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

AUGUST 10, 2016

Of course, there’s going to be a time when you can talk about those widgets and what they do and don’t do with that prospect. 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

JUNE 7, 2016

Just because you don’t charge money for your content doesn’t mean you can’t collect something else: information. Reward them with relevant content. 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.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

NOVEMBER 30, 2015

Of course, there’s going to be a time when you can talk about those widgets and what they do and don’t do with that prospect. 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? More Relevant Posts from Sales Engine: Content Is the New Currency and Your Invitation to the Dance What is an MQL? 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 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. It helps the prospect to connect the dots in their own mind.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

SEPTEMBER 18, 2015

For example, the keywords that you use in your page title, URL, headlines (H1 tag), and occasionally throughout the content are still relevant. So as a content marketer, what do you do with that information? But most importantly, is the quality of the content itself, and here’s how it works.

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

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 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

MARCH 24, 2016

It comes down to engaging a prospect through the right channel with relevant messaging in order to truly attract prospects and persuade them to opt in for more great content. Being helpful and relevant are required regardless of the approach, and a truly integrated marketing program will go a long way in achieving both.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 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

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. What other criteria should I be thinking about?

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. What other criteria should I be thinking about?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 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

FEBRUARY 8, 2016

Look for your most relevant and top-performing posts (or videos, podcasts and so on). When you decide to update, the title of the content should stay the same, and so should its URL; changing that information removes some of the value of the link. In other words, update a blog post or other piece of content.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

Look for your most relevant and top-performing posts (or videos, podcasts and so on). When you decide to update, the title of the content should stay the same, and so should its URL; changing that information removes some of the value of the link. In other words, update a blog post or other piece of content.

Content 120

Content Youtube Statistics Social Media 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

SEPTEMBER 23, 2015

(Gated content is defined as a content asset that lives behind a landing page—someone has to enter their information into a form to get to the page.) 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.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120

Sales Engine

OCTOBER 6, 2015

We want to be educated so we can make an informed decision. More Relevant Posts from Sales Engine Media: It’s Q4—Do You Know Where Your 2016 Revenue Will Come From? Because when you’re directed to a product page on someone’s website, you’re more skeptical of what you’re reading—and rightfully so. Nobody wants to be “sold.”

Content 120

Content Advertising Mediums B2B Sales Paid Search Agency 120