Sales Engine

AUGUST 22, 2016

How First Rate Uses Thought Leadership Content to Grow the Business Having the same brand since their start in 1991, First Rate knew they had to make some major changes if they were going to compete effectively and grow in today’s digital era. People outside of our organization don’t understand our business and the technology we have and use.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

How First Rate Uses Thought Leadership Content to Grow the Business Having the same brand since their start in 1991, First Rate knew they had to make some major changes if they were going to compete effectively and grow in today’s digital era. People outside of our organization don’t understand our business and the technology we have and use.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

OCTOBER 2, 2015

On October 1, the sales team began Q4 and the pressure is high as reps try to make club and hit accelerators while organizations try to hit revenue goals. 38% of B2B companies said that their content marketing was effective. For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

AUGUST 20, 2015

Leaders whose organizations are well-versed in the transformational power and science of business storytelling, win! Whatever the specific change initiative may be, I’m able to help leaders communicate more effectively by showing them how to use one of our four business story structures as effective communications tools.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

OCTOBER 4, 2017

Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. As the Internet exploded with information in the 2000s, marketing organizations attempted to “control the conversations” about their companies that were occurring online. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

FEBRUARY 6, 2017

While it may be tempting to point the finger at sales for low close rates, it would be more effective to examine demand generation activities that are occurring (or should be occurring) farther up the funnel. 2 The majority of B2B marketers have caught onto their leads' hunger for content.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

JULY 20, 2016

Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. As the Internet exploded with information in the 2000s, marketing organizations attempted to “control the conversations” about their companies that were occurring online. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. As the Internet exploded with information in the 2000s, marketing organizations attempted to “control the conversations” about their companies that were occurring online. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

DECEMBER 16, 2015

Do you have measurement platforms in place (such as marketing automation linked with a CRM) to effectively close the loop? After attending the webinar, the prospect has given the issues significantly more thought and they’re ready to bring others in the organization onboard as well.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 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. That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy? How do you get people to engage?

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. That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy? How do you get people to engage?

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. Think of the headline – what key words need to be in there for the best organic search results? Live with your eyes and ears open to the stories around you. Make a list.

Planning 120

Planning Content Marketing Best Practices Content 120

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. How many leads come through organic search, pay-per-click, etc.? Is Quality Versus Quantity the Wrong Question to Be Asking? But given our limited resources, I simply can’t put out as much content as my competitors.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 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. So a good sales rep begins with a consultative approach, asking about problems they may be experiencing and how they are impacting the organization.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

AUGUST 22, 2016

Growing revenue still comes down to having qualified sales conversations, but marketers need to be starting and continuing as many conversations digitally as they can, because unless organizations step into this digital void and engage these anonymous buyers, sales will miss out on deals they never even knew were going down in the market.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

Growing revenue still comes down to having qualified sales conversations, but marketers need to be starting and continuing as many conversations digitally as they can, because unless organizations step into this digital void and engage these anonymous buyers, sales will miss out on deals they never even knew were going down in the market.

Top of Funnel 120

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

Sales Engine

NOVEMBER 24, 2015

The most innovative organizations have found that they they have plenty of budget to work with by shifting resources away from traditional branding and awareness efforts that aren’t producing leads and shifting them to the content team.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

AUGUST 4, 2016

But in a world where prospects hide behind caller ID and email, it’s the organization who has the most valuable content for prospects shopping online for solutions that wins. The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

But in a world where prospects hide behind caller ID and email, it’s the organization who has the most valuable content for prospects shopping online for solutions that wins. The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120