Sales Engine

OCTOBER 16, 2015

But the overall mindset about guiding your reader is important because they need to be able to quickly access the information they need on their own timeline. It’s because they used to be the gatekeepers of the information compiled about their subscribers. What additional information can you send to them that’s going to be helpful?

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

FEBRUARY 2, 2016

Having reached a content peak , many people are clamoring for a platform to aggregate the content they’re interested in because we can’t possibly consume all of the information we’re hit with on a daily basis. But it’s more than that. Facebook has ‘cut out the middle man’ so to speak,” says Bill Combes, founder of No Time for Social.

Lead Generation 120

Lead Generation Facebook Lead Scoring Lead Ranking 120

Sales Engine

FEBRUARY 25, 2016

It’s also important to note not only what your customers’ pain points are , but where they go for information. Your CRM Should Start Giving You an Indication Customer relationship management (CRM) software such as Salesforce consolidates all customer information into one database, from personal data to purchase history.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

AUGUST 24, 2015

That included sometimes three or more calls for each vendor to get the information that they needed to make a decision. And they are barraged with information from likely competitors. Then they would invite those vendors in and the sales cycles would begin. Now it’s not that way.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

SEPTEMBER 13, 2017

Are you able to get the information you need with minimal clicks? Are you able to get the information you need with minimal clicks? This will speed internal adoption and ensure that the application is used to its fullest potential. Evaluate the system’s user interface—is it intuitive?

Demand Generation Agencies 120

Demand Generation Agencies Marketing Budget Demand Generation Demand 120

Sales Engine

JANUARY 25, 2016

You have to be seen as the go-to source for valuable information in your marketplace. Regardless of the channel and the medium however, you must be the trusted source in your industry where people come to you and keep coming back to you to stay informed and at the top of their game. Let’s do some simple math and see why this is true.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

FEBRUARY 25, 2016

It’s also important to note not only what your customers’ pain points are , but where they go for information. Your CRM Should Start Giving You an Indication Customer relationship management (CRM) software such as Salesforce consolidates all customer information into one database, from personal data to purchase history.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

FEBRUARY 25, 2016

Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Having practiced PR for more than two decades it might surprise you to hear me say that the principles of public relations haven’t changed much over the years.

PR 136

PR Public Relations Marketing Management Storytelling 136

Sales Engine

MAY 19, 2016

This can take several forms: Web pages viewed. if a sales rep can see what pages on their site the prospect has viewed, they can get an idea of what they might be looking for.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

Sales Engine

FEBRUARY 25, 2016

Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Having practiced PR for more than two decades it might surprise you to hear me say that the principles of public relations haven’t changed much over the years.

PR 120

PR Public Relations Marketing Management Storytelling 120

Sales Engine

JUNE 7, 2016

Just because you don’t charge money for your content doesn’t mean you can’t collect something else: information. Make it easy for them to find you, and to find out how great your solution is. Email addresses, job titles, locations. Start building profiles for the people who are seeking you out. Reward them with relevant content.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

AUGUST 20, 2015

When we’re providing information in a business environment such as spreadsheets, a series of bullet points in a presentation or a list of facts, the two parts of our brain that are activated are for language processing, but that’s about it. Christopher Kogler, Narrative IQ.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

AUGUST 10, 2016

Our job as content strategists is to identify what those high-probability pain points are so that we can develop content that they will be interested in consuming.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

FEBRUARY 18, 2016

It’s a lot of stuff, and I can’t possibly consume that much information. Figure out what your competition is not publishing, and provide the best thought leadership in that niche. I get emails from my competitors and others in the marketing space daily.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

It’s a lot of stuff, and I can’t possibly consume that much information. Figure out what your competition is not publishing, and provide the best thought leadership in that niche. I get emails from my competitors and others in the marketing space daily.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

NOVEMBER 30, 2015

Our job as content strategists is to identify what those high-probability pain points are so that we can develop content that they will be interested in consuming.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

SEPTEMBER 1, 2015

Think about it in your own life—how much information are you armed with before you go to a dealership to buy a car? They’re reading white papers, watching videos, reading articles, attending webinars, and asking people questions in social media. Buyer’s are narrowing down who they want to talk to long before they talk to a sales rep.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

AUGUST 22, 2016

We really wanted to create an environment where we could go out and actively seek prospects that want to receive this information, and we knew we needed some external expertise from a firm that could also provide us with a fractional marketing team in the areas of content creation, distribution, metric tracking, analytics and CRM integration.”

