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 Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

OCTOBER 1, 2016

Your Sales team will come into the office tomorrow morning and begin the Q4 push. If your company has a 90 day sales cycle, Marketing had better be focused on the 2017 plan October 1st 2016! That's 25 leads per quarter. But, a 90-day sales cycle means a lead generated by Marketing in Q4 '17 likely won't close until Q1 '18.

Planning 120

Planning Sales Cycle Sales Qualified Leads Paid Search Agency 120

Sales Engine

SEPTEMBER 13, 2017

Savvy B2B marketers are recognizing the limits of today’s email marketing and web analytics applications for generating qualified sales leads and are switching to a demand generation solution to ensure a continuous stream of qualified leads.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Budget Demand Generation Demand 120

Sales Engine

JANUARY 7, 2016

How many car dealerships have had to change their sales approach because people are more informed about what the car should cost before they ever take a test drive? The Internet has crushed a sales rep’s ability to get in front of enough prospects.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

JANUARY 25, 2016

Most of us remember a day when sales reps used to be able to generate their own leads. It's not that buyers ever wanted to talk to sales reps, but it was the only way they could learn about best practices and solutions available in the market. So how do you go beyond lead generation to domination?

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 2, 2015

On October 1, the sales team began Q4 and the pressure is high as reps try to make club and hit accelerators while organizations try to hit revenue goals. 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.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

OCTOBER 23, 2015

They based their findings on overall number of page views, leads generated through form conversions, and new subscribers to their blog. If you’re just starting down the road of content marketing as a lead generator , publishing as much as you can to build library is important. So what’s the conclusion to post frequency?

Social Media 120

Social Media Media Long Tail Marketing Hubspot 120

Sales Engine

DECEMBER 21, 2015

In the B2B space, the number-one goal of most content marketers is to generate leads for their sales team. 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. Do you see it? The focus needs to be on the buyer and not YOU.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

FEBRUARY 6, 2017

When the flow of wins coming out of your sales department begins to slow down, the natural thing to do is to reexamine your sales strategy—and even your sales personnel. But before you dive into more sales training, more sales hiring, or new sales leadership, stop and consider whether you're taking the right approach.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

JULY 21, 2016

There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you. That’s what a lead generation strategy is really all about.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you. That’s what a lead generation strategy is really all about.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 5, 2016

For companies struggling to reach sales goals, doing more of the same (more cold-calls, adding more salespeople) won’t break through growth plateaus. 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.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

AUGUST 23, 2016

When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. For sales, knocking on doors isn’t really an option. 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

When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. For sales, knocking on doors isn’t really an option. 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

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. Click here for what it should look like.) #5

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

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. I’m not bashing traditional content marketing to be used as lead generation.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

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 Syndication on a pay-per-lead basis can address all of these issues.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

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. They don’t want to talk to sales reps. They don’t want to hear about your products.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 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. That usually requires an expensive, highly trained sales rep to get the deal closed. Not that there isn’t branding and awareness value in these projects.

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

MAY 5, 2016

times more leads, and you’ve been burned outsourcing content production in the past, that number looks pretty scary. Content for Lead Generation Should Focus on Business Problems, Not Solutions. It’s about identifying business problems that generate interest.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 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. Not to say it doesn’t happen, but it won’t happen enough to move the sales needle.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

MARCH 30, 2016

That doesn’t necessarily mean they’re a viable sales prospect or ready to buy. Consider these research findings: Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus non-nurtured leads. An aggressive sales pitch early in the nurturing cycle could result in a high abandonment rate.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Nurturing Lead Ranking Top of Funnel 136

Sales Engine

DECEMBER 28, 2015

If what you’ve developed as a conversion asset is hitting the right niche with something of value, it’s a pretty good bet that the leads are going to be at least marketing qualified. Getting them sales ready is a different issue, but suffice it to say: better content = better leads.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

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. So what does the professionally trained sales rep do? But it can’t stop there.

Top of Funnel 120

Top of Funnel Content Marketing Digital Marketing Funnels Lead Ranking 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. More Relevant Posts from Sales Engine: Content Marketing is No Longer A Choice. And most importantly… does your content have a point? Or is it just there to entertain and engage?

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

AUGUST 17, 2016

Talk to sales and find out how they’ve been finding leads. If you have a complex sales cycle, map out the process steps that led to those deals and see if you can identify some consistent issues. That way, you can develop content that helps sales people through the entire sales cycle, and not just top-of-funnel.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

DECEMBER 11, 2015

Talk to sales and find out how they’ve been finding leads. If you have a complex sales cycle, map out the process steps that led to those deals and see if you can identify some consistent issues. That way, you can develop content that helps sales people through the entire sales cycle, and not just top-of-funnel.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

NOVEMBER 6, 2015

First, we need to realize that the sales and marketing game in large part is still being played in the 24-foot portion of the court, even though companies have shifted resources to content marketing and social media selling, because they are still are executing 2005 marketing and sales process strategies even though the tools are current.

Top of Funnel 120

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

Sales Engine

AUGUST 22, 2016

First, we need to realize that the sales and marketing game in large part is still being played in the 24-foot portion of the court, even though companies have shifted resources to content marketing and social media selling, because they are still are executing 2005 marketing and sales process strategies even though the tools are current.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 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. More Relevant Posts from Sales Engine Media: It’s Q4—Do You Know Where Your 2016 Revenue Will Come From?

Content 120

Content Advertising Mediums B2B Sales Paid Search Agency 120

Sales Engine

AUGUST 4, 2016

It used to be that darkening the skies with sales reps, albeit expensive, was the best way to grow a B2B company—more feet on the street equaled more opportunities. For the companies that successfully fill their pipelines with new sales opportunities, we’ve found that there are 7 common attributes. Middle of the Funnel Content.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

It used to be that darkening the skies with sales reps, albeit expensive, was the best way to grow a B2B company—more feet on the street equaled more opportunities. For the companies that successfully fill their pipelines with new sales opportunities, we’ve found that there are 7 common attributes. Middle of the Funnel Content.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120