Sales Engine

JULY 13, 2016

In fact, when you nurture a lead with the right type of content at the right time, you build a trust-based relationship with the prospect—and you may end up with a higher-value sale than you would have if the lead entered your sales funnel ready to purchase. Marketing technology isn’t cheap, and it isn’t even that automatic.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

In fact, when you nurture a lead with the right type of content at the right time, you build a trust-based relationship with the prospect—and you may end up with a higher-value sale than you would have if the lead entered your sales funnel ready to purchase. Marketing technology isn’t cheap, and it isn’t even that automatic.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 27, 2015

Help them their research , and as you develop a relationship with them, a good salesperson can then pivot that conversation at the appropriate time to turn that into a sales opportunity.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 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

APRIL 24, 2018

In return for sharing your expertise, you can develop a relationship and maybe make the “short list” when they’re finally in the market. But because keyword bidding gets get very complex very fast, most companies also have to hire a search specialist to optimize their spend. Simply put, you need to do content marketing.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

JULY 5, 2016

For companies struggling to reach sales goals, doing more of the same (more cold-calls, adding more salespeople) won’t break through growth plateaus. How can companies adapt to this change in buyer behavior? When a company is starting out, most sales usually come from executives’ professional connections.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

NOVEMBER 3, 2017

A company with strong branding could distinguish itself from competitors in the mind of a buyer long before the sales pitch. This relationship was not always about the sale. Strong branding, which would announce a company as a player, is what made this partnership possible. It bred credibility. Did it translate into a lead?

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

MARCH 24, 2016

Inbound marketing , a term popularized by Hubspot, is all about producing content that extends the boundaries of company-owned web properties in order to catch the attention of prospects and entice them to engage with your web properties, including social channels and blogs. Henshaw believes that “there is no one way.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

AUGUST 15, 2016

Whether or not your prospects know they have a problem your company can solve or not is irrelevant--they don't want to talk to sales people. In smaller companies, this role may be filled by just one person, whereas larger companies may have teams in place that share out the duties. Enter the lead nurturer.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 22, 2016

This is a relatively new role designed to bridge the gap between sales and marketing, using content and sales skills to build ongoing relationships with prospects and move them toward qualified conversations over time. Your prospects are shopping online for solutions, with or without you. Enter the lead nurturer.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

AUGUST 16, 2016

Companies are doubling down on their content marketing expenditures, but it’s not enough to publish a blog and optimize it for search engines and expect people to find it. Develop relationships with people and solve their problem and they’ll want to do business with you. Does that mean that they’re a prospect?

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

MARCH 13, 2017

A company with strong branding could distinguish itself from competitors in the mind of a buyer long before the sales pitch. This relationship was not always about the sale. Strong branding, which would announce a company as a player, is what made this partnership possible. It bred credibility. Did it translate into a lead?

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Sales Engine

NOVEMBER 16, 2015

Companies are doubling down on their content marketing expenditures, but it’s not enough to publish a blog and optimize it for search engines and expect people to find it. Develop relationships with people and solve their problem and they’ll want to do business with you. There’s a lot of stuff out there, right? And it’s getting worse.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 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. Like any sibling relationship, the marketing-sales dynamic can be competitive—and even nasty. Dogs and cats, living together—mass hysteria!

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

MAY 12, 2016

A company with strong branding could distinguish itself from competitors in the mind of a buyer long before the sales pitch. This relationship was not always about the sale. Strong branding, which would announce a company as a player, is what made this partnership possible. It bred credibility. Did it translate into a lead?

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

AUGUST 22, 2016

Most B2B companies have stuck a toe in the content marketing water by shifting some of their resources to generate white papers, thought-leadership articles, infographics, and video— primarily for use in the marketing automation systems that they’ve purchased.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content Blogger 120

Sales Engine

DECEMBER 3, 2015

Most B2B companies have stuck a toe in the content marketing water by shifting some of their resources to generate white papers, thought-leadership articles, infographics, and video— primarily for use in the marketing automation systems that they’ve purchased.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content Blogger 120