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

We really wanted to create an environment where we could go out and actively seek prospects that want to receive this information, and we knew we needed some external expertise from a firm that could also provide us with a fractional marketing team in the areas of content creation, distribution, metric tracking, analytics and CRM integration.”

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

JUNE 13, 2016

If your aim is to produce really good, informative, and nurturing content (and that should be your aim, because what’s the point otherwise?), If you plan to join your competitors and the leaders of your industry in the move toward content marketing , there is something you should know. it’s not going to be cheap.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

NOVEMBER 12, 2015

My recommendation is to know your product and your competitor’s products better than your consumers do, and be the expert at helping, asking, and informing. It’s simple if you just dedicate a small amount of time to it every day.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

SEPTEMBER 18, 2015

So as a content marketer, what do you do with that information? So if one of the posts is a thinly veiled sales pitch, and another one is a 1000-word article that includes charts, graphs, videos, and third-party references, guess which one Google is going to reward?

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 120

Sales Engine

OCTOBER 4, 2017

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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. We may not have wanted to talk to sales reps, but that’s how we got the information we needed. The B2B sales process has changed.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

OCTOBER 1, 2015

For example, your latest deal could have started three months ago when you sent out a newsletter with several informative, third-party articles. That’s what we mean by actionable sales intelligence , and it’s created over time by using your content to collect information on your prospects and tie it to their lead record in the CRM.

Top of Funnel 120

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

Sales Engine

JULY 5, 2016

Prospects were more likely to answer calls, meet with sales reps, and listen to presentations because that was the only way they could get the information. What prospects want is to engage in content and determine from that content if your company can provide useful information and resources. It’s that they had to.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

AUGUST 16, 2016

As buyers, we don’t need to talk to sales people to get the information we need—therefore, we don’t take phone calls (and get upset when we feel tricked). The development of stellar content that adds value and caters to niche audiences will always work—give someone good information that they can use and they’ll thank you for it.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 16, 2015

As buyers, we don’t need to talk to sales people to get the information we need—therefore, we don’t take phone calls (and get upset when we feel tricked). The development of stellar content that adds value and caters to niche audiences will always work—give someone good information that they can use and they’ll thank you for it.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

JANUARY 28, 2016

Sure, there are individuals inside the company that may always have an interest in keeping themselves informed about the market, but the real due diligence of an evaluation may only take about 90 days, or one quarter of the year. However, the time that they’re in the market is actually shorter.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

NOVEMBER 3, 2017

Back then, buyers needed Sales to stay informed and make a purchase, and Sales needed buyers to stay employed. Search engines are the new outlets for information, and Sales has less influence. Strong branding, which would announce a company as a player, is what made this partnership possible.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

AUGUST 15, 2016

Therefore, sales prospecting with content requires a more complex process than it did even five years ago, largely because the buyer has a lot more control and salespeople are no longer the sole gatekeepers to the information they need. Record keeping and CRM knowledge.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

MAY 5, 2016

Skilled content creators ensure that they get the information they need from the subject matter experts when they conduct interviews. Then, it’s much easier to identify topics to write about and produce videos and infographics about.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

AUGUST 17, 2016

To build an engaged audience, you must understand who your buyers are, what their issues are, and where they get information from. Have your questions written out, know what information you want to extract, and line up the video clips with that production plan. Moz has an excellent, step-by-step content audit process outlined here.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

JANUARY 22, 2016

A good lead nurturer knows how to find much of this information in their research and, by asking intelligent questions, they can create curiosity with the buyer. At a minimum, that includes a broad sense of what the company does and potential issues they have that you might be able to solve. Record keeping and CRM knowledge.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JULY 21, 2016

From engagement to conversion Now that you have them engaged (they are reading these articles and consuming your content), you need to have some way of converting them, which means that they’re going to fill out a form and give you some information about them in exchange for something valuable.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120