Remove differences

Sales Engine

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How to think differently about B2B Content: Interview with Florence Quinn

Sales Engine

I’ve always loved the content production side of what we do. Think differently about what you’re selling Persuading clients to think differently about what they’re really selling is the cornerstone to Quinn’s creative process. And what a difference would that be?”

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Quantifying the Value of Lead Nurturing: A Case Study

Sales Engine

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.

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5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star

Sales Engine

Widening Gulf between Transactional and Consultative Selling - In spite of the commoditization of products, customers are getting tougher to deal with and are demanding more support and expertise (there’s that word again), especially with the more complex decisions. my product does ABC and is better than Brand X because of LMNOP).

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The fastest route to success requires lateral thinking.

Sales Engine

Today, I think so many companies are trying to muscle their way to more productivity with content rather than reimagining how they use it. You see, the solution is almost always right in front of us but we have to think about things differently. Media math is different. But these “hackers” found a shortcut. A back door.

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Can the value of lead nurturing be quantified?

Sales Engine

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.

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Frenemies: The Dangerous Distrust Between Sales and Marketing

Sales Engine

Marketing, on the other hand, often has a different definition of a qualified lead. Unfortunately—and this is where it gets tricky—interest does not necessarily equate to sales readiness.

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How important is contextual content in the B2B sales process?

Sales Engine

Getting it right is the difference between engaging with a buyer and not. These same brands are leading with product and brand rather than experience and utility.” Contextual content requires a slightly different mindset, because it’s really all about what’s important to customers.

B2B Sales 120