Sales Engine

NOVEMBER 9, 2015

Our marketing leader is always thinking about how to get value added content in front of our target audience and how to best get them converted into leads for sales people. This means journalists, editors, media and production crews, designers, and more. That means sales conversations with a minimum level of qualification.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 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. So, if companies are in the market one in five years but evaluations generally last quarter of the year, that would suggest about 5% of your target market is in the market in any given time.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 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. And they’ll welcome it, as long as it’s targeted to the right audience, relevant (i.e., Simply put, salespeople no longer control the sales process from start to finish.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 5, 2016

Sales representatives used to be a prospect’s only source of product and industry knowledge, but now prospects largely research things online while ignoring reps’ calls. Enables precise targeting: Marketing-automation software can track digital behavior and content-consumption habits at a granular level.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

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. And they’ll welcome it, as long as it’s targeted to the right audience, relevant (i.e., Simply put, salespeople no longer control the sales process from start to finish.

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. And they’ll welcome it, as long as it’s targeted to the right audience, relevant (i.e., Simply put, salespeople no longer control the sales process from start to finish.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

OCTOBER 1, 2015

It’s not that those metrics aren't important in the B2B world, but from a marketing perspective their targets are much more homogeneous. And because it’s a $399 product and not a $399,000 product, you’re probably only dealing with one decision maker as a buyer versus a large committee where you have to worry about the high probability pains.

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 120

Sales Engine

MARCH 24, 2016

However, most B2B companies haven’t been able to supply enough leads through their inbound efforts to make sales quotas and hit revenue growth targets. If you have that problem, keep doing what you’re doing (and let me know how you did it)!

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

JANUARY 28, 2016

That means that in any given year, one in five (20%) of the target companies in your space are potentially in the market for a new vendor. So, if companies are in the market one in five years, but evaluations only last one quarter of the year, that would suggest only 5% of your target market is in the market at any given time.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

DECEMBER 28, 2015

Involve other employees in the content creation process, whether it’s just topic ideas or article contributions is also helpful in not only building a content culture, but also keeping it relevant to the target audience. It’s just not going to help you at the top of the funnel.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

AUGUST 16, 2016

For me, that looks like marketing generating enough qualified leads so that most of my time is spent having productive sales conversations. Not necessarily , but it’s a lot more information than buying a list of company contacts in your target industry and sending them an email or making a cold call.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 16, 2015

Using your subscription base and tracking subject lines and time spent on articles, you get an understanding not only about the issues that they care about, but also an indication of interest in your product or service. Does that mean that they’re a prospect?

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 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. Clearly define your target audience and develop buyer personas.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120