Sales Engine

DECEMBER 16, 2015

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. So before you outsource content development to a partner , ask these four self-assessment questions that will help you better determine next steps for finding the right resources.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

APRIL 24, 2018

By creating quality content like blog posts, white papers, eBooks, infographics, videos, podcasts, and case studies, you can connect with potential buyers in meaningful ways that help solve their most pressing problems. It was a fast, simple, effective way to connect with prospects and get your story in front of a large audience.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

JANUARY 28, 2016

This used to work more effectively when there was less noise, but because it still works, we’ll keep doing it. Of course, marketers love to use other metrics, such as increase traffic and page views, because they look a lot better on paper—but if they aren’t converting into leads, they’re not helping to increase revenue.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

APRIL 20, 2016

They need help getting in the door. That’s why white papers, infographics, testimonials, and webinars are effective at driving this initial interaction. The clicks help to identify those with need. Sales used to be able to tough it out themselves and drive all the activity they needed on their own, but they can't anymore.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

APRIL 13, 2016

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. Therefore, content must be developed for each stage of the sales process to plug holes in the sales cycle. That’s a big disconnect. So what’s the problem?

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

JULY 21, 2016

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. Obviously you can help them solve those problems, but the prospect may not be ready to hear it. How do I evaluate vendors?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

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. Obviously you can help them solve those problems, but the prospect may not be ready to hear it. How do I evaluate vendors?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

AUGUST 14, 2015

The problem is that management sees only the end results of other companies’ efforts and grossly underestimates the work involved in the strategy, development, and acquisition of skills to pull it off effectively. Effectively is defined as over 50 percent of your total sales pipeline coming from this process.). That's Crazy!

Demand Generation Agencies 120

Demand Generation Agencies Demand Demand Generation Marketing Automation Services 120

Sales Engine

NOVEMBER 24, 2015

Clearly define your target audience and develop buyer personas. Unlike the one-to-many assets that we used to develop in branding and awareness campaigns, you can’t really develop one piece of content that will address all of a buyer’s issues in a single piece. Are you developing a podcast series?

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

AUGUST 22, 2016

Something of value that helps them perform their jobs more efficiently. Publishing a piece of content like a white paper or info-graphic and gating it behind a form to create the lead for the rep may be an effective way to catch name, rank, and serial number of the prospect, but it doesn’t produce leads that are ready to talk to sales.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

Something of value that helps them perform their jobs more efficiently. Publishing a piece of content like a white paper or info-graphic and gating it behind a form to create the lead for the rep may be an effective way to catch name, rank, and serial number of the prospect, but it doesn’t produce leads that are ready to talk to sales.

Top of Funnel 120

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