Sales Engine

JUNE 28, 2016

Marketing, on the other hand, often has a different definition of a qualified lead. In fact, according to Gleanster , 30 to 50 percent of leads in a pipeline are not ready to buy. What is a marketing-qualified lead (MQL)? What is a sales-accepted lead (SAL)? Next, agree on a process.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136

Sales Engine

OCTOBER 27, 2015

What’s the right way to follow up on content to turn leads into sales conversations? Remember, people at the beginning of the sales process don’t want to talk to a salesperson — and they don’t have to anymore. This of course will vary in every organization depending on your overall sales process. Nurture, nurture, nurture.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

JULY 13, 2016

As a marketer, you’re no doubt familiar with this ubiquitous image: contacts fall into the top and by some kind of magic become leads, then qualified leads, then sales-ready leads, and eventually, (you hope) closed sales. Prospects expect you to be a publisher , not a marketer. Ah, the sales funnel.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

As a marketer, you’re no doubt familiar with this ubiquitous image: contacts fall into the top and by some kind of magic become leads, then qualified leads, then sales-ready leads, and eventually, (you hope) closed sales. Prospects expect you to be a publisher , not a marketer. Ah, the sales funnel.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

MAY 11, 2016

Mike Vannoy, co-founder and COO of Sales Engine talks about how this has happened in the marketing automation industry. For over ten years now, there’s been a gold rush in marketing automation technology with some fantastic features that make it a must-have for any B2B company engaged in content marketing.

Webinar Metrics 149

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

Sales Engine

JULY 7, 2016

They would bang on the phones, knock on doors, go to conferences and networking events and that would be enough to fill their calendars with enough qualified appointments. Prospecting at the top and middle of the funnel has changed, and it requires marketing to produce a bulk of the interest in the company through content.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

NOVEMBER 9, 2015

Several years ago, we made some significant investments in marketing after we’d purchased a marketing automation system, and the idea was to gain as much market traction as possible. But how much of that exposure translated into leads and sales? Marketing works in tandem with sales on an ongoing basis.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

JANUARY 18, 2016

Specifically, are dollars best spent on sales or marketing? And when taking a deep look at marketing results, we were a bit surprised that the data actually helped to diagnose asales problem. While we were pleased with the lead generation effort, the sales resulting from those leads were disappointingly low.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Cost per Lead 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

MAY 24, 2016

With directives from above to grow revenue through sales, groups as varied as marketing, products, human resources, and even sales itself will rally to find ways to support the sales team. The obvious takeaway here is that sellers need to understand their buyers better, and they need to tailor their marketing approach to the individual buyer.

Conversion 136

Conversion Forrester Lead Scoring Lead Ranking 136

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Quick Results Validate the Strategy Strong content engagement and increased website traffic is a welcomed result from First Rate’s new marketing initiative. “In

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Quick Results Validate the Strategy Strong content engagement and increased website traffic is a welcomed result from First Rate’s new marketing initiative. “In

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

SEPTEMBER 25, 2015

Even as a CEO of a content marketing agency , I still get this pressure from my board and colleagues—and they all know how buyers have more control these days, buying on their own time frames, not ours. But now, the internet is crushing a sales reps ability to generate their own leads. They reduce the scope.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

JANUARY 7, 2016

If you thought that coffee was for closers, I can tell you with absolute certainty that it’s for content marketers too. Only at the middle and bottom of the funnel (when you’ve qualified and are in negotiations with a prospect) will it be okay to inform them about the features, functions, and benefits of your solution.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

SEPTEMBER 1, 2015

Many companies that have embraced content marketing are still using it as a branding and positioning function of their marketing department. It’s not that this approach is wrong, but it’s not the main reason that most successful companies have embraced content marketing. Sales can’t control this whole process anymore.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

JULY 29, 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. Who are they?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

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. Who are they?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 25, 2016

How to Dominate Your Market With Content from SalesEngine 1. Most of us understand that the world of marketing has changed—B2B has gone digital. As marketers tried to get the most out of this new digital world they re-discovered the importance of content. So what does this have to do with content marketing?

