Sales Engine

MAY 19, 2016

This is a primary role for content marketing programs in the B2B space, especially when an outside sales force is being deployed to sell a complex product or service. They simply don’t have the opportunity to identify what these high probability pain points are—unless they can be identified by the content that has been consumed.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

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

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

NOVEMBER 12, 2015

In-person networking, online (LinkedIn) prospecting, market positioning, content marketing , and value messaging are now the ways to go. SE: How do you train sales people to balance their time between research, social media listening and responding, making connections and networking and traditional prospecting via emails and phone calls?

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 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

FEBRUARY 25, 2016

Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Pundits say that PR must engage with the community and that content is king. PR pros need to ask a lot of questions, research market trends, be up on the latest news, as well as social and cultural topics.

PR 136

PR Public Relations Marketing Management Storytelling 136

Sales Engine

AUGUST 22, 2016

How First Rate Uses Thought Leadership Content to Grow the Business Having the same brand since their start in 1991, First Rate knew they had to make some major changes if they were going to compete effectively and grow in today’s digital era.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

How First Rate Uses Thought Leadership Content to Grow the Business Having the same brand since their start in 1991, First Rate knew they had to make some major changes if they were going to compete effectively and grow in today’s digital era.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

FEBRUARY 25, 2016

Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Pundits say that PR must engage with the community and that content is king. PR pros need to ask a lot of questions, research market trends, be up on the latest news, as well as social and cultural topics.

PR 120

PR Public Relations Marketing Management Storytelling 120

Sales Engine

AUGUST 2, 2017

Sales Engine built a library of multimedia content for this client and used email marketing, social media, search engine optimization (SEO) and ad retargeting to promote it to the 18,000 lead records in the client’s database. Lessons Learned In the case of this client, nurtured leads converted nearly nine times better than cold leads.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

JANUARY 11, 2017

Most companies start with buying marketing automation without a solid strategy and underestimate the amount of content they require. The difference is that we’re now using content marketing to build that trust and demonstrate that you can solve their problem. A word of caution—this process falls apart all over the place.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

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

JUNE 20, 2016

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. Lessons Learned In the case of this client, nurtured leads converted nearly nine times better than cold leads.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

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

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

OCTOBER 4, 2017

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. 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.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. 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.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. 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.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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. 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

MARCH 3, 2016

“Everyone at some point is thinking about where they’re going to live, whether it be buying or renting, but the industry has seemingly been untouched by the powers of great design and storytelling, media, and content generation.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

“Everyone at some point is thinking about where they’re going to live, whether it be buying or renting, but the industry has seemingly been untouched by the powers of great design and storytelling, media, and content generation.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 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

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

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 27, 2016

It’s not hard to develop a piece of content —say, a video or an infographic, an article or a white paper—on a topic that somebody might find interesting. The right approach is to identify the high probability pains that your prospect is experiencing and develop content based on those topics.

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 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

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

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

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

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? What were the responses?

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 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

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

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. Digital marketing depends upon content. Content is the new currency and it builds trust. And therein lies the rub.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Marketing Qualified Leads 218

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I That includes the importance of mobile, social, and video.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I That includes the importance of mobile, social, and video.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120