Sales Engine

MAY 17, 2016

Marketing automation and lead management systems have allowed for a near-scientific breakdown of the sales funnel. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. It seems that this once-complex process can be distilled to an algorithm.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 136

Sales Engine

JUNE 20, 2017

MARKETING AUTOMATION AND LEAD MANAGEMENT SYSTEMS have allowed for a near-scientific breakdown of the sales funnel. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. It seems that this once-complex process can be distilled to an algorithm.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

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. But with everyone jumping on the content marketing bandwagon, it’s not enough to publish a blog or a white paper. Go back and review point number 1.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

APRIL 7, 2016

Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

APRIL 20, 2016

It’s time to face some hard truths about B2B sales. And most importantly, adding more sales people (or hiring calling firms) to prospect down a list won’t get you where you want to be either. 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

APRIL 13, 2016

Additionally, 85% of the companies surveyed indicate that lead generation and sales growth was their primary objective for greater investments. Not to say it doesn’t happen, but it won’t happen enough to move the sales needle. 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 Content 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 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