Sales Engine

FEBRUARY 6, 2017

2 The majority of B2B marketers have caught onto their leads' hunger for content. 93% of these marketers use content marketing, and of those that do, 74% cite lead generation as their top content marketing goal.3

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

JANUARY 25, 2016

Now, don’t get me wrong, there is nothing wrong with tactical hand to mouth lead-generation with great content. So how do you go beyond lead generation to domination? Now, I know that I took a pretty hard shot at lead generation on the previous slide but the reality is we all need leads.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

MAY 11, 2016

B2B lead generation is all about conversions. One viable solution to this dilemma is content , but it’s important to have a strategy in place first, before purchasing any technology, adding staff, or deciding what to outsource.

Webinar Metrics 149

Webinar Metrics Sales Qualified Leads Demand Generation Agencies Marketing Automation Services 149

Sales Engine

JULY 21, 2016

That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy? A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

That’s what a lead generation strategy is really all about. So what are the building blocks of a lead generation strategy? A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JANUARY 7, 2016

Content marketing has proved to be an effective approach for B2B lead generation , especially those with a complex sale—but, to work effectively, it can’t be campaign driven. In other words, emailing out a newsletter and posting a blog or two every month isn’t going to get the job done.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

NOVEMBER 9, 2015

The first key to making this work is hiring a marketing leader that has his/her effectiveness ratings tied to lead generation and revenue growth— similar to a commissioned sales person. But that’s just not enough—it has to translate into appointments with qualified prospects and sales conversations.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

AUGUST 13, 2015

In this episode Paul went over modern marketing, lead generation, and how important storytelling is for the buyer's journey. The series, which is hosted by TechnologyAdvice’s Josh Bland, explores a variety of business and technology landscapes through conversations with industry leaders.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

OCTOBER 2, 2015

If the sales team has a cycle time of 90 days from opportunity create date to close, then they'd better be getting leads from marketing TODAY to impact Q1 of 2016. If you haven’t restructured your marketing into lead generators for sales, you’re behind. Marketing’s new role is to generate leads for salespeople.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

JANUARY 18, 2016

While we were pleased with the lead generation effort, the sales resulting from those leads were disappointingly low. So was it a quality of leads issue or a sales/opportunity conversion issue? One of our recent clients faced a similar question.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Cost per Lead 120

Sales Engine

DECEMBER 21, 2015

The message we should take away from Redbull is that, even when it comes to B2B lead generation , content marketing is not an event or a campaign. It’s a continuous process of finding, engaging, and building an audience that you can then monetize with calls to action that convert that audience into leads for your sales team.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

JULY 5, 2016

These aggressive approaches to traditional lead-generation tactics are not as effective anymore because buyer behavior has changed, and therefore, breaking through plateaus requires changing your overall customer acquisition strategy. If one part is missing, the whole lead-generation model can easily fall to pieces.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

JANUARY 28, 2016

They recently set up an experiment where they adjusted their publishing volumes by half the amount of content and then doubled it, both for a two-week period against their normal benchmark, to see what would happen to engagement and lead generation. In other words, when I send out a campaign, how many leads did it generate?

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

AUGUST 23, 2016

So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution. 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.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

JUNE 16, 2016

Most marketing organizations today do not have the right resources in place to properly execute a content marketing strategy for lead generation, and if you’ve had less than desirable results, this could be a major reason why.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 120

Sales Engine

OCTOBER 8, 2015

So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution. 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.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

DECEMBER 6, 2016

Most B2B companies are realizing that, to hit their growth goals, they need to shift the focus of their marketing from branding and awareness to lead generation. So they task marketing leadership with building a demand generation engine and run into myriad problems.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

APRIL 24, 2018

3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan There are three challenges every B2B marketer faces as they try to build a lead generating engine to feed their sales team: 1. Content marketing can be a long, expensive, and uncertain journey.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

MAY 5, 2016

Most B2B companies that have engaged in content marketing initiatives have a problem at the top of the funnel—meaning that they need to drive more traffic to their website, intrigue people to open emails, click on social media posts, all to have more chances to convert them into qualified leads for sales people.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

OCTOBER 9, 2015

When it comes to B2B marketing—whether it be social media, email marketing, blogs, white papers or attending trade shows—it has to be about lead generation. Not that there isn’t branding and awareness value in these projects. It’s great when content shows up in one of our prospect's Twitter feed because of a targeted hashtag.

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

APRIL 13, 2016

Additionally, 85% of the companies surveyed indicate that lead generation and sales growth was their primary objective for greater investments. You’re using content marketing for branding purposes, and not lead generation. That’s a big disconnect. So what’s the problem? Why is it working for some companies and not others?

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

DECEMBER 28, 2015

Content marketing is, first and foremost, about building an audience and serving their needs by adding value, solving problems, providing thought-leadership, entertaining, sharing, and providing a unique experience in general where they keep coming back to you for more.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

SEPTEMBER 2, 2015

If it’s just there for entertainment, you are using content for branding, not lead generation—and that, of course, requires a bit more thought. And most importantly… does your content have a point? Or is it just there to entertain and engage? Let’s talk about your map.

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

MARCH 30, 2016

Consider these research findings: Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus non-nurtured leads. Source: DemandGen Report ) On average, organizations that nurture their leads experience a 45 percent lift in lead generation ROI over those organizations that do not.

Lead Nurturing 136

Lead Nurturing Marketing Qualified Leads Lead Ranking Top of Funnel 136

Sales Engine

JUNE 9, 2016

Creating an end-to-end lead generation process with content marketing requires that your top-of-funnel content (the content that focuses on early stage buyers and is commonly found in blogs) is tied together with your premium conversion assets. But it can’t stop there.

Top of Funnel 120

Top of Funnel Content Marketing Digital Marketing Funnels Lead Ranking 120

Sales Engine

AUGUST 17, 2016

They’re probably the easiest and most flexible asset to produce on a regular basis, and will do the most good for ongoing lead generation because they will continue to come up in search results. It also makes it easy to push blog links out through social media, leading people back to your site.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

DECEMBER 11, 2015

They’re probably the easiest and most flexible asset to produce on a regular basis, and will do the most good for ongoing lead generation because they will continue to come up in search results. It also makes it easy to push blog links out through social media, leading people back to your site.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

AUGUST 22, 2016

It is this change that is driving a merger between content marketing and lead generation today. I’m not against good content sitting behind gates—we do it all the time for ourselves and our clients ( like this ) But effective lead generation and filling this void in the funnel takes much more.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

It is this change that is driving a merger between content marketing and lead generation today. I’m not against good content sitting behind gates—we do it all the time for ourselves and our clients ( like this ) But effective lead generation and filling this void in the funnel takes much more.

Top of Funnel 120

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

Sales Engine

AUGUST 4, 2016

Attribute #6: Conversions and calls-to-action for highly valued assets that help define highly qualified leads. Conversions to high-value gated assets seems to be the biggest failure point when it comes to content marketing for lead generation.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Ranking 120

Sales Engine

AUGUST 4, 2016

Attribute #6: Conversions and calls-to-action for highly valued assets that help define highly qualified leads. Conversions to high-value gated assets seems to be the biggest failure point when it comes to content marketing for lead generation.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Ranking 120

Sales Engine

OCTOBER 6, 2015

Company blogs serve as the cornerstone of most successful content marketing programs , and they are a great place to get started if you’re making the shift to marketing as a lead generator for sales. To understand why, you first need to understand where we’ve come from and why the blog has emerged as default medium for publishing.

Content 120

Content Advertising Mediums B2B Sales Paid Search Agency 120