Remove sales

Sales Engine

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How Content Becomes a Sales Conversation

Sales Engine

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. Sales reps are left to wade through this mountain of information, and they respond to it in one of two ways: 1.

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Frenemies: The Dangerous Distrust Between Sales and Marketing

Sales Engine

The scenario is similar for any quota-driven B2B sales team. Unfortunately—and this is where it gets tricky—interest does not necessarily equate to sales readiness. What is a sales-accepted lead (SAL)? What is a sales-qualified lead (SQL)? If an MQL is rejected by Sales, what happens to it?

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5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star

Sales Engine

As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. Sales Engine CEO, Paul Rafferty with author Neil Rackham.

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Sales Vikings vs. Marketing Baby Birds

Sales Engine

Paul Rafferty, co-founder and CEO of Sales Engine Media, was a recent guest on the TechnologyAdvice Expert Interview Series. The sales team used to go out and win the battles. It's up to marketing to produce the marketing qualified leads to get turned over to sales. So, the old tools sales reps used to leverage have dried up.

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Redefining sales prospecting in an era where no one wants to talk to you

Sales Engine

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. The Internet is crushing a sales rep’s ability to get in front of prospects. So what is a sales rep to do? That means cold calls.

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Want more qualified sales conversations? Give marketing a quota…and some writers

Sales Engine

But how much of that exposure translated into leads and sales? But that’s just not enough—it has to translate into appointments with qualified prospects and sales conversations. After several months, we were able to track a significant uptick in the number of SALs (or Sales Qualified Leads) we got on a monthly basis.

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How important is contextual content in the B2B sales process?

Sales Engine

These same brands are leading with product and brand rather than experience and utility.” But (and this is an important caveat) marketing software alone will not deliver enough sales-ready leads. If you do this right, the sales will be inbound. This turns out to be a real challenge for digital marketers.

B2B Sales 120