Sales Engine

OCTOBER 27, 2015

So whether that’s a Business Development rep making a phone call and leaving a voicemail, or an automated email sent to them containing a link to another piece of content—it must help them along and provide value. If they clicked on an article on topic XYZ, you know that you can continue to nurture that person on topic XYZ.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

SEPTEMBER 1, 2015

Over the last 20 years, the company had developed a great reputation and receive a number of referrals on a regular basis. They won’t help your sales people meet quota. They won’t help you track where your prospects entered into the sales cycle and became customers. Sales can’t control this whole process anymore.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

JANUARY 25, 2016

Sure, you may be generating some leads for your sales team, but unless you’ve developed an audience who relies upon you for information and wants to receive all that information, you are likely fatiguing your market. AMEX has developed the media property called OpenForum which is a CEO Boot Camp designed to help women business owners.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

DECEMBER 21, 2015

For example, if you market to three distinct buyer personas , and you have identified three buying stages , and you can identify five unique questions those buyers would likely ask or be searching for in each of those stages, you would conclude that you need to develop 45 total marketing assets. So How Much Does All This Cost?

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

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. A salesperson who can tell a compelling business story is going to make me care; she’s going to show me how her product or service helps another human being.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

MAY 11, 2016

All of your web traffic increases are great, but if we can’t lead the qualified prospects to some sort of conversion asset to help lead them through their own buyer’s journey, it’s just branding and awareness—and that’s not enough for feeding today’s outside sales person with qualified leads. B2B lead generation is all about conversions.

Webinar Metrics 149

Webinar Metrics Sales Qualified Leads Demand Generation Agencies Marketing Automation Services 149

Sales Engine

APRIL 21, 2016

If I have a particularly tough subject matter, instead of taking it to the Internet, I’d rather have a conversation with them and have them explain it so I can write a more thoughtful and helpful article.”

Content 159

Content Internet Marketing Training Education 159

Sales Engine

AUGUST 2, 2017

Sales Engine also directed a small team of business development reps (BDRs) to follow up on all types of leads to measure and compare the conversion rates of cold leads, newly generated MQLs, and warm MQLs that had been nurtured over time.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

FEBRUARY 18, 2016

I would answer that it is definitely worth it, even if it does nothing more than help you know your customer more intimately. Many companies make the mistake of developing content like it’s just another marketing campaign. But to keep from throwing good money after bad, we have to be smarter in our approach.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

I would answer that it is definitely worth it, even if it does nothing more than help you know your customer more intimately. Many companies make the mistake of developing content like it’s just another marketing campaign. But to keep from throwing good money after bad, we have to be smarter in our approach.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

JUNE 20, 2016

Sales Engine also directed a small team of business development reps (BDRs) to follow up on all types of leads to measure and compare the conversion rates of cold leads, newly generated MQLs, and warm MQLs that had been nurtured over time.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

Sales Engine

JULY 13, 2016

Given the imperative to add gravitational pull to your sales funnel under a changed marketing paradigm, you need a strategy and appropriate marketing technology stack that can help you discover, qualify, and nurture leads to the point of sales-readiness. One of those necessary tools is marketing automation software. Define your sales funnel.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

Given the imperative to add gravitational pull to your sales funnel under a changed marketing paradigm, you need a strategy and appropriate marketing technology stack that can help you discover, qualify, and nurture leads to the point of sales-readiness. One of those necessary tools is marketing automation software. Define your sales funnel.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JUNE 2, 2016

The good news is that these mistakes are avoidable simply by developing a plan and ensuring that you have the resources in place to execute.

Top of Funnel 120

Top of Funnel Marketing & Strategy Paper Content 120

Sales Engine

MARCH 28, 2016

In our strategy, when someone does come through our channels, they are coming back and searching for conversion optimization, website optimization, or AB testing—they’re developing their level of trust with us over time. Our data analysis has really helped us understand what our categories should be. Currently we’re down to 10.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

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

DECEMBER 28, 2015

Whether you’re working on a massive, full-blown digital magazine or a monthly newsletter, the concept of content marketing is the same: develop great content, get it in front of your prospects, and convert the lead traffic. Once you’ve demonstrated some success, it will be easier to propose that cool digital magazine you want to develop.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

JANUARY 28, 2016

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. AMEX developed a media property called Open Forum , which is a CEO Boot Camp designed to help business owners.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 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. Simply put, you need to do content marketing. Content Syndication on a pay-per-lead basis can address all of these issues.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

AUGUST 16, 2016

The development of stellar content that adds value and caters to niche audiences will always work—give someone good information that they can use and they’ll thank you for it. Develop relationships with people and solve their problem and they’ll want to do business with you. Mass marketing is out, mass media is in.

