Sales Engine

AUGUST 25, 2016

In this webinar clinic, Presenter Mike Vannoy, Co-Founder and COO of Sales Engine Media will diagnose three of the most common mistakes that B2B companies make in their content strategy that results in lost opportunities.

Webinar Metrics 120

Webinar Metrics Conversion Content B2B Sales 120

Sales Engine

NOVEMBER 30, 2015

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. And we’ve heard countless stories where a company has outsourced content development it in the past and have been less than satisfied with the results.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

MAY 24, 2016

They put forth monumental work to pull out the golden nuggets of information for each prospective buyer (also known as the heroic effort approach). How content provides lead intelligence Prospects tell you a lot about who they are and what problem they’re trying to solve by which content they choose to engage with.

Conversion 136

Conversion Forrester Lead Scoring Lead Ranking 136

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.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

DECEMBER 21, 2015

Most companies realize that their best opportunity for growth is to commit to content marketing. But, if you examine your total universe of prospects, what percentage are actively searching for a solution in the next three months? That means 20% of all of your prospects will evaluate solutions like yours in any given year.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

OCTOBER 2, 2015

For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet. In short, marketing must figure out how to replicate the one-to-one conversations that salespeople used to have with prospects but in a digital environment. 38% of B2B companies said that their content marketing was effective.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

FEBRUARY 25, 2016

Content marketing gurus all seem to be talking about the need to create experiences for marketing to engage with buyers, but what does that mean to the average B2B company? Marketing automation should deliver content that speaks to your prospect like a person—rather than a machine. In other words, it’s not about you, it’s about them.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

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. But how do they know if those marketing efforts are having impact on the bottom line?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 120

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. But how do they know if those marketing efforts are having impact on the bottom line?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 120

Sales Engine

MARCH 31, 2016

Contextualized marketing does not rely on differentiators or distinctions of the company, but rather it is firmly rooted in an understanding of who the target customers are and how their behavior indicates their preferences. What is Contextual Content? Getting it right is the difference between engaging with a buyer and not.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

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 This requires way more than just knowing the demographic information on your prospects.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JUNE 2, 2016

But most successful content marketers know that there’s a lot more going on behind the scenes—which is why less than 30 percent of companies that execute content marketing strategies are happy with the results. Here are two common mistakes that companies make when they get into the new world of content marketing. Good idea so far.

Top of Funnel 120

Top of Funnel Marketing & Strategy Paper Content 120

Sales Engine

JANUARY 7, 2016

Only at the middle and bottom of the funnel (when you’ve qualified and are in negotiations with a prospect) will it be okay to inform them about the features, functions, and benefits of your solution. Today, we have to go about prospecting in a different way; no one wants to be sold to. They never did. This takes time.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

JULY 13, 2016

If you are familiar with the sales funnel, you are likely also familiar with the following: Your prospects’ expectations of you have changed, but your business leaders’ expectations haven’t. Prospects expect you to be a publisher , not a marketer. It requires a dialogue with prospects. Harder still, how do you sustain it?

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

If you are familiar with the sales funnel, you are likely also familiar with the following: Your prospects’ expectations of you have changed, but your business leaders’ expectations haven’t. Prospects expect you to be a publisher , not a marketer. It requires a dialogue with prospects. Harder still, how do you sustain it?

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JANUARY 25, 2016

For most companies, it likely started with marketing automation software, a website makeover, Search Engine Optimization, Pay-per-click advertising, and Customer Relationship Management software. Today, I think so many companies are trying to muscle their way to more productivity with content rather than reimagining how they use it.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

SEPTEMBER 18, 2015

Just the other day, one of our prospects told us that their SEO company suggested that they write no more than one blog post per week, and it should never be over 400 words. Of course, you want your content to be found by your prospects on the first page of Google or any other search engine where your prospects are typing in questions.

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 120

Sales Engine

SEPTEMBER 25, 2015

The differences are being caused by significant changes in the way a customer finds solutions to their problems, and most companies haven’t changed their internal sales and marketing processes to deal with them. And I’m also sure that the last deal you closed is not going to look like next prospect you’re engaging with.

