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. Another big change First Rate made was to their sales follow up process.

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. Another big change First Rate made was to their sales follow up process.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

MARCH 28, 2016

But increasing web traffic without a thorough conversion strategy is just branding and awareness— that won’t supply enough leads to salespeople to hit your revenue growth targets. B2B Content Enterprise: How does Conversion Sciences work with clients to optimize landing pages?

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

JUNE 14, 2018

The math doesn’t work the same as it used to because of decline in connection rates. People see a piece of content, realize that they might have an issue you can solve, and are interested in having a conversation. It simply takes a lot more touches through calls and emails to turn connections into appointments.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

MAY 17, 2016

If a lead is accepted by the sales department, it should have been vetted and nurtured enough that the SAL to SQL (sales-qualified lead) conversion rate is about 90 percent. All you need is your average win size (your sales price) and your conversion rates.

Lead Ranking 136

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

Sales Engine

JULY 7, 2016

The math doesn’t work the same as it used to because of decline in connection rates. People see a piece of content, realize that they might have an issue you can solve, and are interested in having a conversation. It simply takes a lot more touches through calls and emails to turn connections into appointments.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

OCTOBER 27, 2015

What’s the right way to follow up on content to turn leads into sales conversations? Therefore, we can’t yet call it a Sales Qualified Lead (or Opportunity) until they agree to have a conversation with a salesperson. The missing step is the conversion of an MQL into an SAL. Nurture, nurture, nurture.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

AUGUST 10, 2016

Most companies don’t consider that the hourly rate that you’re paying to these people is not actually in the heads-down writing portion of the task at hand—it’s in the weeks if not months of consulting time to bring that person up to speed where they can begin writing in the first place. This company gets me. They understand my problems.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

NOVEMBER 30, 2015

Most companies don’t consider that the hourly rate that you’re paying to these people is not actually in the heads-down writing portion of the task at hand—it’s in the weeks if not months of consulting time to bring that person up to speed where they can begin writing in the first place. This company gets me. They understand my problems.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

JANUARY 25, 2016

I don’t care if it’s email, social media, cold calling, or direct mail… Any of these methods are going to have relatively low response rates. You have to think like your audience and participate in the conversation—that’s why being social is so important.” Let’s look at an example we can all relate to.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JUNE 23, 2016

As content marketers , there are a lot of things that we can and should be measuring—open rates, click through rates, number of visitors (unique and returning), number of users, conversion rates, number of impressions, social media likes and followers, and so on.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Sales Engine

MARCH 3, 2016

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. conversion rate. Many times we see a bigger influence on close rates when combined with marketing engagement.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

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. conversion rate. Many times we see a bigger influence on close rates when combined with marketing engagement.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

DECEMBER 22, 2015

You want to be number one, and you won’t settle for a 20% growth rate putting you at a distant number 10. So how are you going to achieve the growth rates you’re really looking for? Whether you are the owner of a business or the head of marketing, let’s face it—you want to dominate your marketplace.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Funnel Advertising 120

Sales Engine

AUGUST 23, 2016

Many B2B companies that are successful and experiencing rapid growth rates today have made a significant pivot in the way that their sales and marketing departments operate. Salespeople can’t engage in conversations with prospects like they used to—that’s now a marketing function. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

JANUARY 28, 2016

Regardless of whether you’re using email, social media, cold calling, or direct mail, all of these communication methods are going to have relatively low response rates. Conversely, look at what American Express has done to engage its buyers (or potential buyers).

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

OCTOBER 8, 2015

Many B2B companies that are successful and experiencing rapid growth rates today have made a significant pivot in the way that their sales and marketing departments operate. Salespeople can’t engage in conversations with prospects like they used to—that’s now a marketing function. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MARCH 24, 2016

Brian Massey, founder of the Conversion Sciences said in a recent interview with the B2B Content Enterprise : “Content itself does generate leads, but I’m also still a big believer in email. The right offer at the right time will always work. I would still tell you to do it for the same reason as you do social.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

AUGUST 19, 2015

They use the skill sets that they have, and do what they know, which is to measure their branding and positioning success as applied to current tools: the number of opens, click-throughs, conversions, and downloads. Start with a development strategy first. To put this in perspective, consider the difference between football and soccer.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Sales Engine

JULY 5, 2016

Fortunately, there are effective ways to find and nurture leads in this new paradigm, and they can enable talented sales reps to concentrate their time working with and talking to self-identified prospects—rather than wasting time on those who don’t want to have conversations at all.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

MARCH 30, 2016

That way, when a salesperson does reach out, the MQL is ready to have a productive qualification conversation. An aggressive sales pitch early in the nurturing cycle could result in a high abandonment rate. With each successive email touch, the chance that the prospect will be ready to buy (from you) increases. And it works.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Nurturing Lead Ranking Top of Funnel 136

Sales Engine

AUGUST 22, 2016

Sales reps are starving because they can’t do it by themselves anymore, and it’s up to marketing to get them involved in qualified sales conversations. Again, this is where the 70 feet on the court is—the gap where sales reps used to have real conversations that must now happen digitally.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

Sales reps are starving because they can’t do it by themselves anymore, and it’s up to marketing to get them involved in qualified sales conversations. Again, this is where the 70 feet on the court is—the gap where sales reps used to have real conversations that must now happen digitally.

Top of Funnel 120

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

Sales Engine

SEPTEMBER 23, 2015

If there are no forms to fill out to get to value-added content, that means you have no conversion mechanism to turn those anonymous visitors into leads—and worse yet, you’re relying on them to fill out a Contact Me form or call the 800-number on your website.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120