Sales Engine

NOVEMBER 9, 2015

So we made a few big changes that have helped us achieve the growth trajectory that we want: We gave our marketing executive a quota We committed to content marketing The problem that a lot of companies still have is that marketing thinks its purpose is branding and awareness, measured through increased traffic to the website.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

NOVEMBER 12, 2015

You may make a sale cold calling, but your BEST most profitable sales will come from relationships - and whether that’s done in person or digitally through social selling is irrelevant - it’s the same process with the same effect. More help on sales prospecting in a digital era: Want More Qualified Sales Conversations?

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

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. It’s just not going to work effectively. That’s nurturing. That’s adding value.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

MARCH 10, 2016

The blog that started out as a rant between three or four people caught on to where he was later approached by the Orange County Register for help with their Angels blog. “I I was in effect stealing their traffic, so they came to me and asked me to start writing for them.

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

OCTOBER 4, 2017

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. Despite a vibrant U.S.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. Despite a vibrant U.S.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. Despite a vibrant U.S.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JUNE 23, 2016

But none of these metrics actually communicates the overall effectiveness of your marketing when it comes to bottom line revenue increase. CAC = Sales & Marketing Expense in a Given Period / Number of Customers Acquired in that Period But that’s just a starting point when it comes to measuring marketing’s effectiveness.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 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

MARCH 24, 2016

Use whatever works for you and helps you make money. They are checking on their phone, they are checking on the weekends and even if you are being effectively filtered as low priority content you still can create content that keeps them subscribed, even if they’re not responding to any one particular email.”

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

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. Do you need help with a content strategy or do you have one clearly defined?

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

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

JANUARY 14, 2016

Choose the one that will be most effective at reaching the largest audience and consider presenting the content in different ways to reach different audiences. What did you learn that will help you to do even better with your next story or blog post? Live with your eyes and ears open to the stories around you.

Planning 120

Planning Content Marketing Best Practices Content 120

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. Just because B2B companies are investing heavily in content marketing doesn’t mean that they’re successful at generating the leads they need for business growth.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

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

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.).

Demand Generation Agencies 120

Demand Generation Agencies Demand Demand Generation Marketing Automation Services 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

Sales Engine

NOVEMBER 24, 2015

So maybe the appropriate piece of content for someone in middle of the funnel would be an infographic that serves as a buying guide that helps them navigate the purchase process. You need a dedicated content officer or strategist whose sole responsibility to to ensure efficiency and accountability.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

AUGUST 4, 2016

The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing. I’m not saying that posting to your website won’t help drive traffic. Attribute #6: Conversions and calls-to-action for highly valued assets that help define highly qualified leads.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing. I’m not saying that posting to your website won’t help drive traffic. Attribute #6: Conversions and calls-to-action for highly valued assets that help define highly qualified leads.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120