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

NOVEMBER 12, 2015

In-person networking, online (LinkedIn) prospecting, market positioning, content marketing , and value messaging are now the ways to go. Delivering the best product or service is now a given. Consumers are more educated about the products and services you offer. THINK ABOUT IT: How quickly do you hang up on a cold caller?

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 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 an add-on function that lives inside your marketing department, it’s not about branding and positioning, and it’s not a choice.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 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 Scoring Lead Ranking 136

Sales Engine

JUNE 7, 2016

Now think about how you interact with them, aside from consuming their main products (reading, purchasing, and eating, respectively). What business problem does your product or service help them solve? Position your company as a voice of reason and knowledge. Have you ever shared a blog post on social media?

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

JANUARY 11, 2017

Think about how you buy products and services now as opposed to just 10 years ago. And neither would the buyer of your products and services. Marketing’s New Role Marketing cannot rely on branding and positioning initiatives to provide air cover for sales people. For example, even buying a car has drastically changed.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

JULY 29, 2016

Lead generation is not about buying lists with basic demographic (like titles, industries, and revenue size), which is why it’s so annoying when list vendors position themselves as lead generation companies just because they have contact information.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 5, 2016

Lead generation is not about buying lists with basic demographic (like titles, industries, and revenue size), which is why it’s so annoying when list vendors position themselves as lead generation companies just because they have contact information.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 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. Whether it’s online (blog posts, videos, graphics, articles) or offline (print, broadcast, etc.)

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

MARCH 31, 2016

These same brands are leading with product and brand rather than experience and utility.” In order to make your content stand out, you need to ensure that it’s positioned within the right context—based on the channel, the time of day, the device they’re using, and what actions they have taken.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

JANUARY 25, 2016

Today, I think so many companies are trying to muscle their way to more productivity with content rather than reimagining how they use it. You can see this media property clearly markets to a specific persona creating content on specific departmental topics that are tangential but not directly related to the benefits of their products.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JUNE 16, 2016

B2B marketing has always supported a sales function in the development of sales collateral, product literature, branding, and awareness. If you’ve been a marketing executive for more than 10 years, you’re probably pretty good at product marketing. 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

NOVEMBER 3, 2017

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. It bred credibility.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

JUNE 23, 2016

Sure, you may be able to tell that you’ve got a positive ROI on overall marketing spend , but when we have to tools available that truly measure what creates the greatest impact, there’s no excuse for only measuring branding initiatives. When digging into the sales metrics, you find that you’ve got a 25 percent win rate for opportunities.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Sales Engine

DECEMBER 22, 2015

Perhaps you’ve been spending money in pay-per-click advertising and had a positive ROI. In the upper-right-hand corner of their website, it says “Products” if you’re playing along.) Obviously, you’re going to continue the campaigns, but eventually the keywords that you’ve been paying for are going to have diminishing returns.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Funnel Advertising 120

Sales Engine

MARCH 13, 2017

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. It bred credibility.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Sales Engine

MAY 12, 2016

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. It bred credibility.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

OCTOBER 4, 2017

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. They (and your salespeople) will be positioned to have a more fruitful sales conversation, accelerating the sales process and improving the likelihood of a win.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. They (and your salespeople) will be positioned to have a more fruitful sales conversation, accelerating the sales process and improving the likelihood of a win.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

In the pre-Internet universe, salespeople held all the information prospects needed to make purchase decisions, from pricing to detailed product information. They (and your salespeople) will be positioned to have a more fruitful sales conversation, accelerating the sales process and improving the likelihood of a win.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

MARCH 30, 2016

That way, when a salesperson does reach out, the MQL is ready to have a productive qualification conversation. It is intended to begin to position each of our clients as a trusted expert in their field. These help make the case to the prospect that they need the kind of product or service our client offers.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Nurturing Lead Ranking Top of Funnel 136

Sales Engine

AUGUST 23, 2016

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

JANUARY 28, 2016

They provide content that acquires new audiences, keeps them engaged and coming back for more, and they’re in a much better position to be part of the conversation when those prospects are in buying mode. In media math, 100% of the companies in your market are either in buying mode or they’re not.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

SEPTEMBER 23, 2015

As a side note, B2B companies that are producing lots of content with no conversion mechanisms are a good example of what we talk about when we say the marketing’s function in the new world can’t be only about branding and positioning. We need them to generate leads for salespeople —and conversion mechanisms are the only way.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120

Sales Engine

AUGUST 22, 2016

We are all looking for a competitive advantage, and if you’re fortunate enough to be selling a completely unique product from a well-known firm to a needy market, you probably don’t have to be very good at marketing to be successful. But B2B companies have found success in content marketing , and they’re upping the ante.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

We are all looking for a competitive advantage, and if you’re fortunate enough to be selling a completely unique product from a well-known firm to a needy market, you probably don’t have to be very good at marketing to be successful. But B2B companies have found success in content marketing , and they’re upping the ante.

Top of Funnel 120

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

Sales Engine

AUGUST 4, 2016

This is where you can use your sales brochures, case studies, ad slicks and websites that talk about you and your product. That’s not only good for SEO, but it’s also good for engagement and generating a positive experience. Blogs are also great for incorporating visual, written and video content all in the same article.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

This is where you can use your sales brochures, case studies, ad slicks and websites that talk about you and your product. That’s not only good for SEO, but it’s also good for engagement and generating a positive experience. Blogs are also great for incorporating visual, written and video content all in the same article.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120