Sales Engine

AUGUST 15, 2016

Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. Enter the lead nurturer.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 22, 2016

Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. Enter the lead nurturer.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

MARCH 30, 2016

This strategy is called lead nurturing. Consider these research findings: Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus non-nurtured leads. Getting Started The benefits of lead nurturing are clear, but it’s challenging to implement and manage.

Lead Nurturing 136

Lead Nurturing Marketing Qualified Leads Lead Ranking Top of Funnel 136

Sales Engine

AUGUST 22, 2016

In that way, our content strategy is enforcing the entire brand,” said Traxler Because of their long sales cycle (an average of 1 to 2 years) First Rate’s new content marketing strategy includes multiple lead nurturing campaigns.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

In that way, our content strategy is enforcing the entire brand,” said Traxler Because of their long sales cycle (an average of 1 to 2 years) First Rate’s new content marketing strategy includes multiple lead nurturing campaigns.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

MARCH 28, 2016

Many companies have focused on increasing their inbound traffic for new leads to combat tighter spam regulations and more concentrated email filters. But increasing web traffic without a thorough conversion strategy is just branding and awareness— that won’t supply enough leads to salespeople to hit your revenue growth targets.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

OCTOBER 27, 2015

What’s the right way to follow up on content to turn leads into sales conversations? Nurture, nurture, nurture. Before we get into best practices on content marketing follow-up, Marketing and Sales must be on the same page regarding their lead definitions.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

APRIL 20, 2016

So what may have started out as a simple campaign to generate leads now turns into a whole lead-nurturing process with value-added content that shepherds them through the process until they’re sales-ready.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

OCTOBER 16, 2015

B2B content marketing today is really about generating leads for sales by replacing the one-to-one conversations that salespeople used to be able to get more predictably. Content marketing uses the same skills and tactics as publishing a magazine—only the distribution methods, audience-building techniques, and analysis tools are different.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

APRIL 7, 2016

Sure, marketing may be generating leads , but because most of them aren’t “sales ready,” they’ll be declared DOA (dead on arrival for those of you that don’t watch detective shows). Most misalignment starts with different definitions of what a qualified lead actually is. They might love their current vendor.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

APRIL 13, 2016

Just because B2B companies are investing heavily in content marketing doesn’t mean that they’re successful at generating the leads they need for business growth. Additionally, 85% of the companies surveyed indicate that lead generation and sales growth was their primary objective for greater investments. But it doesn’t stop there.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

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’s what we mean by lead conversion, and it only happens with good meaningful content that is gated such as a white paper, infographic or webinar registration.

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

NOVEMBER 6, 2015

When marketing provided “air cover”, sales reps used to be able to generate their own leads. I think that an awful lot of us growing up in sales probably just thought we were awesome at prospecting, but in reality it was the buyers who needed information from us and that was the real reason we were successful generating our own leads.

Top of Funnel 120

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