Sales Engine

JULY 7, 2016

They’ll work for the companies that supply them with good leads, or at least have enough market awareness that they can focus on selling and consulting to solve their clients business problems, and coincidentally make the big quotas and compensation that goes along with that job Content marketing has fundamentally changed the economics of selling.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

AUGUST 16, 2016

For me, that looks like marketing generating enough qualified leads so that most of my time is spent having productive sales conversations. Unfortunately, it rarely looks like that, but that's always the goal when we establish demand generation systems--keeping sales people busy doing what they do best--consulting and closing.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

DECEMBER 6, 2016

have changed the way that B2B companies market their products and services. You’re going to need designers, copywriters, video producers, and post production editors, developers, and so on. And truth be told, most content marketing agencies are repurposed PR firms, web developers, and branding consultants.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

APRIL 27, 2016

For example, a top-producing sales rep isn’t out there just talking about themselves and their product and telling everyone why they should buy from them, because they know that no one wants to hear that. There’s your foundation for a consultative sales conversation. And they don’t want to hear it online, either.

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 120

Sales Engine

NOVEMBER 16, 2015

Using your subscription base and tracking subject lines and time spent on articles, you get an understanding not only about the issues that they care about, but also an indication of interest in your product or service. Bottom-of-the-funnel sales consultations is a repeatable process. Does that mean that they’re a prospect?

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

OCTOBER 1, 2015

And because it’s a $399 product and not a $399,000 product, you’re probably only dealing with one decision maker as a buyer versus a large committee where you have to worry about the high probability pains. This is where the consultative sales process we know and love takes over.

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 120

Sales Engine

APRIL 20, 2016

That was what we used to do before the emergence of a content-heavy internet, and it worked because sales people were the gatekeepers of information about products and services within a company. And most importantly, adding more sales people (or hiring calling firms) to prospect down a list won’t get you where you want to be either.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

OCTOBER 4, 2017

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. PR firms and branding consultants proliferated, and blogs and social media became all the rage. Simply put, salespeople no longer control the sales process from start to finish.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. PR firms and branding consultants proliferated, and blogs and social media became all the rage. Simply put, salespeople no longer control the sales process from start to finish.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. PR firms and branding consultants proliferated, and blogs and social media became all the rage. Simply put, salespeople no longer control the sales process from start to finish.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

APRIL 13, 2016

You must c onvert this anonymous audience into known prospects for sales reps to have meaningful, consultative business conversations. Your content production isn’t integrated with your sales process. Your gated offers don’t actually add value. They don’t want to hear it on the phone. They don’t want to hear it face-to-face.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

MAY 12, 2016

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. If this sounds familiar to the process that a consultative sales person uses to get in front of prospects, you’re right— the process is the same.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

AUGUST 23, 2016

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120