Sales Engine

JUNE 7, 2016

Now think about how you interact with them, aside from consuming their main products (reading, purchasing, and eating, respectively). So how do you create content that makes your own customers and prospects feel that way? What business problem does your product or service help them solve? Know who your audience is.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

AUGUST 20, 2015

KOGLER: Obviously, the role of salespeople has changed significantly over the last couple of years, not only because they need to be more consultative, but also the nature of B2B products and services that they sell has become increasingly complex.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

JUNE 13, 2016

Like any product or service a company offers, content must be the result of deliberate organizational focus, infrastructure, research, and planning. To create a productive and sustainable content operation, the sales and marketing departments must be on board. Business leaders must be convinced of the importance of content.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

MARCH 31, 2016

Contextualized marketing does not rely on differentiators or distinctions of the company, but rather it is firmly rooted in an understanding of who the target customers are and how their behavior indicates their preferences. These same brands are leading with product and brand rather than experience and utility.”

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

AUGUST 25, 2015

In most companies, the expertise comes from an executive, such as the CEO or President, senior level sales and product managers, and customer service. It then must be communicated in a meaningful, educational, and entertaining way (assuming that you actually want people to read it).

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

JULY 13, 2016

Keep in mind that these prospects are better informed than ever, and have probably already done some research about your industry, product, or solution before they ever reached out to you in the first place. When a potential customer downloads webinar X, you know he is interested in X. Marketing is no longer a one-sided endeavor.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

Keep in mind that these prospects are better informed than ever, and have probably already done some research about your industry, product, or solution before they ever reached out to you in the first place. When a potential customer downloads webinar X, you know he is interested in X. Marketing is no longer a one-sided endeavor.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Once the rebrand of the website was complete, First Rate implemented their content strategy in conjunction with Sales Engine and experienced immediate positive results.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Once the rebrand of the website was complete, First Rate implemented their content strategy in conjunction with Sales Engine and experienced immediate positive results.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

MARCH 10, 2016

Lemas: Writing and competing in competitive spaces all comes down to providing some form or differentiation or some sort of unique perspective, whether it’s in your product offering, customer service. Original ideas are rewarded because the human being is the emphasis.

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

AUGUST 16, 2016

For me, that looks like marketing generating enough qualified leads so that most of my time is spent having productive sales conversations. The consultative sale has always been about adding value and solving customers’ problems—the difference with content marketing is when this process actually starts.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

JULY 21, 2016

There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you. That’s what a lead generation strategy is really all about.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you. That’s what a lead generation strategy is really all about.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

NOVEMBER 16, 2015

Using your subscription base and tracking subject lines and time spent on articles, you get an understanding not only about the issues that they care about, but also an indication of interest in your product or service. Does that mean that they’re a prospect?

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

MARCH 30, 2016

That way, when a salesperson does reach out, the MQL is ready to have a productive qualification conversation. These help make the case to the prospect that they need the kind of product or service our client offers. With each successive email touch, the chance that the prospect will be ready to buy (from you) increases.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Nurturing Lead Ranking Top of Funnel 136

Sales Engine

AUGUST 23, 2016

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120