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 This requires way more than just knowing the demographic information on your prospects.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

APRIL 14, 2016

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

B2B Blogger Content Public Relations 168

Sales Engine

FEBRUARY 25, 2016

Content marketing gurus all seem to be talking about the need to create experiences for marketing to engage with buyers, but what does that mean to the average B2B company? Marketing automation should deliver content that speaks to your prospect like a person—rather than a machine. In other words, it’s not about you, it’s about them.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

MAY 11, 2016

As most B2B sales people can attest to, the problem is that prospects will most likely misdiagnose their own problems and prescribe themselves the wrong solutions. We all know that the buyer’s journey has changed—people are avoiding initial conversations with sales people and performing their own research online.

Webinar Metrics 149

Webinar Metrics Sales Qualified Leads Demand Generation Agencies Marketing Automation Services 149

Sales Engine

SEPTEMBER 1, 2015

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. Sales can’t control this whole process anymore.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

JUNE 7, 2016

So how do you create content that makes your own customers and prospects feel that way? Position your company as a voice of reason and knowledge. The goal is for prospects to want to come to you because you are reliable and easy to interact with. You have engaged in a dialogue with a brand. Know who your audience is.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

MAY 22, 2016

Neil said “Why would a prospect want to write you a check for conducting a Sales Call”? I once served as VP of Sales Ops for a Fortune 1000 Company, where we had a Sales Team of 600 people, most of whom spent their time “Communicating Value” (i.e. In Neil’s words “How you sell it is more important than what you sell”. Well…not so fast.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

JUNE 13, 2016

Like any product or service a company offers, content must be the result of deliberate organizational focus, infrastructure, research, and planning. If your organization is really small, one person can play more than one role—or you can outsource content creation, as 44% of companies do. You will have to build a content team.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

APRIL 21, 2016

I’m obsessed with the team at our company that operates as the first line of defense for our customers,” she says. They also have a channel embedded in a messaging app so if a sales person is on the phone with a prospect, and they get a niche-oriented question that they would like to have content developed, they can pose it real-time.

Content 159

Content Internet Marketing Training Education 159

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.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

MARCH 28, 2016

Many companies have focused on increasing their inbound traffic for new leads to combat tighter spam regulations and more concentrated email filters. From your viewpoint, where are companies getting stuck with this process? When prospects come looking, we’re the ones they find. Ideally that’s what we’re all trying to get to.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 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. The project is most likely dead on arrival because of the time it takes, even in the companies that have executives with the skills and desire to write.

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

NOVEMBER 9, 2015

It’s hard to say—we did grow the company, but not by a factor that justified the marketing expenditure. But that’s just not enough—it has to translate into appointments with qualified prospects and sales conversations. Companies are hiring publishing experts to run their content marketing divisions.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

OCTOBER 27, 2015

During this conversation, the salesperson asks questions to further qualify the prospect. If an MQL agrees to have a conversation with your sales rep—in person or by phone—that’s an SAL.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

JUNE 28, 2016

They’re not interested in engaging with prospects who are not ready to buy. To keep their jobs, reps need to close as many deals as they can. Marketing, on the other hand, often has a different definition of a qualified lead.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136

Sales Engine

FEBRUARY 18, 2016

With companies increasing their expenditures on content marketing this year, many are wondering if it’s even worth going down this road in the first place. Remember, the goal of content marketing in the first place is to create a minimum amount of content that gets us the maximum amount of desired behavior from our prospects and customers.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

With companies increasing their expenditures on content marketing this year, many are wondering if it’s even worth going down this road in the first place. Remember, the goal of content marketing in the first place is to create a minimum amount of content that gets us the maximum amount of desired behavior from our prospects and customers.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

DECEMBER 6, 2016

Most B2B companies are realizing that, to hit their growth goals, they need to shift the focus of their marketing from branding and awareness to lead generation. have changed the way that B2B companies market their products and services. have changed the way that B2B companies market their products and services. We don’t know.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

AUGUST 13, 2015

People can hide behind voicemail, prospects can hide behind email. It really changes the mix of what companies want to stand on sales and what they want to spend on marketing. But we tell companies don't do that until the rep is crying uncle because they're so many opportunities they can't get to them. The power has shifted.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120