Sales Engine

NOVEMBER 12, 2015

Delivering the best product or service is now a given. Consumers are more educated about the products and services you offer. By watching videos and reading (online, mobile) reviews, they’re able to easily compare products for both price and value through the opinions of others. Videos now have billions of views.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 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. Let’s say for example that you sell enterprise software to businesses and because of the large investment, most companies stay with their current vendor least five years before making major changes.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 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 Leads 218

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. Prospects prefer to use the Internet to self-diagnose their own problems, prescribe their own solutions, and develop their own short list of vendors to contact.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

OCTOBER 1, 2015

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. Have they just started looking for a solution or are they down to vendor selection? How far down the sales cycle are they?

Top of Funnel 120

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

Sales Engine

JANUARY 28, 2016

It’s a large investment, and because of that, the companies in your space tend to stay with their current vendor for at least five years before making a major change. 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.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

APRIL 27, 2016

Funnel-based content In the middle of funnel, they’re usually looking at vendors , so the content can shift to talk about the advantages of your solution, including demonstrations. Because that’s how a well-trained sales professional behaves at each stage of the sales funnel. And they don’t want to hear it online, either.

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 120

Sales Engine

MARCH 24, 2016

In a recent blog , we were able to demonstrate with data analysis that when prospects become engaged with a brand, especially those with a complex product or service set, that they begin their buying process by evaluating vendors by subscribing to newsletters, opening emails, downloading infographics and white papers, watching videos, etc.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

APRIL 13, 2016

Your content production isn’t integrated with your sales process. Have they just started looking for a solution or are they down to vendor selection? For example, are they an early stage shopper, are they looking at vendors, or are they actually narrowing down their selection?) How far down the sales cycle are they?

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

APRIL 7, 2016

They might love their current vendor. Most misalignment starts with different definitions of what a qualified lead actually is. A highly compensated enterprise sales rep cannot be expected to follow up on marketing qualified leads. Somebody who downloaded a white paper may not have the budget, timeframe, or commitment to follow through.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

JULY 21, 2016

There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you. How do I evaluate vendors? What are the mistakes I need to avoid?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you. How do I evaluate vendors? What are the mistakes I need to avoid?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

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

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. The person that is early in their search (a top-of-the-funnel prospect) is going to have different issues than someone that has narrowed their search to 2 or 3 vendors.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 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