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 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

OCTOBER 1, 2015

Because of the high volumes of content required to address all of the high probability pain points for everyone involved in the decision-making process, combined with the timing of where they are in the buying process when they consume that content, there’s no easy formula for calculation. Even that explanation was complicated!

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 120

Sales Engine

JUNE 23, 2016

As content marketers , there are a lot of things that we can and should be measuring—open rates, click through rates, number of visitors (unique and returning), number of users, conversion rates, number of impressions, social media likes and followers, and so on.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 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. But when it comes to closing the loop, it falls apart. #4

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

AUGUST 19, 2015

I have a friend in sales who continuously argues with me over the definition of what a Marketing Qualified Lead (MQL). 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.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Sales Engine

AUGUST 15, 2016

Therefore, sales prospecting with content requires a more complex process than it did even five years ago, largely because the buyer has a lot more control and salespeople are no longer the sole gatekeepers to the information they need. Enter the lead nurturer. Buying lead lists won’t cut it anymore, either.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. A recent client evaluation of their data revealed that, when content marketing was used in tandem with sales, the closing rates went up, the deal sizes were larger, and the cycle times were shorter.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. A recent client evaluation of their data revealed that, when content marketing was used in tandem with sales, the closing rates went up, the deal sizes were larger, and the cycle times were shorter.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 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

AUGUST 12, 2016

It seems like every disruptive Internet trend leads to predictions of the death of an old trend. It’s true that a sales rep’s approach may be changing in line with today’s buyer journey, and ideally marketing has replaced some of the prospecting at the top of the funnel. Print is dead. Cold calls are dead. SEO is dead.

Top of Funnel 136

Top of Funnel Content Marketing Cold Calling Sales Qualified Leads 136

Sales Engine

MARCH 17, 2016

Once upon a time, branding was the main focus of marketing departments. As marketers, we spent our budgets on bold logos, memorable slogans, pricy sponsorships, advertising, and PR campaigns designed to get us in the Wall Street Journal. Of those who consumed a piece of your content: How many downloads turned into leads?

Budget Programs 168

Budget Programs Content Marketing Brand Identity Branding 168

Sales Engine

DECEMBER 7, 2015

It seems like every disruptive Internet trend leads to predictions of the death of an old trend. It’s true that a sales rep’s approach may be changing in line with today’s buyer journey, and ideally marketing has replaced some of the prospecting at the top of the funnel. Print is dead. Cold calls are dead. SEO is dead.

Top of Funnel 120

Top of Funnel Content Marketing Cold Calling Sales Qualified Leads 120

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. In fact, the Content Marketing Institute’s 2016 Benchmarks Report estimates that only 30% of the companies surveyed consider their content marketing efforts to be effective.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

DECEMBER 16, 2015

Feeding the content marketing machine is an endless process, because once you stop publishing, your conversations start drying up. The Content Marketing Institute estimates that only 32% of B2B companies have a clearly documented content marketing strategy for 2016. Do you have a dedicated content resource?

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

FEBRUARY 6, 2017

Today, however, demand generation begins online, and the buying process is directed by the buyer. 1 This "Don't call us; we'll call you" sentiment is reflected in the rise of content marketing. 2 The majority of B2B marketers have caught onto their leads' hunger for content.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

MAY 12, 2016

Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentations were all devised for a simple overarching purpose: to get sales in the door. But it’s not the main goal of today’s demand generation engine fueled by content marketing. Did it translate into a lead? It bred credibility.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

DECEMBER 28, 2015

You know content marketing will work for your company—your competitors are doing it, and they’re kicking your butt. Here are 4 strategies you can use to get your content marketing budget approved in 2016. Realize, however, that most large-scale content marketing programs started out by testing the waters with a small pilot project.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

FEBRUARY 11, 2016

As sales and marketing professionals, I think we can all identify—players on the field feel like they are facing an all-out blitz! Ladies and gentlemen, put your hands together for The Chief Marketing Officer (CMO)! How are today’s marketing leaders accountable for revenue goals? Sales Plans are unattainable!

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

As sales and marketing professionals, I think we can all identify—players on the field feel like they are facing an all-out blitz! Ladies and gentlemen, put your hands together for The Chief Marketing Officer (CMO)! How are today’s marketing leaders accountable for revenue goals? Sales Plans are unattainable!

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120