Sales Engine

JUNE 28, 2016

According to Gleanster research, “8% to 10% of ‘not yet ready to buy’ leads will probably convert to a sale; others will be lost to the competition or, for whatever reason, decide not to make a purchase. Are they maintained in the database as a possibility for the future?

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136

Sales Engine

MAY 11, 2016

We all know that the buyer’s journey has changed—people are avoiding initial conversations with sales people and performing their own research online. As most B2B sales people can attest to, the problem is that prospects will most likely misdiagnose their own problems and prescribe themselves the wrong solutions.

Webinar Metrics 149

Webinar Metrics Sales Qualified Leads Demand Generation Agencies Marketing Automation Services 149

Sales Engine

FEBRUARY 25, 2016

PR pros need to ask a lot of questions, research market trends, be up on the latest news, as well as social and cultural topics. How is your pitch relevant to solving a problem? Are there new facts or a great visual that can add life to your pitch? Finding a great story takes time. Here’s some ideas for great stories: Is your product a first?

PR 136

PR Public Relations Marketing Management Storytelling 136

Sales Engine

APRIL 21, 2016

It’s not something where you do the initial research and then you know them forever.” “There’s so much that you don’t know about your readers, and you really have to task yourself with figuring it out,” says Wood. You have to understand that it is a constant conversation.

Content 159

Content Internet Marketing Training Education 159

Sales Engine

FEBRUARY 25, 2016

PR pros need to ask a lot of questions, research market trends, be up on the latest news, as well as social and cultural topics. How is your pitch relevant to solving a problem? Are there new facts or a great visual that can add life to your pitch? Finding a great story takes time. Here’s some ideas for great stories: Is your product a first?

PR 120

PR Public Relations Marketing Management Startups 120

Sales Engine

JULY 7, 2016

Prospects aren’t as willing to talk to sales people anymore, and because they can conduct research online, they don’t think they need to. It simply takes a lot more touches through calls and emails to turn connections into appointments.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

AUGUST 10, 2016

In our process at Sales Engine Media , once we’ve identified those topics through phone interviews and journalistic style video interviews, we can now use all of that information to identify the ongoing narrative for thought-leadership content and create source material using internet research to fill in the gaps—just like the editor of a magazine.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

MARCH 10, 2016

Lemas: The short of it is that you should always have the audience in mind that should be based on persona research that you’ve done and everything you produce online or offline in the form of content should have an audience.

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

FEBRUARY 18, 2016

Typically, after persona research and understanding the proper segmentation of our customers, I will personally come up with an individual in my mind that I know well enough to understand their sense of humor, and I will actually start writing to them as if I’m writing a personal letter and then craft it into an article from there.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

Typically, after persona research and understanding the proper segmentation of our customers, I will personally come up with an individual in my mind that I know well enough to understand their sense of humor, and I will actually start writing to them as if I’m writing a personal letter and then craft it into an article from there.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

NOVEMBER 30, 2015

In our process at Sales Engine Media , once we’ve identified those topics through phone interviews and journalistic style video interviews, we can now use all of that information to identify the ongoing narrative for thought-leadership content and create source material using internet research to fill in the gaps—just like the editor of a magazine.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

MAY 24, 2016

In fact, when 418 executive buyers were surveyed by Forrester Research , they gave failing grades across the board for sales reps’ knowledge of their specific business, their role within it, and their unique business needs. They do not feel engaged or understood, and their expectations are not met.

Conversion 136

Conversion Forrester Lead Scoring Lead Ranking 136

Sales Engine

JUNE 20, 2017

But you can’t fully automate the sales funnel, especially for complex, research-heavy purchases in the BtoB world. Prospects are shopping and researching anonymously, and it is the job of the marketer to position the brand in a way that encourages prospect engagement.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Sales Engine

JANUARY 11, 2017

Would you go into a dealership without having done your research on the Internet first? Think about how you buy products and services now as opposed to just 10 years ago. For example, even buying a car has drastically changed. I wouldn’t. And neither would the buyer of your products and services.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

JULY 29, 2016

Start by collecting the following information through research, interviews, and investigative journalism—and don’t stop asking questions. That’s a bottom of the funnel sales conversation, and it won’t attract very many buyers who are beginning to think they have a problem. So How Do You Build a Better Buyer Persona?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JULY 13, 2016

Keep in mind that these prospects are better informed than ever, and have probably already done some research about your industry, product, or solution before they ever reached out to you in the first place. Marketing is no longer a one-sided endeavor. It requires a dialogue with prospects.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JANUARY 5, 2016

Start by collecting the following information through research, interviews, and investigative journalism—and don’t stop asking questions. That’s a bottom of the funnel sales conversation, and it won’t attract very many buyers who are beginning to think they have a problem. So How Do You Build a Better Buyer Persona?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JULY 13, 2016

Keep in mind that these prospects are better informed than ever, and have probably already done some research about your industry, product, or solution before they ever reached out to you in the first place. Marketing is no longer a one-sided endeavor. It requires a dialogue with prospects.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JUNE 13, 2016

Like any product or service a company offers, content must be the result of deliberate organizational focus, infrastructure, research, and planning. Unfortunately, businesses can’t become content marketers simply because they decide to do so. Business leaders must be convinced of the importance of content.

