Sales Engine

NOVEMBER 30, 2015

But an early stage buyer is trying to solve business problems, so whether you’ve gotten their attention with an email or they’ve found you through organic search , they are only interested only in solving their problem at hand. I’m interested in finding out more.” This company gets me. They understand my problems.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

MARCH 28, 2016

I think that from the content marketing standpoint what’s not working is to post about whatever interested us at the time, whatever seemed to be topical or whatever guest bloggers were submitting to us. You can email every day if you have that much interesting content. That’s what got published. It performs very well.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

OCTOBER 16, 2015

You absolutely have to trust that your content strategist has your best interests at heart, and that they are always thinking about how to better engage the readership. Worse, they’ll go to your competitor, having developed keen insights into your industry and its readers’ interests. #2. Think about how you consume a magazine.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

OCTOBER 27, 2015

You can, however, predict what topic they’re interested in based on the content they’ve already consumed. If you remember just one thing: You can’t accurately infer where that person is in their buying process, but you can KNOW what topics they’re interested in based on their actions.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

FEBRUARY 25, 2016

The entire park is laid out in such a way that anyone with any interest can follow. Others will read all of the placards in the exhibits that they’re really interested in, and may make multiple trips. When you visit a zoo, you don’t need a tour guide to show you all the cool exhibits.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

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. hours a month on the platform). But it’s more than that.

Lead Generation 120

Lead Generation Facebook Lead Scoring Lead Ranking 120

Sales Engine

JULY 29, 2016

I guess this still works, but I’d much rather be given a list of prospects to call that have some indication of interest, wouldn’t you? If two blog posts a week is enough, then make them interesting and be consistent. If it were, then we could buy a list and have our sales people cold call until they got appointments. (

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

FEBRUARY 25, 2016

The entire park is laid out in such a way that anyone with any interest can follow. Others will read all of the placards in the exhibits that they’re really interested in, and may make multiple trips. When you visit a zoo, you don’t need a tour guide to show you all the cool exhibits.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

JANUARY 5, 2016

I guess this still works, but I’d much rather be given a list of prospects to call that have some indication of interest, wouldn’t you? If two blog posts a week is enough, then make them interesting and be consistent. If it were, then we could buy a list and have our sales people cold call until they got appointments. (

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

OCTOBER 2, 2015

Furthermore, those conversations must continue before the prospect loses interest in you, or it will never turn into an opportunity. Just because they’ve tipped their hand that they’re interested in that content’s topic, doesn't mean they’re ready to talk to a sales rep—yet. They meet your qualification criteria—so are they a prospect?

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

JANUARY 25, 2016

The third is the romantic interest of your dreams, and this is a once-in-a-lifetime opportunity to meet him or her. Then give the car keys to your friend and stay behind with the romantic interest to wait for the bus! You cautiously slow down and realize that one of them is a frail old woman, who looks on the verge of collapse.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

APRIL 21, 2016

Wood continues, “There’s a wide world out there of problems, subject matters and situations, and if you’re only relying on Google to find topic areas, you’re missing out on this whole other piece of the pie which is what will truly allow you to be interesting and competitive [with content].”.

Content 159

Content Internet Marketing Training Education 159

Sales Engine

MAY 19, 2016

Now the sales reps has something they can talk about beyond just the general interest in the company. For example, she can see that John Doe just watched a video on XYZ topic. And then he went on to visit three more related pages on the site.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

Sales Engine

AUGUST 2, 2017

The reason: it’s essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person. Most marketing and sales leaders in the business-to-business world know that nurturing leads is important.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

JUNE 7, 2016

This advice may seem counterintuitive, but you can’t drum up interest if you require prospects to pay up front or jump through hoops. The goal is for prospects to want to come to you because you are reliable and easy to interact with. Give a lot of your content away for free.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

AUGUST 20, 2015

Both involve sharing something of interest that we didn't know before. In the work that I do, I'm not interested in turning the C-Suite or the sales and marketing team into professional journalists. Certainly, they have several important things in common. Both involve engaging, inspiring and entertaining us.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

MARCH 10, 2016

We have an innate ability to see if something is relevant and targeted, and if it is interesting to us, we’ll draw into it — we actually want to be the person that ends up sharing that content to our friends and connections. I didn’t know anything about it, I wasn’t really interested in it, and I certainly wasn’t passionate about it.

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

JANUARY 7, 2016

At the top of the funnel, when you’re trying to generate interest, no one cares about you or how you do what you do. If you thought that coffee was for closers, I can tell you with absolute certainty that it’s for content marketers too. But features, functions, and benefits are only for closers.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

JUNE 20, 2016

Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

Sales Engine

SEPTEMBER 11, 2015

Search engines have a vested interest in helping you find exactly what you’re looking for—and people aren’t looking for sales pitches. They’re going to switch from you to the other search engines, which is why there have been so many changes in the search algorithms in the past few years.

