Sales Engine

JUNE 28, 2016

If a person regularly takes the calls-to-action in your outbound email campaigns, downloads content from your website, follows your company on social media, and has visited your product pricing page, that person has self-identified as someone who is very interested in your product or service. Is that person thrown out altogether?

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136

Sales Engine

NOVEMBER 12, 2015

Jennifer Gluckow: Cold calling may have worked in 1972 (and even 2002), but it’s now a distraction and an annoyance to the person receiving the call. In-person networking, online (LinkedIn) prospecting, market positioning, content marketing , and value messaging are now the ways to go. In short, anything BUT cold calling.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

JANUARY 7, 2016

The culture has shifted to where people just don’t want to talk to a sales person until they’re sure they have a problem you can solve (which is an issue for many B2B companies offering complex solutions while their prospects might not even know that they have a problem yet). You have to build an engaged audience over time, person-by-person.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

JUNE 13, 2016

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. Content Developer: This person may also take part in the development of the content strategy, and their primary responsibility is to execute that strategy by writing (or filming, coding, designing, etc.)

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

OCTOBER 27, 2015

It is not reasonable, however, to expect that this person is unsatisfied with their current vendor, has the budget, or has the authority to make a change in the organization. If an MQL agrees to have a conversation with your sales rep—in person or by phone—that’s an SAL.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

FEBRUARY 25, 2016

Marketing automation should deliver content that speaks to your prospect like a person—rather than a machine. Your CRM Should Start Giving You an Indication Customer relationship management (CRM) software such as Salesforce consolidates all customer information into one database, from personal data to purchase history.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

JANUARY 11, 2017

For most B2B companies with a complex, relationship based selling process, a demand generation program that provides actionable sales intelligence is one of the best options at their disposal. As a marketing leader, have you been tasked with building a demand generation program designed to funnel leads to salespeople?

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136