Sales Engine

JUNE 13, 2016

Like any product or service a company offers, content must be the result of deliberate organizational focus, infrastructure, research, and planning. If your organization is really small, one person can play more than one role—or you can outsource content creation, as 44% of companies do. So what should a content team look like?

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

FEBRUARY 18, 2016

In a recent interview with Sree Sreenivasan, Chief Digital Officer at the Metropolitan Museum of Art in New York, he noted that many organizations have a false notion that they can simply buy an audience, but the problem is that they’re not real and they disappear. Earn your audience, don’t buy them.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

In a recent interview with Sree Sreenivasan, Chief Digital Officer at the Metropolitan Museum of Art in New York, he noted that many organizations have a false notion that they can simply buy an audience, but the problem is that they’re not real and they disappear. Earn your audience, don’t buy them.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

JANUARY 12, 2016

“If you’re going to be a media organization, then you have to behave like one,” he explains. Sreenivasan believes that many organizations have a false notion that they can simply buy an audience by spending a few hundred dollars for tens of thousands of followers. We didn’t get it this time, but it doesn’t matter.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

“If you’re going to be a media organization, then you have to behave like one,” he explains. Sreenivasan believes that many organizations have a false notion that they can simply buy an audience by spending a few hundred dollars for tens of thousands of followers. We didn’t get it this time, but it doesn’t matter.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 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. They don’t want to talk to sales reps. They don’t want to hear about your products.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 120

Sales Engine

FEBRUARY 6, 2017

If buyers want to research and decide on their own terms, sellers must get themselves on buyers' radar more subtly: by publishing and promoting content that a prospect would want to consume. 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

OCTOBER 4, 2017

The problem is that your competitors are lurking on the Internet trying to find these prospects while they’re researching online to steer them their way using paid search, ad retargeting, SEO and other tactics. And some of the “information” your prospects are discovering online is inaccurate or misleading. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

MAY 5, 2016

In fact, the job of any good journalist is to extract expertise through interviews and research and communicate it in such a way that it garners interest from the reader. So whether the prospect found you in an email, organic search, or social media—it doesn’t really matter. while showing that your brand understands customers’ pain.)

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

JULY 20, 2016

The problem is that your competitors are lurking on the Internet trying to find these prospects while they’re researching online to steer them their way using paid search, ad retargeting, SEO and other tactics. And some of the “information” your prospects are discovering online is inaccurate or misleading. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

The problem is that your competitors are lurking on the Internet trying to find these prospects while they’re researching online to steer them their way using paid search, ad retargeting, SEO and other tactics. And some of the “information” your prospects are discovering online is inaccurate or misleading. Marketing to the Rescue?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

MARCH 30, 2016

Consider these research findings: Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus non-nurtured leads. Source: DemandGen Report ) On average, organizations that nurture their leads experience a 45 percent lift in lead generation ROI over those organizations that do not. And it works.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Nurturing Lead Ranking Top of Funnel 136

Sales Engine

AUGUST 19, 2015

Chitnis says that most marketing organizations will commit to generating a number of MQLs, but they are essentially useless beyond the marketing department, and that if the sales team doesn’t believe that they have the right targets, they won’t follow up.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Sales Engine

AUGUST 17, 2016

Now that you’ve determined the topics and the problems that your prospects are trying to solve, schedule workshops with your thought leaders in your organization to discuss these issues in detail. Now you’ve got a baseline of information, and writing the blog post or article is as simple as adding some internet research and editing.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

DECEMBER 11, 2015

Now that you’ve determined the topics and the problems that your prospects are trying to solve, schedule workshops with your thought leaders in your organization to discuss these issues in detail. Now you’ve got a baseline of information, and writing the blog post or article is as simple as adding some internet research and editing.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

JULY 21, 2016

Once you’ve built content that attracts interest, you can use all of the digital channels at your disposal: email, social media, organic search, and, if it’s in the budget, paid search. When we think about the early stage buyers (top of funnel), the content will primarily be videos, blogs, infographics, and long-form oriented content.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Once you’ve built content that attracts interest, you can use all of the digital channels at your disposal: email, social media, organic search, and, if it’s in the budget, paid search. When we think about the early stage buyers (top of funnel), the content will primarily be videos, blogs, infographics, and long-form oriented content.

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JANUARY 14, 2016

Think of the headline – what key words need to be in there for the best organic search results? Do your research: For a big project or 10X content , start with a competitive analysis to find out what others have done, and plan how you can do it better. Sketch out the graphic and storyboard the big project. Whom do you need to talk to?

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

JANUARY 28, 2016

Of course, this phenomenon has not gone unnoticed by the giants in content marketing, as this recent research by Moz indicates. How many leads come through organic search, pay-per-click, etc.? In other words, when I send out a campaign, how many leads did it generate?

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

AUGUST 16, 2016

Achieving this goal requires the mindset of a publisher , which is why many innovative organizations are transforming and building their marketing departments into actual media enterprises, including hiring executives with media backgrounds to run their operations.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 16, 2015

Achieving this goal requires the mindset of a publisher , which is why many innovative organizations are transforming and building their marketing departments into actual media enterprises, including hiring executives with media backgrounds to run their operations.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 24, 2015

Research and identify your buyer personas based around problems that you solve. The most innovative organizations have found that they they have plenty of budget to work with by shifting resources away from traditional branding and awareness efforts that aren’t producing leads and shifting them to the content team.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 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. The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing.

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. The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120