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. Marketing is no longer a one-sided endeavor.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 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.

Content Marketing 120

Content Marketing Cold Calling Lead Ranking Marketing Qualified Leads 120

Sales Engine

JULY 7, 2016

But there are two major problems with that model today: Quota-carrying, outside sales reps are an expensive resource to be putting on the phones to follow up on marketing qualified leads. 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. It’s hard to say—we did grow the company, but not by a factor that justified the marketing expenditure.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

JUNE 20, 2016

Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

Sales Engine

AUGUST 2, 2017

Most marketing and sales leaders in the business-to-business world know that nurturing leads is important. The reason: it’s essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

MAY 22, 2016

Widening Gulf between Transactional and Consultative Selling - In spite of the commoditization of products, customers are getting tougher to deal with and are demanding more support and expertise (there’s that word again), especially with the more complex decisions. my product does ABC and is better than Brand X because of LMNOP).

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

FEBRUARY 25, 2016

A new software product that the product manager says is “cool” Anything that happened more than two days ago Shameless self-promotion of your company or product or yourself A big sales deal that is all about the numbers. Here’s some ideas for great stories: Is your product a first? So how do you find a good story to tell?

PR 136

PR Public Relations Marketing Management Storytelling 136

Sales Engine

AUGUST 10, 2016

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. Content marketing is more like producing a magazine and less like producing an advertising campaign. This company gets me. They understand my problems.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

FEBRUARY 25, 2016

A new software product that the product manager says is “cool” Anything that happened more than two days ago Shameless self-promotion of your company or product or yourself A big sales deal that is all about the numbers. Here’s some ideas for great stories: Is your product a first? So how do you find a good story to tell?

PR 120

PR Public Relations Marketing Management Storytelling 120

Sales Engine

NOVEMBER 12, 2015

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. In-person networking, online (LinkedIn) prospecting, market positioning, content marketing , and value messaging are now the ways to go. That means cold calls.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

NOVEMBER 30, 2015

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. Content marketing is more like producing a magazine and less like producing an advertising campaign. This company gets me. They understand my problems.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 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. So, with most sales reps operating from a product-focused, spray-and-pray platform, it is no surprise that buyers are not satisfied.

Conversion 136

Conversion Forrester Lead Ranking Lead Scoring 136

Sales Engine

JANUARY 11, 2017

As a marketing leader, have you been tasked with building a demand generation program designed to funnel leads to salespeople? Most companies start with buying marketing automation without a solid strategy and underestimate the amount of content they require. And neither would the buyer of your products and services. I wouldn’t.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

JUNE 13, 2016

If you plan to join your competitors and the leaders of your industry in the move toward content marketing , there is something you should know. You’re not Coca-Cola; no one expects you to hire the world’s best creative minds or to spend billions on marketing. a traditional marketing background. it’s not going to be cheap.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 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

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. Execute a marketing campaign—does the system work as promised? Strong Customer Service.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Budget Demand Generation Demand 120

Sales Engine

DECEMBER 21, 2015

Most companies realize that their best opportunity for growth is to commit to content marketing. Although this is a great place to start if you’re just getting your feet wet with content marketing, looking at how much content you need to produce is putting the focus in the wrong place. Do you see it?

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

JUNE 7, 2016

By now, you have no doubt heard that content marketing is the future of demand generation. All the cool kids are doing it, and all those other marketing methods are useless and old-fashioned in comparison. And really well done content should feel nothing like marketing material. What is their buying process?

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

JULY 29, 2016

Lead generation through content marketing means attracting people with a problem you can solve (that they can afford to pay for!). Content Marketing Institute Founder Joe Pulizzi said : "Buyer profiling is certainly not new, but understanding behaviors that make a real difference in results is surprisingly lacking.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 5, 2016

Lead generation through content marketing means attracting people with a problem you can solve (that they can afford to pay for!). Content Marketing Institute Founder Joe Pulizzi said : "Buyer profiling is certainly not new, but understanding behaviors that make a real difference in results is surprisingly lacking.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

AUGUST 24, 2015

Everyone’s talking about content marketing , and companies are investing big dollars to jump on the bandwagon—but most are still thinking about it from yesterday’s marketing perspective where marketing’s primary role is branding and positioning. Consider for a moment what that means—people are talking about your market 24/7.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

AUGUST 20, 2015

KOGLER: Obviously, the role of salespeople has changed significantly over the last couple of years, not only because they need to be more consultative, but also the nature of B2B products and services that they sell has become increasingly complex. JM: Why is storytelling important in a content marketing context? KOGLER: Numerous ways!

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

AUGUST 25, 2015

In most companies, the expertise comes from an executive, such as the CEO or President, senior level sales and product managers, and customer service. Typically, your knowledge base doesn’t sit in the same department as the people that have the skills to create compelling content (usually marketing). A junior person can’t get it done.

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 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

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

MARCH 31, 2016

As technology and connectivity advances, marketers have had to move away from mass media targeting campaigns towards producing more real-time, contextual content that creates one-to-one interaction with potential buyers. This turns out to be a real challenge for digital marketers. Marketing is based on trust.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

MARCH 10, 2016

When starting a rant blog about the Anaheim Angels, Noah Lemas had no idea that it would fundamentally alter his career path into content marketing and search engine optimization. “We We all come into SEO from different paths, and I’d like to say mine was unique, but it’s not,” he said. “My

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

MARCH 3, 2016

Coming from a creative agency and media production background that includes Tribeca Enterprises (owners of Tribeca Films and the Tribeca Film Festival), Matt Spangler was looking for an opportunity to apply his skills to disrupt a larger industry. Our head of creative production is from Pixar.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

Coming from a creative agency and media production background that includes Tribeca Enterprises (owners of Tribeca Films and the Tribeca Film Festival), Matt Spangler was looking for an opportunity to apply his skills to disrupt a larger industry. Our head of creative production is from Pixar.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

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. If you’ve been a marketing executive for more than 10 years, you’re probably pretty good at product marketing.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 120

Sales Engine

OCTOBER 1, 2015

The point of content marketing in B2B is to collect actionable sales intelligence on your prospects at every stage of the buying process and attempt to replace the one-to-one conversations that salespeople used to get more readily. Conversions into marketing qualified leads (MQLs). Was it a value-added offer in a blog?

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 22, 2015

Whether you are the owner of a business or the head of marketing, let’s face it—you want to dominate your marketplace. This looks exactly like the sales funnel, which is why top-of-funnel has largely shifted to marketing.) In the upper-right-hand corner of their website, it says “Products” if you’re playing along.)

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Funnel Advertising 120

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. They need marketing-qualified leads today and sales-ready buyers tomorrow.

Budget Programs 168

Budget Programs Content Marketing Branding Brand Identity 168

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 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