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. You might also be surprised to find out that most mainstream publishers are pouring money into Facebook to distribute their content.

Lead Generation 120

Lead Generation Facebook Lead Scoring Lead Ranking 120

Sales Engine

AUGUST 10, 2016

Outsourcing to a writer hasn’t been a great option either because even though at first it seems like an inexpensive alternative, it becomes cost-prohibitive when you consider all the time and effort to educate that person on your product and industry.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

NOVEMBER 30, 2015

Outsourcing to a writer hasn’t been a great option either because even though at first it seems like an inexpensive alternative, it becomes cost-prohibitive when you consider all the time and effort to educate that person on your product and industry.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 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. The context is the context of your daily personal experiences. Christopher Kogler, Narrative IQ.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

MAY 19, 2016

Past communications with a prospect - all past emails and phone calls should be logged and stored in the CRM so that when a sales person views the lead record, they can see if there’s been some form of communication in the past, and what the results of that communication were. This can take several forms: Web pages viewed.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

Sales Engine

NOVEMBER 12, 2015

Jennifer Gluckow: Cold calling may have worked in 1972 (and even 2002), but it’s now a distraction and an annoyance to the person receiving the call. In-person networking, online (LinkedIn) prospecting, market positioning, content marketing , and value messaging are now the ways to go.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 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

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

DECEMBER 6, 2016

But it’s not as simple as hiring one key person; it’s very rare for all of the necessary skills to exist in one person, or even several people. You need someone to nurture them, provide more information, and be a resource (business development, inside sales, etc.) We don’t know. until they’re ready to engage with a salesperson.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

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. But regardless of size, the required skill sets of a lead nurturer are the same: 1.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

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. For B2C companies, if someone types in something like “buy goPro Camera” as a marketer, I really don’t need to know much about that person, if anything. How far down the sales cycle are they?

Top of Funnel 120

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

Sales Engine

JANUARY 22, 2016

In smaller companies, this role may be filled by just one person, whereas larger companies may have teams in place that share out the duties. When engaging with a prospect, whether via email, phone, or in person, the buyer expects the person on the other end to have done some research. Messaging strategy and application.

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. All you want to do at this stage is capture their interest, nurture them with more content until they are sales ready, and then pass it to a sales person.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

AUGUST 23, 2016

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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. You have to build your audience one person at a time, and you keep them one person at a time.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

OCTOBER 8, 2015

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 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. The next step is nurturing.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 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. The next step is nurturing.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

MAY 12, 2016

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 with these top-of-funnel shoppers. Strong branding, which would announce a company as a player, is what made this partnership possible.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

APRIL 13, 2016

That’s significantly different than it used to be when sales reps were the primary sources of information, and most companies haven’t changed their internal processes to match the times. Sales intelligence includes information such as: What pages have they viewed, what webinars have they attended, what infographics have they downloaded?

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

AUGUST 22, 2016

I think that an awful lot of us growing up in sales probably just thought we were awesome at prospecting, but in reality it was the buyers who needed information from us and that was the real reason we were successful generating our own leads. Whether that happens digitally, in person, or a combination of the two is irrelevant.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

I think that an awful lot of us growing up in sales probably just thought we were awesome at prospecting, but in reality it was the buyers who needed information from us and that was the real reason we were successful generating our own leads. Whether that happens digitally, in person, or a combination of the two is irrelevant.

Top of Funnel 120

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

Sales Engine

AUGUST 4, 2016

Once you’ve got some engagement, how do you get them interested in talking to a sales person? All the while, you’re leading them with content to the point where they’re ready to talk to a sales person—sneaky! If they have that problem, or think they might have that problem, they’ll want your content—no doubt. Not really.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

Once you’ve got some engagement, how do you get them interested in talking to a sales person? All the while, you’re leading them with content to the point where they’re ready to talk to a sales person—sneaky! If they have that problem, or think they might have that problem, they’ll want your content—no doubt. Not really.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120