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. More Relevant Posts from Sales Engine: What's Your Content Development Strategy? These are the people who are talking to clients on a regular basis and learning about their issues.

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

JULY 29, 2016

The real challenge is to develop a deeper understanding of how buyers think, what they need, and what we need to say to get them to choose us. How to Build a Better Buyer Persona Many sales trainers talk about pain points and the concept applies perfectly to content development. Who are they?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 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. The sales process was not developed overnight; content won’t be either.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

JANUARY 5, 2016

The real challenge is to develop a deeper understanding of how buyers think, what they need, and what we need to say to get them to choose us. How to Build a Better Buyer Persona Many sales trainers talk about pain points and the concept applies perfectly to content development. Who are they?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 25, 2016

Today, I think so many companies are trying to muscle their way to more productivity with content rather than reimagining how they use it. AMEX has developed the media property called OpenForum which is a CEO Boot Camp designed to help women business owners. Let’s take a look at what American Express is doing to engage it’s buyers.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 7, 2016

In the not-so-distant past, scaling a B2B company meant hiring more sales people that were responsible for all their own business development. Most importantly, the middle reliever significantly improves the productivity of your closers. On paper, the numbers supported it.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 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. Your Definition will Determine Your Direction What's Your Content Development Strategy? The CEO is a master salesperson and serves as an industry thought leader.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

AUGUST 2, 2017

The reason: it’s essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person. Buyers today often use the Internet to research products and vendors long before they’re prepared to make a purchase.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

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

JUNE 20, 2016

Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

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. Because of Sales Engine’s content development process, the learning curve was much shorter and we had campaigns running within three months,” she said.

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. Because of Sales Engine’s content development process, the learning curve was much shorter and we had campaigns running within three months,” she said.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 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. Marketing is no longer a one-sided endeavor. It requires a dialogue with prospects.

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. Marketing is no longer a one-sided endeavor. It requires a dialogue with prospects.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

DECEMBER 6, 2016

have changed the way that B2B companies market their products and services. You’re going to need designers, copywriters, video producers, and post production editors, developers, and so on. And truth be told, most content marketing agencies are repurposed PR firms, web developers, and branding consultants. . #4

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

JULY 5, 2016

Sales representatives used to be a prospect’s only source of product and industry knowledge, but now prospects largely research things online while ignoring reps’ calls. Prospects prefer to use the Internet to self-diagnose their own problems, prescribe their own solutions, and develop their own short list of vendors to contact.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

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

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

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 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.

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

MARCH 17, 2016

This is not to say that developing a strong brand is no longer a good idea. To make B2B sales today, you have to develop a variety of content and distribute it in a variety of ways to create and deepen the awareness needed to bring buyers closer to the sale. It may or not influence a sale.

Budget Programs 168

Budget Programs Content Marketing Brand Identity Branding 168

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. That’s not enough for today’s B2B company.

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 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

JUNE 16, 2016

B2B marketing has always supported a sales function in the development of sales collateral, product literature, branding, and awareness. If you’ve been a marketing executive for more than 10 years, you’re probably pretty good at product marketing. They don’t want to hear about your products.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 120

Sales Engine

APRIL 7, 2016

An inside sales or business development rep should have access to combination of digital (marketing) and human resources to nurture those marketing qualified leads through the process until they are sales qualified and then hand them off to sales. Most misalignment starts with different definitions of what a qualified lead actually is.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

JANUARY 28, 2016

Sure, you may be generating some leads for your sales team, but unless you’ve developed an audience who relies on you for information and wants to receive all that information, you are likely fatiguing your market. 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 13, 2016

Your content production isn’t integrated with your sales process. 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.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

AUGUST 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. For decades, the B2B marketer has been a manager of projects. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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. So from there, you should have a business development discussion to continue the conversation down the path until they're sales ready.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

OCTOBER 8, 2015

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. For decades, the B2B marketer has been a manager of projects. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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

DECEMBER 22, 2015

If you’re an email marketer, there’s a lot you can do to improve your results, such as improving the level of your content production , experimenting with different mediums and channels for distribution, or analyzing your subject lines and conversion rates to do more of what’s working.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Funnel Advertising 120

Sales Engine

OCTOBER 1, 2015

And because it’s a $399 product and not a $399,000 product, you’re probably only dealing with one decision maker as a buyer versus a large committee where you have to worry about the high probability pains. The focus is very narrow for “Buy GoPro Camera” and therefore, you might be able to compete for that term set.

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 120

Sales Engine

SEPTEMBER 23, 2015

It’s usually some sort of in-depth educational piece or some type of information that demonstrates more advanced information about the product solution or service that's being offered. It’s also easy for them to share that non-gated content, and that’s what you ultimately want.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120

Sales Engine

NOVEMBER 6, 2015

We are all looking for a competitive advantage, and if you’re fortunate enough to be selling a completely unique product from a well-known firm to a needy market, you probably don’t have to be very good at marketing to be successful. But B2B companies have found success in content marketing , and they’re upping the ante.

Top of Funnel 120

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

Sales Engine

NOVEMBER 24, 2015

Obviously, targeting CEOs of Oil and Gas companies is a different goal than driving millennials to a shopping cart for the latest and greatest tech product. Clearly define your target audience and develop buyer personas. Are you developing a podcast series? Is this a Youtube channel?

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120