Sales Engine

JULY 13, 2016

The problem with this image is that unlike its counterpart in the physical world, the sales funnel does not have the force of gravity to maintain the momentum of its contents. Prospects expect you to be a publisher , not a marketer. Prospects expect you to be a publisher , not a marketer. Now you can create the content.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 23, 2015

Publishing frequency and amplification of content is a big topic these days, and one that has recently been researched by two publishing powerhouses—Hubspot and Moz. Both of these companies manipulated their publishing frequencies (both increasing and decreasing the total number of posts) with some interesting findings.

Social Media 120

Social Media Media Long Tail Marketing Hubspot 120

Sales Engine

NOVEMBER 9, 2015

So we made a few big changes that have helped us achieve the growth trajectory that we want: We gave our marketing executive a quota We committed to content marketing The problem that a lot of companies still have is that marketing thinks its purpose is branding and awareness, measured through increased traffic to the website.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

JULY 29, 2016

) Lead generation through content marketing means attracting people with a problem you can solve (that they can afford to pay for!). To do that effectively, you must think like a publisher. Understanding what truly motivates the buyer is by far the most important component in creating a content marketing strategy.”

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 5, 2016

) Lead generation through content marketing means attracting people with a problem you can solve (that they can afford to pay for!). To do that effectively, you must think like a publisher. Understanding what truly motivates the buyer is by far the most important component in creating a content marketing strategy.”

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

FEBRUARY 2, 2016

The first rule in content marketing is to distribute content where your target audience is. Okay, the first rule is really to create great, relevant content that adds value, but getting it in front of the right people is right up there —if no one is reading it, it’s pretty much a waste. Well, that’s changed too.

Lead Generation 120

Lead Generation Facebook Lead Scoring Lead Ranking 120

Sales Engine

JANUARY 25, 2016

How to Dominate Your Market With Content from SalesEngine 1. As marketers tried to get the most out of this new digital world they re-discovered the importance of content. 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

OCTOBER 27, 2015

Following up on content consumption with “buy from me now” is a strategy that’s destined to fail. Worse, you run the risk of turning people off to consuming more of your content in the future. What’s the right way to follow up on content to turn leads into sales conversations? Nurture, nurture, nurture.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

AUGUST 13, 2015

All you’re going to do is get another frustrated person invested in upstream digital marketing, search engine optimization, content executions, or some companies with pay-per-click, but it is important to feed them. This podcast was created and published by TechnologyAdvice. They can't do it on their own.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

JANUARY 28, 2016

I like the content from these companies, but there’s just no way that I can read that much stuff. Kevin Anderson at the Media Briefing refers to this overload as Peak Content. Of course, this phenomenon has not gone unnoticed by the giants in content marketing, as this recent research by Moz indicates.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

AUGUST 16, 2016

But the reality is that some of this process can be automated, and some can't, and one of the biggest reasons for this is that when we do find something that works predictably, others jump on the bandwagon and muddy the waters—much like what we’re seeing now with content marketing. Think of it like a news room.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 16, 2015

The problem is that when we find something that works predictably, others jump on the bandwagon and muddy the waters—much like what we’re seeing now with content marketing. 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.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

MAY 5, 2016

One of the biggest complaints we hear about outsourcing B2B content is that what they get back is often substandard and unusable. If you’ve been watching Hubspot’s statistics about publishing frequencies where they suggest that 16 posts per month (4/week) yields 5.3 It’s about identifying business problems that generate interest.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

DECEMBER 16, 2015

Feeding the content marketing machine is an endless process, because once you stop publishing, your conversations start drying up. And to make it even more complicated, content development must be high-quality and add value or it will go unnoticed, regardless of how often you post. Do you have a dedicated content resource?

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

FEBRUARY 8, 2016

Perhaps the most amazing "secret" of content marketers is the way in which they repurpose content, whether they call it atomizing (Jay Baer) or reimagining content (Ann Handley). The trick is to see each piece of content as made of easily transferable puzzle pieces.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

Perhaps the most amazing "secret" of content marketers is the way in which they repurpose content, whether they call it atomizing (Jay Baer) or reimagining content (Ann Handley). The trick is to see each piece of content as made of easily transferable puzzle pieces.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

AUGUST 17, 2016

The development of ongoing, thought-leadership content has become the necessary element for a marketing program that increases visibility and produces leads, but it’s not enough simply to publish a blog or white paper anymore. Start with a content audit. What pieces of content have you already developed?

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

DECEMBER 11, 2015

The development of ongoing, thought-leadership content has become the necessary element for a marketing program that increases visibility and produces leads , but it’s not enough simply to publish a blog or white paper anymore. Start with a content audit. What pieces of content have you already developed?

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

JANUARY 14, 2016

A newspaper editor, a digital producer and a content marketer walk into a bar…and they discovered that great stories and brand communications are no joke—it takes all of their combined skills to engage an audience and generate leads. Send what’s now the best content piece you can produce to your client, who likely will rework it.