Allocation 120

Allocation Content Demand Generation Agencies Work Management 120

Sales Engine

AUGUST 15, 2016

Research and hunting skills. When engaging with a prospect, whether via email, phone, or in person, the buyer expects the person on the other end to have done some research. 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.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 22, 2016

Research and hunting skills. When engaging with a prospect, whether via email, phone, or in person, the buyer expects the person on the other end to have done some research. 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.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 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. Prospects now do their research online first and decide for themselves if they are interested in talking to a sales rep.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

MARCH 15, 2017

Creating this presence involves orchestrating a wide spectrum of initiatives that will reach buyers in the places they frequent, engage them as they research and consider solutions, and equip your sales team to connect with them in a way that results in a closed deal.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

MAY 31, 2016

Creating this presence through content marketing involves orchestrating a wide spectrum of initiatives that will reach buyers in the places they frequent, engage them as they research and consider solutions, and equip your sales team to connect with them in a way that results in a conversation.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

APRIL 20, 2016

The sales person sees that they have downloaded the report and does some research on the company and determines that they meet the ideal prospect profile. For example, someone searches Google about a problem they’re having, and they find one of your white papers. They enter their name and email and download the report. Probably not.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

FEBRUARY 6, 2017

If buyers want to research and decide on their own terms, sellers must get themselves on buyers' radar more subtly: by publishing and promoting content that a prospect would want to consume. 1 This "Don't call us; we'll call you" sentiment is reflected in the rise of content marketing.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

JUNE 23, 2016

It just takes some different research into the numbers—and if you don’t have those numbers, now you know what you need to start measuring. It sounds complicated, but it’s not.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Sales Engine

FEBRUARY 8, 2016

The aim should be to do some research to introduce fresh content but not as much research as would be needed for a brand-new post. For instance, a piece on the best Chrome extensions for everyday users could become one on the best Chrome extensions for photographers.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

The aim should be to do some research to introduce fresh content but not as much research as would be needed for a brand-new post. For instance, a piece on the best Chrome extensions for everyday users could become one on the best Chrome extensions for photographers.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

JUNE 16, 2016

The way you attract these early stage buyers is to speak consistently to their high-probability pain points because at this stage, they’re just on the internet doing research on how to solve business problems. They don’t want to talk to sales reps. They don’t want to hear about your products.

Paid Search Agency 120

Paid Search Agency Trade Show Marketing & Strategy Public Relations 120

Sales Engine

OCTOBER 4, 2017

The problem is that your competitors are lurking on the Internet trying to find these prospects while they’re researching online to steer them their way using paid search, ad retargeting, SEO and other tactics. But it rarely works that way. And some of the “information” your prospects are discovering online is inaccurate or misleading.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

NOVEMBER 3, 2017

They go online to do their own research, compare prices and features, and make purchases. Today’s B2B Sales Cycle This B2B dynamic has changed, however. These days, buyers aren’t returning phone calls from anyone—great branding or not. Search engines are the new outlets for information, and Sales has less influence.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

MAY 5, 2016

In fact, the job of any good journalist is to extract expertise through interviews and research and communicate it in such a way that it garners interest from the reader. Content generation for the top-of-the-funnel requires good journalism skills, as opposed to subject matter expertise.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

AUGUST 17, 2016

Now you’ve got a baseline of information, and writing the blog post or article is as simple as adding some internet research and editing. Segment your videos to correspond with the calendar and have them transcribed. Note that a blog should probably be the central component of your content marketing campaign.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

JANUARY 12, 2016

It’s been very helpful for us to understand what kind of visitors we have, and we use a lot of testing and research in the galleries online to understand. “We’re interested in what people are reading, when are they reading it, how are they reading, what are they not reading, how are they consuming it, and in what format?

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

It’s been very helpful for us to understand what kind of visitors we have, and we use a lot of testing and research in the galleries online to understand. “We’re interested in what people are reading, when are they reading it, how are they reading, what are they not reading, how are they consuming it, and in what format?

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JULY 20, 2016

The problem is that your competitors are lurking on the Internet trying to find these prospects while they’re researching online to steer them their way using paid search, ad retargeting, SEO and other tactics. But it rarely works that way. And some of the “information” your prospects are discovering online is inaccurate or misleading.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120