Sales Engine

SEPTEMBER 11, 2015

SEO today only rewards good content. They want for rich, meaningful content that helps them solve business problems. The reason being that organically generated content is much more valuable when it comes problem resolution. Creating that quality content is a different story. They sell advertising. Let's Go to The Zoo!

SEO 120

SEO Content Keywords Opinions 120

Sales Engine

MARCH 28, 2016

B2B Content Enterprise: How does Conversion Sciences work with clients to optimize landing pages? From a content marketing standpoint, for our business (Conversion Sciences) we currently rely on little to no outbound marketing to drive demand. All of our leads are either referrals, or generated through our content marketing outreach.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

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. Content is the new currency. Content is how you take back control of the sales process.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

SEPTEMBER 18, 2015

Because the search engines like Google have changed their algorithms in the last few years, the role that search engine optimization (SEO) plays in content marketing is causing a lot of confusion. This sort of thinking is where we get into trouble when it comes to our content development strategy.

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 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. Producing content in-house isn’t really a viable option because the thought leaders in the organization don’t have the time (or the skills) to write.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

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. They expect you to be an expert in your field and about your solution, as well as to create relevant, informative content about it.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

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. They expect you to be an expert in your field and about your solution, as well as to create relevant, informative content about it.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 2, 2015

That means starting digital conversations through email, social, and search with tons of content. 38% of B2B companies said that their content marketing was effective. 47% of B2B companies have a DEDICATED content marketing group. 38% of B2B companies said that their content marketing was effective. And it starts now.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

AUGUST 25, 2015

Content creation starts with access to subject matter expertise. But one the biggest challenges companies face today is creating access to those subject matter experts for content creation, even when they already have the necessary resources to create it (videographers, designers, copywriters, etc.). That's Crazy!

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

JUNE 28, 2016

If a person regularly takes the calls-to-action in your outbound email campaigns, downloads content from your website, follows your company on social media, and has visited your product pricing page, that person has self-identified as someone who is very interested in your product or service. Is that person thrown out altogether?

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136

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 Ranking Lead Scoring 120

Sales Engine

FEBRUARY 25, 2016

Pundits say that PR must engage with the community and that content is king. How is your pitch relevant to solving a problem? Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Yet, for true PR professionals, this has always been the case.

PR 136

PR Public Relations Marketing Management Storytelling 136

Sales Engine

FEBRUARY 25, 2016

Pundits say that PR must engage with the community and that content is king. How is your pitch relevant to solving a problem? Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Yet, for true PR professionals, this has always been the case.

PR 120

PR Public Relations Marketing Management Storytelling 120

Sales Engine

AUGUST 20, 2015

It’s a primary driver around why we at Sales Engine Media use video interviews to capture information from experts as a large part of our content development process with clients. JM: Why is storytelling important in a content marketing context? JM: How do you recommend that storytelling be incorporated in a content marketing program?

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

SEPTEMBER 25, 2015

Even as a CEO of a content marketing agency , I still get this pressure from my board and colleagues—and they all know how buyers have more control these days, buying on their own time frames, not ours. Otherwise, conversations with your board and colleagues are going to remain uncomfortable. Need a Sales Hunter?

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

OCTOBER 1, 2015

Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. Those conversations now have to take place digitally —by people consuming your content and responding with interest.

Top of Funnel 120

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

Sales Engine

OCTOBER 4, 2017

Content Gets You Invited to the Dance The old-world tactics of both the sales and marketing realms are no longer effective for most companies. That's where compelling content comes in. Your prospects are hungry for content that’s educational, helpful and informative in tone. Of course, you need to offer content to prospects.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

Content Gets You Invited to the Dance The old-world tactics of both the sales and marketing realms are no longer effective for most companies. That's where compelling content comes in. Your prospects are hungry for content that’s educational, helpful and informative in tone. Of course, you need to offer content to prospects.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

Content Gets You Invited to the Dance The old-world tactics of both the sales and marketing realms are no longer effective for most companies. That's where compelling content comes in. Your prospects are hungry for content that’s educational, helpful and informative in tone. Of course, you need to offer content to prospects.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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. Mass marketing is out, mass media is in.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

DECEMBER 28, 2015

You know content marketing will work for your company—your competitors are doing it, and they’re kicking your butt. Here are 4 strategies you can use to get your content marketing budget approved in 2016. Realize, however, that most large-scale content marketing programs started out by testing the waters with a small pilot project.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 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

SEPTEMBER 2, 2015

Coincidentally, I think the zoo lays out a great roadmap for content marketers. So what does this have to do with content marketing ? The starting point for every content marketing program is the strategy, and for the zoo, that means exhibits—the content that people actually want to consume. How will they get to you?

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

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

APRIL 13, 2016

Just because B2B companies are investing heavily in content marketing doesn’t mean that they’re successful at generating the leads they need for business growth. In fact, the Content Marketing Institute’s 2016 Benchmarks Report estimates that only 30% of the companies surveyed consider their content marketing efforts to be effective.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

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. The right offer at the right time will always work.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

APRIL 7, 2016

If she was outright rejected by sales, rather than kept in the pipeline and fed nurturing content, you will have lost a deal that you otherwise could have closed. You may actually have somebody interested in your brand engaging and consuming your content, and that’s a very good thing.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

JULY 21, 2016

Where most B2B companies are investing in content marketing , less than a quarter are satisfied with their return. A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process. How do you get people to engage?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Where most B2B companies are investing in content marketing , less than a quarter are satisfied with their return. A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process. How do you get people to engage?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 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

SEPTEMBER 23, 2015

A common issue with content creators is when to gate content and when not to. Gated content is defined as a content asset that lives behind a landing page—someone has to enter their information into a form to get to the page.) It’s also easy for them to share that non-gated content, and that’s what you ultimately want.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 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

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. But here’s the rub —content marketing requires lots and lots and lots of content! But that’s not even the most important reason.

Content 120

Content Advertising Mediums B2B Sales Paid Search Agency 120