SEO 120

SEO Content Keywords Opinions 120

Sales Engine

SEPTEMBER 1, 2015

They’ve been writing one blog a month for an outside entity, and they regularly update their social media with interesting links and comments—but they can’t track where their business is coming from, and they can’t move beyond their own connections. The CEO is a master salesperson and serves as an industry thought leader.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

JULY 13, 2016

When a potential customer downloads webinar X, you know he is interested in X. By feeding them content tailored to where they are in that process, you can nurture them through it to the next step. You can then recommend whitepaper Y, which will answer the next question in the buying cycle.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

When a potential customer downloads webinar X, you know he is interested in X. By feeding them content tailored to where they are in that process, you can nurture them through it to the next step. You can then recommend whitepaper Y, which will answer the next question in the buying cycle.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 23, 2015

Both of these companies manipulated their publishing frequencies (both increasing and decreasing the total number of posts) with some interesting findings. Publishing frequency and amplification of content is a big topic these days, and one that has recently been researched by two publishing powerhouses—Hubspot and Moz.

Social Media 120

Social Media Media Long Tail Marketing Hubspot 120

Sales Engine

DECEMBER 21, 2015

This simple shift in mindset is really profound because it’s going to make you think like a publisher , where you build an engaged audience that keeps coming back to you for more because you’re providing tremendous value, keeping it interesting, entertaining them through storytelling, and providing them with an experience they won’t forget.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

NOVEMBER 12, 2015

Create genuine attraction and interest through value messaging. The secret to loyalty and continuing business is: Maintain the relationship with consistent value messaging, and thereby stay top-of-mind for both referrals and repeat business. Build loyal relationships with existing customers and earn referrals.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

APRIL 7, 2016

Every quota-driven B2B sales team has the same focus—sales reps need to close as many deals as they can to make quota—and they’re simply not interested in engaging with prospects who are not ready to buy. Unfortunately, interest does not necessarily equate to sales readiness. They might love their current vendor.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

JANUARY 12, 2016

But even if you’re not lucky enough to have that many storytelling opportunities, Sreenivasan believes every company can find the interesting stories behind the scenes that get people interested in its narrative. “If If you’re going to be a media organization, then you have to behave like one,” he explains.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

But even if you’re not lucky enough to have that many storytelling opportunities, Sreenivasan believes every company can find the interesting stories behind the scenes that get people interested in its narrative. “If If you’re going to be a media organization, then you have to behave like one,” he explains.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

SEPTEMBER 2, 2015

The zoo builds all kinds of attractions for all ages and all interests. That’s because it’s laid out in a way that any person of any age with any interest can follow. You could take days going through it all, or just spend an hour checking out what interests you most. Personally, I love the big cats in the “Red Rocks” section.

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

AUGUST 16, 2016

There are many ways to accomplish this goal, and where you need to constantly assess new tools and platforms for the distribution of content, the overall process is the same: we want to dangle the interesting content carrot in front of people where they’re hanging out—and get them to consume it. Does that mean that they’re a prospect?

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

MARCH 3, 2016

But even more interesting, when calculating the average selling price of closed business, the MQL has a value to the company of $224. The first interesting statistic was that approximately half of all opportunities in the pipeline came from marketing first and were marketing supported. For the company, this translated to $1.9

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

But even more interesting, when calculating the average selling price of closed business, the MQL has a value to the company of $224. The first interesting statistic was that approximately half of all opportunities in the pipeline came from marketing first and were marketing supported. For the company, this translated to $1.9

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

JULY 5, 2016

Prospects now do their research online first and decide for themselves if they are interested in talking to a sales rep. It simply means they are interested in that topic. Identifies quality prospects and provides lead intelligence: Now sales reps have a secret weapon for gauging prospect interest levels.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

NOVEMBER 16, 2015

There are many ways to accomplish this goal, and where you need to constantly assess new tools and platforms for the distribution of content, the overall process is the same: we want to dangle the interesting content carrot in front of people where they’re hanging out—and get them to consume it. Does that mean that they’re a prospect?

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

MAY 5, 2016

It’s about identifying business problems that generate interest. 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. Content for Lead Generation Should Focus on Business Problems, Not Solutions.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

JULY 21, 2016

In that way, demand generation is your starting pitcher generating interest and engaging with early stage buyers. Once you’ve built content that attracts interest, you can use all of the digital channels at your disposal: email, social media, organic search, and, if it’s in the budget, paid search. How do you get people to engage?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120