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

JUNE 9, 2016

Creating an end-to-end lead generation process with content marketing requires that your top-of-funnel content (the content that focuses on early stage buyers and is commonly found in blogs) is tied together with your premium conversion assets. Marketers today can and should do the same thing with content.

Top of Funnel 120

Top of Funnel Content Marketing Digital Marketing Funnels Lead Ranking 120

Sales Engine

JUNE 16, 2016

Most marketing organizations today do not have the right resources in place to properly execute a content marketing strategy for lead generation, and if you’ve had less than desirable results, this could be a major reason why. Branding is a Side Benefit of Content Marketing, But Not the Goal.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 120

Sales Engine

OCTOBER 9, 2015

It’s great when content shows up in one of our prospect's Twitter feed because of a targeted hashtag. Sure, you might build a big audience that reads your content, but unlike an audience that lives in your database or someone that comes to your website and fills out a form, you don’t know who these people are! What’s your strategy?

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

FEBRUARY 6, 2017

1 This "Don't call us; we'll call you" sentiment is reflected in the rise of content marketing. If buyers want to research and decide on their own terms, sellers must get themselves on buyers' radar more subtly: by publishing and promoting content that a prospect would want to consume.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

NOVEMBER 3, 2017

To make B2B sales today, you have to have a variety of content, distributed in a variety of ways, to create and deepen the awareness needed to bring buyers closer to the sale. Content solidifies your brand and creates awareness. Of those who consumed a piece of your content, how many downloads turned into leads?

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

AUGUST 23, 2016

But before making the decision to shift more of your resources towards content marketing and lead generation , you need to understand some harsh truths. The conversation gets started through content marketing— but more on that later. Put another way, digital conversations equal content consumption.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MAY 12, 2016

To make B2B sales today, you have to have a variety of content , distributed in a variety of ways, to create and deepen the awareness needed to bring buyers closer to the sale. But it’s not the main goal of today’s demand generation engine fueled by content marketing. Content solidifies your brand and creates awareness.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

MARCH 13, 2017

To make B2B sales today, you have to have a variety of content, distributed in a variety of ways, to create and deepen the awareness needed to bring buyers closer to the sale. Content solidifies your brand and creates awareness. Of those who consumed a piece of your content, how many downloads turned into leads?

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Sales Engine

OCTOBER 8, 2015

But before making the decision to shift more of your resources towards content marketing and lead generation , you need to understand some harsh truths. The conversation gets started through content marketing— but more on that later. Put another way, digital conversations equal content consumption.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

AUGUST 22, 2016

But B2B companies have found success in content marketing , and they’re upping the ante. For example, companies create content on their blogs and websites, and then use social media to distribute that content—but all they’re really getting out of that is branding and awareness, which is what we did as marketers in the 90s.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 120

Sales Engine

NOVEMBER 6, 2015

But B2B companies have found success in content marketing , and they’re upping the ante. For example, companies create content on their blogs and websites, and then use social media to distribute that content—but all they’re really getting out of that is branding and awareness, which is what we did as marketers in the 90s.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 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. video, long-form content, graphic etc.)

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. video, long-form content, graphic etc.)

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content Blogger 120

Sales Engine

JULY 14, 2016

Content has clearly crossed a tipping point, as evidenced by how much crap shows up in my inbox and social media feeds. Some of it is some well produced content, and I suspect there’s probably a lot of money that has gone into producing some of these articles and content. So how do you stand out from the crowd?

Lead Scoring 120

Lead Scoring Lead Ranking Content Sales Qualified Leads 120

Sales Engine

JULY 14, 2016

Content has clearly crossed a tipping point, as evidenced by how much crap shows up in my inbox and social media feeds. Some of it is some well produced content, and I suspect there’s probably a lot of money that has gone into producing some of these articles and content. So how do you stand out from the crowd?

Lead Scoring 120

Lead Scoring Lead Ranking Content Sales Qualified Leads 120

Sales Engine

NOVEMBER 24, 2015

Simply producing content isn’t going to get the job done anymore. That’s good news if you’re just getting your feet wet in content marketing because you can learn from best practices to drive superior execution to stand out. In other words, where does your audience want to consume content and where they actually live today?

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

OCTOBER 6, 2015

Company blogs serve as the cornerstone of most successful content marketing programs , and they are a great place to get started if you’re making the shift to marketing as a lead generator for sales. To understand why, you first need to understand where we’ve come from and why the blog has emerged as default medium for publishing.

Content 120

Content Advertising Mediums B2B Sales Paid Search Agency 120

Sales Engine

AUGUST 4, 2016

But in a world where prospects hide behind caller ID and email, it’s the organization who has the most valuable content for prospects shopping online for solutions that wins. Attribute #1 Content maps tightly to the sales process. Top of the Funnel Content. Middle of the Funnel Content. Bottom of the Funnel Content.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120