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

OCTOBER 23, 2015

Obviously if there’s fewer links to click on, you would expect a decrease. In other words, consumers can only handle so much content before they stop paying attention to you. Not surprisingly, decreasing the number of posts also decreased their traffic from email and social media.

Social Media 120

Social Media Media Long Tail Marketing Hubspot 120

Sales Engine

NOVEMBER 12, 2015

Use the Internet a little bit each day to research potential prospects, link with them, and meet them both virtually and face-to-face. The point being that you can’t expect the same health results by eating 30 apples on the last day of the month! Social selling works the same way. And don’t just join them, get involved.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

MARCH 10, 2016

Lemas: When I first started in the industry eight years ago, it was all about building links and creating content. Q: How has search engine optimization changed since you started working in the space? Content was king, and any content worked.

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

DECEMBER 6, 2016

We’ve had people in our database that have gone for several years without clicking on a single link and then suddenly there’s activity and they become a client. All of these resources are extremely expensive (even on a fractional basis), not to mention the challenges of hiring the right people in the first place.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

DECEMBER 28, 2015

Because the results are easier to measure than a branding campaign, it should be easy to develop something of value (like an infographic, white paper, or webinar) that lives behind a gate, then write some blogs that include links and references to it, email out your blog link in a newsletter and social media, and see what happens.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

DECEMBER 16, 2015

Do you have measurement platforms in place (such as marketing automation linked with a CRM) to effectively close the loop? When they talk, the sales person sends a link to an upcoming webinar on that very topic, and they agree to talk after.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

AUGUST 16, 2016

You also have social media where you’re developing audience over time and extending content links. When they see some content that interests them, they click on the link, which takes them to a blog page or article in your magazine.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

AUGUST 19, 2015

As a salesperson, he simply cannot understand how someone that’s not qualified, but demonstrates interest by clicking on a link or downloading a report, can be counted as a qualified lead by any means. Here’s what it should look like: Someone demonstrates interest in your content by clicking on a link and downloading an article.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Sales Engine

NOVEMBER 16, 2015

You also have social media where you’re developing audience over time and extending content links. When they see some content that interests them, they click on the link, which takes them to a blog page or article in your magazine.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

MARCH 17, 2016

A compelling white paper or infographic can be viewed, shared and linked to over an endless digital lifespan, attracting both identified and anonymous new buyers. Did the lead become a sale? Great content does what a traditional hard-working salesperson used to do: it shows up everywhere.

Budget Programs 168

Budget Programs Content Marketing Brand Identity Branding 168

Sales Engine

FEBRUARY 6, 2017

1 [link] 2 DemandGen Report, 2013 B2B Buyer Behavior Survey 3 Content Marketing Institute, B2B Content Marketing Benchmarks , Budgets & Trends – North America Are you still expecting your sales department to own demand generation, or have you passed the torch to marketing?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

FEBRUARY 8, 2016

When you decide to update, the title of the content should stay the same, and so should its URL; changing that information removes some of the value of the link. Reasons to update include to add more recent statistics, to change resources or links and to change best practices.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

When you decide to update, the title of the content should stay the same, and so should its URL; changing that information removes some of the value of the link. Reasons to update include to add more recent statistics, to change resources or links and to change best practices.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

NOVEMBER 3, 2017

A compelling white paper or infographic can be viewed, shared and linked to over an endless digital lifespan, attracting new buyers both identified and anonymous. Content: the New Branding Great content does what a traditional hardworking salesperson used to do: it shows up everywhere.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

MARCH 3, 2016

Here’s how we conducted our research: In a seven-month period, we were able to generate just under 2000 Marketing Qualified Leads (MQLs, defined as the demonstration of digital behavior, i.e. link clicks, white paper downloads, infographic views, etc.) based on marketing to over 117,000 lead records. That translates into a 1.6%

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

Here’s how we conducted our research: In a seven-month period, we were able to generate just under 2000 Marketing Qualified Leads (MQLs, defined as the demonstration of digital behavior, i.e. link clicks, white paper downloads, infographic views, etc.) based on marketing to over 117,000 lead records. That translates into a 1.6%

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 13, 2017

A compelling white paper or infographic can be viewed, shared and linked to over an endless digital lifespan, attracting new buyers both identified and anonymous. Content: the New Branding Great content does what a traditional hardworking salesperson used to do: it shows up everywhere.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Sales Engine

JULY 21, 2016

Combine all that with marketing automation that links your website with your CRM so that your sales team has the lead intelligence to know who’s clicked on what, what content is being consumed, and at what frequency, and suddenly you’ve identified the very best prospects that sales should be doing their business development work with.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Combine all that with marketing automation that links your website with your CRM so that your sales team has the lead intelligence to know who’s clicked on what, what content is being consumed, and at what frequency, and suddenly you’ve identified the very best prospects that sales should be doing their business development work with.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JANUARY 14, 2016

Spread the word: To get maximum reach, post your blog or story to Facebook, Twitter, Instagram (pull the best short quote and embed a link to the full story.) Send what’s now the best content piece you can produce to your client, who likely will rework it. Choose your words on social media carefully, and always use images in your posts.

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

MAY 12, 2016

A compelling white paper or infographic can be viewed, shared and linked to over an endless digital lifespan, attracting new buyers both identified and anonymous. Replicating sales conversations digitally Great content does what a traditional hardworking salesperson used to do: it shows up everywhere.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

AUGUST 17, 2016

It also makes it easy to push blog links out through social media, leading people back to your site. 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.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

DECEMBER 11, 2015

It also makes it easy to push blog links out through social media, leading people back to your site. 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.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

APRIL 13, 2016

When you start generating marketing qualified leads by studying digital behavior (link clicks, page views, gated content downloads, webinar registrations, etc.) They may be ready eventually, so it makes much more sense to maintain them as prospects and continue to feed them nurturing content until they are ready to engage with Sales.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

SEPTEMBER 23, 2015

Google and other search engines are not going to reward you for that because they’re looking for sites to send people to that have demonstrated added value (through links, shares and traffic). But don’t be fooled into thinking that your non-gated content can be all light and fluffy stuff.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120

Sales Engine

AUGUST 22, 2016

Following up on link clicks with "buy from me now" messages also doesn't work. We’re never farther than arms length from our phones, and if you don’t create some sort of curiosity in your headlines and body copy, you are invisible. Yes, use content —but give the reader something interesting.

Top of Funnel 120

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

Sales Engine

OCTOBER 6, 2015

But that’s not all—because of its flexibility, not only can you publish text, but you can also embed multiple mediums such as video, charts and graphs, links to outside resources, and infographics to further convey your point. So from a practicality standpoint, blogging is by far the easiest way to handle large volumes of new, fresh content.

Content 120

Content Advertising Mediums B2B Sales Paid Search Agency 120

Sales Engine

NOVEMBER 6, 2015

Following up on link clicks with "buy from me now" messages also doesn't work. We’re never farther than arms length from our phones, and if you don’t create some sort of curiosity in your headlines and body copy, you are invisible. Yes, use content —but give the reader something interesting.

Top of Funnel 120

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