creative.

B2B 168
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Want more qualified sales conversations? Give marketing a quota…and some writers

Sales Engine

It’s hard to say—we did grow the company, but not by a factor that justified the marketing expenditure. Companies are hiring publishing experts to run their content marketing divisions. Every company engaged in content marketing must consider itselfa publisher and media company.

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What's Your Story?

Sales Engine

A salesperson who can tell a compelling business story is going to make me care; she’s going to show me how her product or service helps another human being. I helped them shape that new strategic story and share it internally with their employees as well as externally with their customers and strategic partners.

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Can the value of lead nurturing be quantified?

Sales Engine

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.