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. PR pros need to ask a lot of questions, research market trends, be up on the latest news, as well as social and cultural topics. Pundits say that PR must engage with the community and that content is king.

PR 120

PR Public Relations Marketing Management Storytelling 120

Sales Engine

NOVEMBER 12, 2015

SE: How do you train sales people to balance their time between research, social media listening and responding, making connections and networking and traditional prospecting via emails and phone calls? Use the Internet a little bit each day to research potential prospects, link with them, and meet them both virtually and face-to-face.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

AUGUST 10, 2016

In our process at Sales Engine Media , once we’ve identified those topics through phone interviews and journalistic style video interviews, we can now use all of that information to identify the ongoing narrative for thought-leadership content and create source material using internet research to fill in the gaps—just like the editor of a magazine.

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. Write content like you’re talking to one person.

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. Write content like you’re talking to one person.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

NOVEMBER 30, 2015

In our process at Sales Engine Media , once we’ve identified those topics through phone interviews and journalistic style video interviews, we can now use all of that information to identify the ongoing narrative for thought-leadership content and create source material using internet research to fill in the gaps—just like the editor of a magazine.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 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?), Like any product or service a company offers, content must be the result of deliberate organizational focus, infrastructure, research, and planning. it’s not going to be cheap.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

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. Research and hunting skills. Buying lead lists won’t cut it anymore, either.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 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. The answer: automation.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

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

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

JANUARY 22, 2016

Research and hunting skills. 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. 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.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 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

NOVEMBER 3, 2017

Back then, buyers needed Sales to stay informed and make a purchase, and Sales needed buyers to stay employed. They go online to do their own research, compare prices and features, and make purchases. Search engines are the new outlets for information, and Sales has less influence.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

MAY 5, 2016

In fact, the job of any good journalist is to extract expertise through interviews and research and communicate it in such a way that it garners interest from the reader. Skilled content creators ensure that they get the information they need from the subject matter experts when they conduct interviews.

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

DECEMBER 11, 2015

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

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

MARCH 13, 2017

Back then, buyers needed Sales to stay informed and make a purchase, and Sales needed buyers to stay employed. They go online to do their own research, compare prices and features, and make purchases. Search engines are the new outlets for information, and Sales has less influence.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 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.

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.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JANUARY 28, 2016

Of course, this phenomenon has not gone unnoticed by the giants in content marketing, as this recent research by Moz indicates. Sure, you may be generating some leads for your sales team, but unless you’ve developed an audience who relies on you for information and wants to receive all that information, you are likely fatiguing your market.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 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. Consider these research findings: Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus non-nurtured leads. This strategy is called lead nurturing.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Nurturing Lead Ranking Top of Funnel 136

Sales Engine

FEBRUARY 8, 2016

The aim should be to do some research to introduce fresh content but not as much research as would be needed for a brand-new post. 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.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

The aim should be to do some research to introduce fresh content but not as much research as would be needed for a brand-new post. 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.

Content 120

Content Youtube Statistics Social Media 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. They go online to do their own research, compare prices and features, and make purchases. They go online to do their own research, compare prices and features, and make purchases.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 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

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

AUGUST 4, 2016

There are annual research papers and benchmark reports. Remember that at this stage, you don’t have enough information on the prospect and it’s not likely that they’ll be ready for a demonstration or to talk to a sales rep. Attribute #4: Content is published on a regular, predictable publication schedule.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

There are annual research papers and benchmark reports. Remember that at this stage, you don’t have enough information on the prospect and it’s not likely that they’ll be ready for a demonstration or to talk to a sales rep. Attribute #4: Content is published on a regular, predictable publication schedule.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120