Sales Engine

JULY 29, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If This requires way more than just knowing the demographic information on your prospects.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 5, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If This requires way more than just knowing the demographic information on your prospects.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

FEBRUARY 25, 2016

If marketers are to perfect the art of the customer experience on a large scale, what's required is the proper usage of marketing automation systems, which centers on generating optimized, relevant content designed to solve your prospect’s problem. After all, not everyone is on Twitter, and email blasts are having diminishing returns.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

AUGUST 10, 2016

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. The right question to ask is how can we effectively communicate our solution to prospects to demonstrate that we understand their pain? This company gets me.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

FEBRUARY 25, 2016

If marketers are to perfect the art of the customer experience on a large scale, what's required is the proper usage of marketing automation systems, which centers on generating optimized, relevant content designed to solve your prospect’s problem. After all, not everyone is on Twitter, and email blasts are having diminishing returns.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

NOVEMBER 30, 2015

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. The right question to ask is how can we effectively communicate our solution to prospects to demonstrate that we understand their pain? This company gets me.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

AUGUST 22, 2016

We needed a strategy that would allow us to build better prospect engagement and create client relationships that told the story of our subject matter expertise,” said First Rate President Craig Wietz. Another big change First Rate made was to their sales follow up process.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

We needed a strategy that would allow us to build better prospect engagement and create client relationships that told the story of our subject matter expertise,” said First Rate President Craig Wietz. Another big change First Rate made was to their sales follow up process.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

JUNE 7, 2016

So how do you create content that makes your own customers and prospects feel that way? The goal is for prospects to want to come to you because you are reliable and easy to interact with. This advice may seem counterintuitive, but you can’t drum up interest if you require prospects to pay up front or jump through hoops.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 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

SEPTEMBER 18, 2015

Just the other day, one of our prospects told us that their SEO company suggested that they write no more than one blog post per week, and it should never be over 400 words. Of course, you want your content to be found by your prospects on the first page of Google or any other search engine where your prospects are typing in questions.

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 120

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. A consumer of your content is not a prospect—or not yet, anyway.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 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?), Your prospects are tired of marketing and sales jargon. Outsiders have a unique perspective that can be better aligned with that of the prospect/customer. it’s not going to be cheap.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

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. So the bottom line is that if you’re not engaging your prospects through content , you’re not getting an invitation to the dance.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

SEPTEMBER 1, 2015

They won’t help you track where your prospects entered into the sales cycle and became customers. Prospects are already shopping on the internet for solutions to their problems. Think about it in your own life—how much information are you armed with before you go to a dealership to buy a car?

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

FEBRUARY 18, 2016

Remember, the goal of content marketing in the first place is to create a minimum amount of content that gets us the maximum amount of desired behavior from our prospects and customers. It’s a lot of stuff, and I can’t possibly consume that much information. 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

Remember, the goal of content marketing in the first place is to create a minimum amount of content that gets us the maximum amount of desired behavior from our prospects and customers. It’s a lot of stuff, and I can’t possibly consume that much information. I get emails from my competitors and others in the marketing space daily.

Content 120

Content Thought Leadership Custom Publishing Segmentation 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. It helps the prospect to connect the dots in their own mind. Christopher Kogler, Narrative IQ.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

APRIL 20, 2016

And most importantly, adding more sales people (or hiring calling firms) to prospect down a list won’t get you where you want to be either. 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.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

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 5, 2016

Sales representatives used to be a prospect’s only source of product and industry knowledge, but now prospects largely research things online while ignoring reps’ calls. Prospects now do their research online first and decide for themselves if they are interested in talking to a sales rep. It’s that they had to.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

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

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. Determining that the prospect was qualified and motivated, it turned into an opportunity that was funneled through the sales process and closed. 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

AUGUST 23, 2016

They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

JANUARY 28, 2016

Even though this article talks mostly about media companies, the same can be applied to B2B content marketers : We’re simply putting out too much content for our prospects to consume—and the more we produce, the less engagement we actually have. Instead, ask: Where do my prospects congregate digitally? Very poor—like 0.05%.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

AUGUST 15, 2016

Your prospects are shopping online for solutions, with or without you. Whether or not your prospects know they have a problem your company can solve or not is irrelevant--they don't want to talk to sales people. Research and hunting skills. Buying lead lists won’t cut it anymore, either. Record keeping and CRM knowledge.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

OCTOBER 8, 2015

They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MARCH 24, 2016

Inbound marketing , a term popularized by Hubspot, is all about producing content that extends the boundaries of company-owned web properties in order to catch the attention of prospects and entice them to engage with your web properties, including social channels and blogs.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

APRIL 24, 2018

Whether you connect via email, text, social media, or your website, the currency of engaging your prospects is content. Not long ago, you could purchase a list of THOUSANDS of prospects and immediately email them your content. For more information or to speak with someone about our pay-per-lead program , Click below.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

JANUARY 22, 2016

Your prospects are shopping online for solutions, with or without you. This is a relatively new role designed to bridge the gap between sales and marketing, using content and sales skills to build ongoing relationships with prospects and move them toward qualified conversations over time. Research and hunting skills.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

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

MAY 5, 2016

If you’re talking about content creation for the bottom-of-the-funnel, where prospects are closer to making a decision for purchase (such as sales sheets, product marketing materials, comparison documents, technical white papers), a writer without subject matter expertise may quickly find themselves in the weeds.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

JULY 21, 2016

Driving traffic to your content that speaks to the high-probability pains your prospects face (you’re not yet talking about you or your products), you’re engaging them on things that they care about. Obviously you can help them solve those problems, but the prospect may not be ready to hear it.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Driving traffic to your content that speaks to the high-probability pains your prospects face (you’re not yet talking about you or your products), you’re engaging them on things that they care about. Obviously you can help them solve those problems, but the prospect may not be ready to hear it.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

APRIL 13, 2016

Demand generation requires a complete marketing program that not only attracts prospects to your website, but also converts them into leads, nurtures them over time through their unique buying journeys, and assists the sales team to close each deal. Your sales people are still required to pitch the entire game.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136