Sales Engine

JULY 13, 2016

Without a library of content at your disposal, you cannot feed your leads what they want on-demand, as indicated by their online activity. Content is the soul of lead nurturing; it is the fodder of the conversation that drives conversion. If you feed them irrelevant content (or no content), you kill the momentum.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

Without a library of content at your disposal, you cannot feed your leads what they want on-demand, as indicated by their online activity. Content is the soul of lead nurturing; it is the fodder of the conversation that drives conversion. If you feed them irrelevant content (or no content), you kill the momentum.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 27, 2015

They can research everything they need to know online. Nurture, nurture, nurture. Remember, people at the beginning of the sales process don’t want to talk to a salesperson — and they don’t have to anymore.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

JANUARY 25, 2016

Recently, our own Content Strategist Jason Myers interviewed Sree Sreenivasan, Chief Digital Officer at the Metropolitan Museum of Art in New York City as our feature article in the current issue of our online magazine: The B2B Content Enterprise. I think Sree said it best. “If

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 4, 2017

They expect to find what they need to know online, and they usually succeed in finding it—including product and company reviews, comparison tests, competitive pricing, alternative options, and much more. And some of the “information” your prospects are discovering online is inaccurate or misleading. But today, prospects are in control.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 5, 2016

Sales representatives used to be a prospect’s only source of product and industry knowledge, but now prospects largely research things online while ignoring reps’ calls. Prospects now do their research online first and decide for themselves if they are interested in talking to a sales rep.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

JULY 20, 2016

They expect to find what they need to know online, and they usually succeed in finding it—including product and company reviews, comparison tests, competitive pricing, alternative options, and much more. And some of the “information” your prospects are discovering online is inaccurate or misleading. But today, prospects are in control.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

They expect to find what they need to know online, and they usually succeed in finding it—including product and company reviews, comparison tests, competitive pricing, alternative options, and much more. And some of the “information” your prospects are discovering online is inaccurate or misleading. But today, prospects are in control.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

MAY 12, 2016

They go online to do their own research, compare prices and features, and make purchases. And so a content strategy helps to do just that digitally by building that trust online as shoppers can more accurately diagnose problems leading to follow-up conversations with sales people.

Top of Funnel 120

Top of Funnel Branding Brand Identity Budget Programs 120

Sales Engine

FEBRUARY 6, 2017

Today, however, demand generation begins online, and the buying process is directed by the buyer. Sales reps sought out potential buyers, convinced them that they had a need for a particular product or service, and proceeded to sell to them. 1 This "Don't call us; we'll call you" sentiment is reflected in the rise of content marketing.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

APRIL 27, 2016

And they don’t want to hear it online, either. For example, a top-producing sales rep isn’t out there just talking about themselves and their product and telling everyone why they should buy from them, because they know that no one wants to hear that. They don’t want to hear it face-to-face. They don’t want to hear it on the phone.

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 120

Sales Engine

NOVEMBER 3, 2017

They go online to do their own research, compare prices and features, and make purchases. Strong branding, which would announce a company as a player, is what made this partnership possible. Today’s B2B Sales Cycle This B2B dynamic has changed, however. These days, buyers aren’t returning phone calls from anyone—great branding or not.

Branding 149

Branding Brand Identity Budget Programs Marketing Automation Services 149

Sales Engine

AUGUST 15, 2016

Your prospects are shopping online for solutions, with or without you. Whether or not your prospects know they have a problem your company can solve or not is irrelevant--they don't want to talk to sales people.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 12, 2016

It’s been very helpful for us to understand what kind of visitors we have, and we use a lot of testing and research in the galleries online to understand. “We’re interested in what people are reading, when are they reading it, how are they reading, what are they not reading, how are they consuming it, and in what format?

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

It’s been very helpful for us to understand what kind of visitors we have, and we use a lot of testing and research in the galleries online to understand. “We’re interested in what people are reading, when are they reading it, how are they reading, what are they not reading, how are they consuming it, and in what format?

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

FEBRUARY 11, 2016

According to Marketing Sherpa, B2B Buyers find the Sellers 80% of the time, usually online, and most often through their marketing content. Consider this: 85% of B2B phone calls places by Sales Professionals go to Voice Mail and are never returned.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

According to Marketing Sherpa, B2B Buyers find the Sellers 80% of the time, usually online, and most often through their marketing content. Consider this: 85% of B2B phone calls places by Sales Professionals go to Voice Mail and are never returned.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

MARCH 13, 2017

They go online to do their own research, compare prices and features, and make purchases. Strong branding, which would announce a company as a player, is what made this partnership possible. Today’s B2B Sales Cycle This B2B dynamic has changed, however. These days, buyers aren’t returning phone calls from anyone—great branding or not.

Branding 120

Branding Brand Identity Budget Programs Marketing Automation Services 120

Sales Engine

JANUARY 22, 2016

Your prospects are shopping online for solutions, with or without you.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

APRIL 13, 2016

They don’t want to hear it when they’re online alone. A talented sales rep isn’t out there just talking about themselves and their product and telling everyone why they should buy from them — no one wants to hear that. They don’t want to hear it on the phone. They don’t want to hear it face-to-face. They don’t want to hear it any place!

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

SEPTEMBER 23, 2015

Examples include: Analyst reports White papers Webinars (which by their very nature are gated because you have to register) eBooks Product trials or online product demos. In a B2B context, that usually means content that’s educational in tone and is very informative.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120

Sales Engine

AUGUST 22, 2016

When they are online, they don’t think to themselves “gee, I am now dealing with the marketing department” and when in a meeting, whether phone or face-to-face, think: ok, now I’m dealing with the sales department.”

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

When they are online, they don’t think to themselves “gee, I am now dealing with the marketing department” and when in a meeting, whether phone or face-to-face, think: ok, now I’m dealing with the sales department.”

Top of Funnel 120

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

Sales Engine

AUGUST 4, 2016

But in a world where prospects hide behind caller ID and email, it’s the organization who has the most valuable content for prospects shopping online for solutions that wins. It used to be that darkening the skies with sales reps, albeit expensive, was the best way to grow a B2B company—more feet on the street equaled more opportunities.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

But in a world where prospects hide behind caller ID and email, it’s the organization who has the most valuable content for prospects shopping online for solutions that wins. It used to be that darkening the skies with sales reps, albeit expensive, was the best way to grow a B2B company—more feet on the street equaled more opportunities.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120