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

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

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

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

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

JULY 29, 2016

) Lead generation through content marketing means attracting people with a problem you can solve (that they can afford to pay for!). Your audience must be built over time by generating superior content and putting it where they might see it—and if you’re out of touch, your content will fall on deaf eyeballs.

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!). Your audience must be built over time by generating superior content and putting it where they might see it—and if you’re out of touch, your content will fall on deaf eyeballs.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

MAY 17, 2016

Technological tools allow marketers to score leads and move them through the buying journey with the help of nurturing content. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. It seems that this once-complex process can be distilled to an algorithm.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 136

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.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

JUNE 20, 2017

Technological tools allow marketers to score leads and move them through the buying journey with the help of nurturing content. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. It seems that this once-complex process can be distilled to an algorithm.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 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 Leads 218

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 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. But before making the decision to shift more of your resources towards content marketing and lead generation , you need to understand some harsh truths. For decades, the B2B marketer has been a manager of projects.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

JULY 5, 2016

White papers, videos, webinars, social media, and online vendor reviews are their new preferred sources of initial engagement. But, even though a buyer downloads a white paper or watches a webinar, it doesn’t mean they have the budget, a need, or the authority to make a change. Difficulty Establishing Need and Trust.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

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

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

OCTOBER 8, 2015

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. But before making the decision to shift more of your resources towards content marketing and lead generation , you need to understand some harsh truths. For decades, the B2B marketer has been a manager of projects.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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. Plan your story: Are you going to write a blog post, white paper or news feature article?

Planning 120

Planning Content Marketing Best Practices Content 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

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

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

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

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

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

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

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

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. A recent client evaluation of their data revealed that, when content marketing was used in tandem with sales, the closing rates went up, the deal sizes were larger, and the cycle times were shorter.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. A recent client evaluation of their data revealed that, when content marketing was used in tandem with sales, the closing rates went up, the deal sizes were larger, and the cycle times were shorter.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

APRIL 7, 2016

Somebody who downloaded a white paper may not have the budget, timeframe, or commitment to follow through. 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. They might love their current vendor.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

OCTOBER 9, 2015

When it comes to B2B marketing—whether it be social media, email marketing, blogs, white papers or attending trade shows—it has to be about lead generation. It’s great when content shows up in one of our prospect's Twitter feed because of a targeted hashtag. Not that there isn’t branding and awareness value in these projects.

Demand 120

Demand B2B Marketing B2B Trade Show 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

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

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