Sales Engine

SEPTEMBER 25, 2015

In the old model, this is when sales reps used to schedule face-to-face meetings where they could ask questions and react to their answers and read body language and pivot that conversation based on their responses. Following up on marketing qualified leads is going to take way more work than your closers are going to want to put in.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

JANUARY 5, 2016

I guess this still works, but I’d much rather be given a list of prospects to call that have some indication of interest, wouldn’t you? In order to use your content to attract a buyer’s attention, you need only understand the issues and problems that he or she is facing and not the intricacies of how your product works.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

OCTOBER 2, 2015

In fact, there’s not even a series of projects that can be assigned to marketing that’s going to work predictably because not every prospect is going to follow a predetermined, automated sales process—it’s a continuous process that requires shifting on the fly by providing more content to the prospect when they need it.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

MARCH 10, 2016

Once he understood how it worked and why he’d been successful attracting readership, Lemas started looking at how others were doing it in different spaces, and his career in search engine optimization took off. Q: How has search engine optimization changed since you started working in the space?

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

NOVEMBER 12, 2015

Jennifer Gluckow: Cold calling may have worked in 1972 (and even 2002), but it’s now a distraction and an annoyance to the person receiving the call. Social selling works the same way. SE: How do you tell sales people to use content in a way that creates curiosity and gets the prospect asking more questions from you?

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 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. The better question is what are you going to send to them next that furthers the conversation? And therein lies the rub. Probably not.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

JANUARY 12, 2016

When our CEO said that, it was kind of shocking, but it’s exciting for a digital department, so our question [to ourselves] is, ‘How do we make those connections really strong?’” Our job is to find the right forms that work for our content.” Of course, the occasional grand slam is fine but don’t be all about the big hits.”.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

When our CEO said that, it was kind of shocking, but it’s exciting for a digital department, so our question [to ourselves] is, ‘How do we make those connections really strong?’” Our job is to find the right forms that work for our content.” Of course, the occasional grand slam is fine but don’t be all about the big hits.”.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

DECEMBER 6, 2016

In our experience, here are the top 5 mistakes B2B companies make when trying to build their demand generation engine: #1 Starting with marketing automation Without question, marketing automation tools such as Hubspot, Marketo, Pardot, Eloqua, etc., And it kinda works to drive traffic, but it’s not converting into sales conversations.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

AUGUST 15, 2016

In fact, the entire process must work in tandem with sales to turn suspects into qualified opportunities resulting in revenue. A good lead nurturer knows how to find much of this information in their research and, by asking intelligent questions, they can create curiosity with the buyer. Enter the lead nurturer. A head for analytics.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 22, 2016

In fact, the entire process must work in tandem with sales to turn suspects into qualified opportunities resulting in revenue. A good lead nurturer knows how to find much of this information in their research and, by asking intelligent questions, they can create curiosity with the buyer. Enter the lead nurturer. A head for analytics.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 14, 2016

If your content marketing arm is going to behave like a media company , you need strong writing – incorporating gripping video, smart infographics and powerful photos – all working together to grow audience and increase sales. For a study or poll, draft the headline to focus the questions. What worked, and what didn’t?

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

AUGUST 23, 2016

In the old model, this is when sales reps used to schedule face-to-face meetings where they could ask questions and react to their answers and read body language and pivot that conversation based on their responses. Now that they’ve got your white paper, the question becomes: What are you going to say next? That’s no good.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

In the old model, this is when sales reps used to schedule face-to-face meetings where they could ask questions and react to their answers and read body language and pivot that conversation based on their responses. Now that they’ve got your white paper, the question becomes: What are you going to say next? That’s no good.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

JANUARY 28, 2016

Is Quality Versus Quantity the Wrong Question to Be Asking? This used to work more effectively when there was less noise, but because it still works, we’ll keep doing it. Here’s what I know for sure: every time I put out the basic how-to articles and listicle articles, I generate some leads for our sales team.

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

APRIL 13, 2016

Why is it working for some companies and not others? Identifying pain points requires asking questions like: What are the things that keep your prospects up at night? Additionally, 85% of the companies surveyed indicate that lead generation and sales growth was their primary objective for greater investments. That’s a big disconnect.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

SEPTEMBER 23, 2015

Having a thumbnail of the asset on the registration page that they’re filling out works well, especially for the visual learners. Creating video snippets that promote the contents of the white paper works well also. If all you really want is the email address to further nurture them, then just ask for that.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120

Sales Engine

AUGUST 22, 2016

Following up on link clicks with "buy from me now" messages also doesn't work. So the question for 2016 is not which channel you should use but rather how to create content people will want to consume regardless of how they found it. Yes, use content —but give the reader something interesting.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

Following up on link clicks with "buy from me now" messages also doesn't work. So the question for 2016 is not which channel you should use but rather how to create content people will want to consume regardless of how they found it. Yes, use content —but give the reader something interesting.

Top of Funnel 120

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