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. What pieces of content have you already developed? Start with a content audit. What were the responses?

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 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. What pieces of content have you already developed? Start with a content audit. What were the responses?

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

APRIL 20, 2016

They need help getting in the door. The clicks help to identify those with need. So from there, you should have a business development discussion to continue the conversation down the path until they're sales ready. They need marketing. Many of us who grew up in sales thought that we were awesome at prospecting.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

AUGUST 19, 2015

The issue is further highlighted in a March 2015 article by Shaish Chitnis called “The MQL is Dead" where he calls for different sales-defined metrics and the use of business development to qualify and nurture MQLs to turn them into Sales Accepted Leads (SALs). Click below for an infographic to help you figure it out. Absolutely true.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Sales Engine

NOVEMBER 16, 2015

The development of stellar content that adds value and caters to niche audiences will always work—give someone good information that they can use and they’ll thank you for it. Develop relationships with people and solve their problem and they’ll want to do business with you. Mass marketing is out, mass media is in.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

AUGUST 12, 2016

And the result may be that we need fewer sales reps, meaning we have to focus on hiring the really qualified, well-trained, consultative sales person that truly helps prospects diagnose their real problems.

Top of Funnel 136

Top of Funnel Content Marketing Cold Calling Sales Qualified Leads 136

Sales Engine

APRIL 13, 2016

Therefore, content must be developed for each stage of the sales process to plug holes in the sales cycle. a middle reliever in the form of a business development rep or inside sales rep is needed to f ollow up on those leads to turn them into appointments for closers. Your sales people are still required to pitch the entire game.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

DECEMBER 7, 2015

And the result may be that we need fewer sales reps, meaning we have to focus on hiring the really qualified, well-trained, consultative sales person that truly helps prospects diagnose their real problems.

Top of Funnel 120

Top of Funnel Content Marketing Cold Calling Sales Qualified Leads 120

Sales Engine

AUGUST 15, 2016

And then they must have the experience to make the right recommendations to content developers about what they need moving forward. Based on what the prospect has responded to in the past, a lead nurturer must use that knowledge to reach out and be a helpful resource for problem solving. Writing and editing skills.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JULY 21, 2016

Sure, you can start writing some blogs and you might get some inbound traffic, but the leads will be substandard and it won’t help you hit growth numbers of 20% or more. Obviously you can help them solve those problems, but the prospect may not be ready to hear it. How do I evaluate vendors? What are the mistakes I need to avoid?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Sure, you can start writing some blogs and you might get some inbound traffic, but the leads will be substandard and it won’t help you hit growth numbers of 20% or more. Obviously you can help them solve those problems, but the prospect may not be ready to hear it. How do I evaluate vendors? What are the mistakes I need to avoid?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JANUARY 22, 2016

And then they must have the experience to make the right recommendations to content developers about what they need moving forward. Based on what the prospect has responded to in the past, a lead nurturer must use that knowledge to reach out and be a helpful resource for problem solving. Writing and editing skills.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Lead Leads 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 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. technicians, directors, editors) Web developers? First and foremost, you need to understand all of the moving pieces.

Demand Generation Agencies 120

Demand Generation Agencies Demand Demand Generation Marketing Automation Services 120

Sales Engine

AUGUST 22, 2016

Something of value that helps them perform their jobs more efficiently. We then directed a small team of business development reps to follow up on all types of leads to measure the conversion rates of cold leads , newly generated MQL’s, and warm MQL’s that had been nurtured over time.

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. We then directed a small team of business development reps to follow up on all types of leads to measure the conversion rates of cold leads , newly generated MQL’s, and warm MQL’s that had been nurtured over time.

Top of Funnel 120

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

Sales Engine

SEPTEMBER 23, 2015

For example, lots of media information, good statistics, and scenarios—all pieces that can help the prospect sell it internally if you're talking about a large enterprise purchase of some type. In a B2B context, that usually means content that’s educational in tone and is very informative.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120