Sales Engine

JULY 13, 2016

Given the imperative to add gravitational pull to your sales funnel under a changed marketing paradigm, you need a strategy and appropriate marketing technology stack that can help you discover, qualify, and nurture leads to the point of sales-readiness. One of those necessary tools is marketing automation software. Define your sales funnel.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

AUGUST 24, 2015

Yes, it helps you build credibility. Yes, it helps establish you as a thought leader. It’s important however to provide content that people will thank you for—it has educated them on a certain topic, It’s helped them get promoted, it’s helped them form their thinking. Content is the new currency.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 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. Nope, they are clearly focusing on their audience first.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

AUGUST 22, 2016

Given their mission to help wealth management firms grow and thrive as stewards of their client’s investments, First Rate needed an innovative approach that would help empower investors and advisors to simplify and better understand their financial world. We’re still trying to figure it out,” said Traxler. “We

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

Given their mission to help wealth management firms grow and thrive as stewards of their client’s investments, First Rate needed an innovative approach that would help empower investors and advisors to simplify and better understand their financial world. We’re still trying to figure it out,” said Traxler. “We

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

APRIL 14, 2016

I’ve always loved the content production side of what we do. Quinn concludes that even though creative thinking in B2B can be more challenging, thinking like an industry disrupter can help. Everyone still wants to get in the New York Times and the Wall Street Journal and Vogue both in print and online—and that’s awesome.

B2B 168

B2B Blogger Content Public Relations 168

Sales Engine

AUGUST 13, 2015

There is still a need for a salesperson, but you don't need a salesperson to communicate the value of the product. Examples in case studies help people latch on to stories. From when you're a baby, there are parables and stories that help us understand things better. Many times that comes through story.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

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

SEPTEMBER 1, 2015

They won’t help your sales people meet quota. They won’t help you track where your prospects entered into the sales cycle and became customers. Those tried and true methods will probably continue to work (we do them too), but not to the extent that they once did. They won’t attract top performing salespeople to your organization.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

DECEMBER 21, 2015

If you go to the Redbull homepage, note that you don’t see a product shot anywhere. Redbull actually thinks of itself as a media company , not a products company, and when you take a look at all the types and volume of content they produce to build and engage its audience, it’s pretty remarkable.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 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. Q: How can you compete with content in a noisy, competitive space?

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

MARCH 3, 2016

Coming from a creative agency and media production background that includes Tribeca Enterprises (owners of Tribeca Films and the Tribeca Film Festival), Matt Spangler was looking for an opportunity to apply his skills to disrupt a larger industry. Our head of creative production is from Pixar.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

Coming from a creative agency and media production background that includes Tribeca Enterprises (owners of Tribeca Films and the Tribeca Film Festival), Matt Spangler was looking for an opportunity to apply his skills to disrupt a larger industry. Our head of creative production is from Pixar.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 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. In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information.

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. In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information.

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. In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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

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. They need help getting in the door. The clicks help to identify those with need. The B2B sales process has changed.

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. During a long, complex buying process, marketers must help prospects take the next steps based on where they are in the buying cycle and what they need to know next. He writes, “The point is to keep doing complete marketing.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

MAY 12, 2016

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. It’s only the tools and techniques that have changed to help replicate these conversations digitally. It bred credibility.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

AUGUST 17, 2016

Because content marketing done properly is a process and not a series of projects , here’s a 5-step process that will more easily help you develop multi-media content at once that can be plugged into your editorial calendar: 1. All of these questions will help you determine the topics and mediums that will best resonate with your audience.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

DECEMBER 28, 2015

Analytical tools are useful in helping to determine what your audience is responding to, but ultimately if you’re converting leads that turn into appointments for sales, your executives will be hungry for more. It’s just not going to help you at the top of the funnel. It’s that whole killing two birds with one stone thing.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

DECEMBER 11, 2015

Because content marketing done properly is a process and not a series of projects , here’s a 5-step process that will more easily help you develop multi-media content at once that can be plugged into your editorial calendar: 1. All of these questions will help you determine the topics and mediums that will best resonate with your audience.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

MARCH 30, 2016

In the meantime, you can supply newly-created MQLs with a series of emails that prime them with useful information and help keep your company top-of-mind. That way, when a salesperson does reach out, the MQL is ready to have a productive qualification conversation.

Lead Nurturing 136

Lead Nurturing Marketing Qualified Leads Lead Ranking Top of Funnel 136

Sales Engine

JANUARY 28, 2016

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. 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

JUNE 23, 2016

CAC Ratio = Customer Lifetime Value (CLV) / Cost to Acquire a Customer (CAC) It is also helpful to calculate how long it takes you to recover the cost of acquiring a customer once that customer has signed on with you. When digging into the sales metrics, you find that you’ve got a 25 percent win rate for opportunities.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 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. Adding value and finding out more information about what they’re interested in and how we can help them through their own buying journey is of utmost importance in content follow up.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 16, 2015

Using your subscription base and tracking subject lines and time spent on articles, you get an understanding not only about the issues that they care about, but also an indication of interest in your product or service. Does that mean that they’re a prospect? Bottom-of-the-funnel sales consultations is a repeatable process.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

APRIL 13, 2016

Your content production isn’t integrated with your sales process. The right approach to content development is to identify the high probability pain points that your prospect is experiencing and develop content that helps them get rid of that pain. You’re not producing enough relevant content (and nobody cares).

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

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

AUGUST 22, 2016

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. Something of value that helps them perform their jobs more efficiently.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 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. Something of value that helps them perform their jobs more efficiently.

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. 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.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

AUGUST 4, 2016

This is where you can use your sales brochures, case studies, ad slicks and websites that talk about you and your product. 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.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

This is where you can use your sales brochures, case studies, ad slicks and websites that talk about you and your product. 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.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120