Sales Engine

JUNE 14, 2018

Middle relievers are many times on a different career path than the enterprise sales person, but the good news is that they tend to be less expensive high-commissioned sales rep. It’s similar to a sales job, but they also must be a nurturer of many prospects at a time like a marketer does.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

NOVEMBER 12, 2015

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. Sales Engine Media: How is prospecting different in 2015 than 10 years ago? That means cold calls. That means deleting email pitches. So what is a sales rep to do?

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 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.

Webinar Metrics 149

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

Sales Engine

JANUARY 11, 2017

The difference is that we’re now using content marketing to build that trust and demonstrate that you can solve their problem. The BDR sees the email, looks up their lead record in the CRM, and sees that this person came into the system six months ago, clicked on a few campaigns, and then went dormant for a while until today.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

AUGUST 20, 2015

As a management and business strategist for Narrative IQ , Christopher Kogler teaches leaders how to use personal business stories to influence, engage and inspire others to nurture them through the new sales process. The context is the context of your daily personal experiences. JASON MYERS: How do you define storytelling?

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

AUGUST 13, 2015

However, there are many different opinions on where that slice ends. All you’re going to do is get another frustrated person invested in upstream digital marketing, search engine optimization, content executions, or some companies with pay-per-click, but it is important to feed them. That’s a big, big burden on marketing.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

JULY 7, 2016

Middle relievers are many times on a different career path than the enterprise sales person, but the good news is that they tend to be less expensive high-commissioned sales rep. It’s similar to a sales job, but they also must be a nurturer of many prospects at a time like a marketer does.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

AUGUST 25, 2015

A junior person can’t get it done. Compelling Content Creation Requires Different Skills - And you Probably Don't Have Them Already Outsource Expert Content? They don’t understand your market, and they don’t understand your consumers and clients well enough to lay out that plan. That's Crazy!

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

SEPTEMBER 25, 2015

If you’ve been in the sales game for a while, you’ve probably noticed some differences in both the ways that customers are buying and the ways that sales cycles have become less and less predictable. In fact, the last few deals that we’ve won have varied from a one-month close to over 13 months.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 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. While this data clearly articulates the value of nurturing leads, it begs for a different sales and marketing paradigm.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

JANUARY 25, 2016

You see, the solution is almost always right in front of us but we have to think about things differently. A different path that let them simply skip most of the game and jump to the end and set a new world record of just 6 minutes. Media math is different. Shane goes on to tell a real life story that bring it to life.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 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

NOVEMBER 9, 2015

The first key to making this work is hiring a marketing leader that has his/her effectiveness ratings tied to lead generation and revenue growth— similar to a commissioned sales person. They don’t get paid on increasing traffic, they get paid on conversion—big difference. What happens when you make this shift? Who cares if it’s less?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

SEPTEMBER 11, 2015

And someone is going to comment on the person that disagreed with that comment and offer their opinion, and so on. Creating that quality content is a different story. The reason being that organically generated content is much more valuable when it comes problem resolution. Let's Go to The Zoo!

SEO 120

SEO Content Keywords Opinions 120

Sales Engine

FEBRUARY 2, 2016

They’ve recognized that it is quickly becoming the go-to platform for news and entertainment that is pertinent to them—both personally and professionally. “I And one of those trends might be that people consume media within the places where they’re also networking with their friends.

Lead Generation 120

Lead Generation Facebook Lead Scoring Lead Ranking 120

Sales Engine

MAY 22, 2016

Since Consultative purchases of complex products require a keen eye to detect the softer, subtler differences between vendors, purchasers must rely on their subject matter experts and business owners to make the buying decisions. In Neil’s words “How you sell it is more important than what you sell”.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

MARCH 28, 2016

Demand generation requires a complete marketing program that not only attracts prospects to your website, but also converts them into leads, nurtures them over time through their own buying journey, and assists the consultative sales person to close. B2B Content Enterprise: How important are your buyer personas in your content strategy?

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

APRIL 20, 2016

Content marketing approaches this interaction differently In the old model, this is when sales reps used to schedule face-to-face meetings where they could ask questions and react to their answers and read body language and pivot that conversation based on their responses. And therein lies the rub. But are they ready to talk to a sales rep?

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

DECEMBER 6, 2016

But it’s not as simple as hiring one key person; it’s very rare for all of the necessary skills to exist in one person, or even several people. It’s no wonder that this process falls apart at many different levels. (They may still be necessary, just not in a demand generation function.)

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

DECEMBER 16, 2015

Most B2B companies need help from an outsourced content development partner at different stages in the sales cycle, but many companies will fail to produce qualified leads for their sales teams, making it harder to justify increasing expenditures. Your content strategy should always identify which next steps will continue this conversation.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

APRIL 7, 2016

Most misalignment starts with different definitions of what a qualified lead actually is. To marketing, though, that person looks good enough on paper (or rather, in the CRM) to be designated “marketing-qualified” and handed off to the sales team for follow-up.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

JANUARY 28, 2016

I believe the answer lies in understanding the difference between “lead-generation math” and “media math.” You have to build your audience one person at a time, and you keep them one person at a time. This is a whole different approach to marketing that has a long shelf life and adds value at every turn.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I You have to build your audience one person at a time, and you keep them one person at a time.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I You have to build your audience one person at a time, and you keep them one person at a time.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

AUGUST 15, 2016

In smaller companies, this role may be filled by just one person, whereas larger companies may have teams in place that share out the duties. When engaging with a prospect, whether via email, phone, or in person, the buyer expects the person on the other end to have done some research. Messaging strategy and application.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

OCTOBER 1, 2015

Phrased another way, tracing the process all the way from when someone consumes your content to getting a deal is tough to measure because there is no single touchpoint, and the process is different every time. That was followed up with salesperson’s voicemail and email that garnered a meeting. Increased web traffic.

Top of Funnel 120

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

Sales Engine

JANUARY 22, 2016

In smaller companies, this role may be filled by just one person, whereas larger companies may have teams in place that share out the duties. When engaging with a prospect, whether via email, phone, or in person, the buyer expects the person on the other end to have done some research. Messaging strategy and application.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

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). 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

SEPTEMBER 2, 2015

Personally, I love the big cats in the “Red Rocks” section. That’s because it’s laid out in a way that any person of any age with any interest can follow. (If you ever get to St Louis, definitely go to Forest Park and the zoo… it’s free, and it’s pretty awesome!) The zoo builds all kinds of attractions for all ages and all interests.

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

AUGUST 23, 2016

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. That interaction, however, must be approached differently. 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

OCTOBER 8, 2015

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. That interaction, however, must be approached differently. 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

APRIL 13, 2016

That’s significantly different than it used to be when sales reps were the primary sources of information, and most companies haven’t changed their internal processes to match the times. Your content production isn’t integrated with your sales process.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

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. And even worse, they choose an architect that specializes in bridge building.

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. And even worse, they choose an architect that specializes in bridge building.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 14, 2016

Those conversations were personal. So it follows that the more personal and tailored your content can be (all the way down to the language that you use) the more one-to-one conversations you’ll be able to build. They were tailored.

Lead Scoring 120

Lead Scoring Lead Ranking Content Sales Qualified Leads 120

Sales Engine

JULY 14, 2016

Those conversations were personal. So it follows that the more personal and tailored your content can be (all the way down to the language that you use) the more one-to-one conversations you’ll be able to build. They were tailored.

Lead Scoring 120

Lead Scoring Lead Ranking Content Sales Qualified Leads 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. The person that is early in their search (a top-of-the-funnel prospect) is going to have different issues than someone that has narrowed their search to 2 or 3 vendors.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120