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? Think about your favorite brands and publications—blogs or magazines you read, places you shop, restaurants you love.

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

MAY 19, 2016

This is a primary role for content marketing programs in the B2B space, especially when an outside sales force is being deployed to sell a complex product or service.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

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. This means journalists, editors, media and production crews, designers, and more. So from a branding and awareness perspective, it worked fantastic!

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 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. Back then, buyers needed Sales to stay informed and make a purchase, and Sales needed buyers to stay employed. Did it translate into a lead?

Branding 149

Branding Brand Identity Budget Programs Marketing Automation Services 149

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. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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. The results have been tremendous.

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. The results have been tremendous.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 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. Back then, buyers needed Sales to stay informed and make a purchase, and Sales needed buyers to stay employed. Did it translate into a lead?

Branding 120

Branding Brand Identity Budget Programs Marketing Automation Services 120

Sales Engine

APRIL 7, 2016

When that follow-up actually occurs, it will become clear to sales that the lead is nowhere near purchase-ready, and into the “disqualified” pile it goes. Most misalignment starts with different definitions of what a qualified lead actually is. In other words, declaring leads DOA too quickly means you’re leaving money on the table.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

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. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision.

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. The net result is that your prospects don’t need your salespeople to get the information necessary to make an informed purchase decision.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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. Back then, buyers needed sales to stay informed and make a purchase, and sales needed buyers to stay employed. Did it translate into a lead?

Top of Funnel 120

Top of Funnel Branding Brand Identity Budget Programs 120

Sales Engine

APRIL 20, 2016

That was what we used to do before the emergence of a content-heavy internet, and it worked because sales people were the gatekeepers of information about products and services within a company. And most importantly, adding more sales people (or hiring calling firms) to prospect down a list won’t get you where you want to be either.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Marketing Qualified Leads 218

Sales Engine

MAY 5, 2016

times more leads, and you’ve been burned outsourcing content production in the past, that number looks pretty scary. If you’ve been watching Hubspot’s statistics about publishing frequencies where they suggest that 16 posts per month (4/week) yields 5.3

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

MARCH 30, 2016

That way, when a salesperson does reach out, the MQL is ready to have a productive qualification conversation. These help make the case to the prospect that they need the kind of product or service our client offers. With each successive email touch, the chance that the prospect will be ready to buy (from you) increases.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Nurturing Lead Ranking Top of Funnel 136

Sales Engine

FEBRUARY 6, 2017

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. In a survey of B2B buyers, 64% reported that content had a "significant impact" on their decision to purchase, and 34% said that the sellers they chose provided a diverse mix of nurturing content.2

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

AUGUST 23, 2016

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The buyer has WAY more control than they used to.

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. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

SEPTEMBER 23, 2015

It’s usually some sort of in-depth educational piece or some type of information that demonstrates more advanced information about the product solution or service that's being offered. It’s also easy for them to share that non-gated content, and that’s what you ultimately want.

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

NOVEMBER 24, 2015

Obviously, targeting CEOs of Oil and Gas companies is a different goal than driving millennials to a shopping cart for the latest and greatest tech product. But you can create individual content assets that address them individually to nurture them down the purchase path. Clearly define your target audience and develop buyer personas.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 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. Marketing technology should be used to make sales reps more productive, and I would add that their role becomes more important than ever before.

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. Marketing technology should be used to make sales reps more productive, and I would add that their role becomes more important than ever before.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120