Sales Engine

AUGUST 2, 2017

Testing the Effectiveness of Lead Nurturing To examine the effectiveness of lead warming more closely, Sales Engine performed a study on one of its clients. MQL2s—leads that met the IPP and clicked through on at least one email offer or downloaded one piece of content—were 321% more likely to convert into SALs than cold suspects.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

JUNE 20, 2016

Sales Engine also directed a small team of business development reps (BDRs) to follow up on all types of leads to measure and compare the conversion rates of cold leads, newly generated MQLs, and warm MQLs that had been nurtured over time. Critically, good BDRs make sales executives much more productive, which means higher quotas.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

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. How do I know?

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

AUGUST 13, 2015

Paul Rafferty, co-founder and CEO of Sales Engine Media, was a recent guest on the TechnologyAdvice Expert Interview Series. 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.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

JANUARY 25, 2016

How to Dominate Your Market With Content from SalesEngine 1. 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. So what does this have to do with content marketing?

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 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. The sales rep could easily fill their calendar with appointments leveraging off of that branding. 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

MARCH 17, 2016

Even though companies are increasing their expenditures on content marketing, they’re still unhappy with the results. I believe that’s because they’re approaching content marketing from a perspective of branding instead of demand generation, or in other words, building sales pipeline. How many leads turned into sales?

Budget Programs 168

Budget Programs Content Marketing Brand Identity Branding 168

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. times more leads, and you’ve been burned outsourcing content production in the past, that number looks pretty scary. Content for Lead Generation Should Focus on Business Problems, Not Solutions.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 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

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. Email, social, or search?

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

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

APRIL 24, 2018

3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan There are three challenges every B2B marketer faces as they try to build a lead generating engine to feed their sales team: 1. Content marketing can be a long, expensive, and uncertain journey. Simply put, you need to do content marketing.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

NOVEMBER 3, 2017

Search engines are the new outlets for information, and Sales has less influence. 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.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

MAY 12, 2016

Search engines are the new outlets for information, and sales has less influence with these top-of-funnel shoppers. 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. Did it translate into a lead?

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 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. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MARCH 13, 2017

Search engines are the new outlets for information, and Sales has less influence. 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.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 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

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. 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

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

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