Sales Engine

JULY 13, 2016

Ah, the sales funnel. As a marketer, you’re no doubt familiar with this ubiquitous image: contacts fall into the top and by some kind of magic become leads, then qualified leads, then sales-ready leads, and eventually, (you hope) closed sales. Meanwhile, your business leaders still expect you to increase sales.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JULY 13, 2016

Ah, the sales funnel. As a marketer, you’re no doubt familiar with this ubiquitous image: contacts fall into the top and by some kind of magic become leads, then qualified leads, then sales-ready leads, and eventually, (you hope) closed sales. Meanwhile, your business leaders still expect you to increase sales.

Top of Funnel 120

Top of Funnel Conversion Marketing Automation Services Sales Qualified Leads 120

Sales Engine

SEPTEMBER 1, 2015

It’s all about driving revenue , and to do that effectively, our marketing efforts much create actionable sales intelligence. They won’t help your sales people meet quota. They won’t help you track where your prospects entered into the sales cycle and became customers. Sales can’t control this whole process anymore.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Once the rebrand of the website was complete, First Rate implemented their content strategy in conjunction with Sales Engine and experienced immediate positive results.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Once the rebrand of the website was complete, First Rate implemented their content strategy in conjunction with Sales Engine and experienced immediate positive results.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

JULY 5, 2016

For companies struggling to reach sales goals, doing more of the same (more cold-calls, adding more salespeople) won’t break through growth plateaus. 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.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

AUGUST 23, 2016

When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MARCH 24, 2016

It certainly beats cold calling, and in an ideal world, we’d have so many inbound leads coming through our websites that we have to hire more sales people to deal with them. 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.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

OCTOBER 4, 2017

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Control Over the Sales Process Has Shifted The sales game has changed, and many companies have failed to adapt. Despite a vibrant U.S. And what can you do about it?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Control Over the Sales Process Has Shifted The sales game has changed, and many companies have failed to adapt. Despite a vibrant U.S. And what can you do about it?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Control Over the Sales Process Has Shifted The sales game has changed, and many companies have failed to adapt. Despite a vibrant U.S. And what can you do about it?

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

OCTOBER 1, 2015

Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. Sale intelligence includes information such as: Who is involved in the decision? Increased web traffic.

Top of Funnel 120

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

Sales Engine

JUNE 23, 2016

Calculating Total Cost of Customer Acquisition Because buyers are engaged with both sales and marketing as they move through the sales funnel, it no longer makes sense to draw a hard line between sales and marketing expenditures. In other words, for every four sales cycles, you’re going to win one of them.

Lead Ranking 120

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

Sales Engine

MARCH 17, 2016

Back then, a company that had established a strong brand could distinguish itself from competitors in the mind of a buyer long before a sales pitch even happened, and for sales, the stronger the brand, the better the odds of getting your call returned. How many leads turned into sales? Did the lead become a sale?

Budget Programs 168

Budget Programs Content Marketing Brand Identity Branding 168

Sales Engine

AUGUST 15, 2016

Whether or not your prospects know they have a problem your company can solve or not is irrelevant--they don't want to talk to sales people. In fact, the entire process must work in tandem with sales to turn suspects into qualified opportunities resulting in revenue. An understanding of the sales process.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

JANUARY 22, 2016

Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. An understanding of the sales process.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Leads Lead 120

Sales Engine

NOVEMBER 3, 2017

Once upon a time, branding was an indispensable part of a company’s success in B2B sales. Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentation were all devised for a simple overarching purpose: to get Sales in the door. This relationship was not always about the sale.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

DECEMBER 16, 2015

Most B2B companies need help from an outsourced content development partner at different stages in the sales cycle, but many companies will fail to produce qualified leads for their sales teams, making it harder to justify increasing expenditures.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

AUGUST 12, 2016

Now with the rise of content marketing , we’re wondering if salespeople will be replaced—or, in other words, will we be able to automate marketing processes to the point where we can lead people all the way through their buying journey, eliminating the need for sales reps? So what do they do?

Top of Funnel 136

Top of Funnel Content Marketing Cold Calling Sales Qualified Leads 136

Sales Engine

MARCH 13, 2017

Once upon a time, branding was an indispensable part of a company’s success in B2B sales. Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentation were all devised for a simple overarching purpose: to get Sales in the door. This relationship was not always about the sale.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Sales Engine

APRIL 13, 2016

Additionally, 85% of the companies surveyed indicate that lead generation and sales growth was their primary objective for greater investments. Not to say it doesn’t happen, but it won’t happen enough to move the sales needle. Your content production isn’t integrated with your sales process. That’s a big disconnect.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

MAY 12, 2016

Once upon a time, branding was an indispensable part of a company’s success in B2B sales. Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentations were all devised for a simple overarching purpose: to get sales in the door. This relationship was not always about the sale.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

DECEMBER 7, 2015

Now with the rise of content marketing , we’re wondering if salespeople will be replaced—or, in other words, will we be able to automate marketing processes to the point where we can lead people all the way through their buying journey, eliminating the need for sales reps? So what do they do?

Top of Funnel 120

Top of Funnel Content Marketing Cold Calling Sales Qualified Leads 120

Sales Engine

AUGUST 19, 2015

I have a friend in sales who continuously argues with me over the definition of what a Marketing Qualified Lead (MQL). But calling for a change in the definition of MQL or calling it dead doesn’t solve your larger problem, which is that you still have a dangerous disconnect between sales and marketing. However, the tide has turned.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Sales Engine

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. A recent client evaluation of their data revealed that, when content marketing was used in tandem with sales, the closing rates went up, the deal sizes were larger, and the cycle times were shorter.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

This is why it’s important to have great content available that supports every stage of the buying process in a complex sale. A recent client evaluation of their data revealed that, when content marketing was used in tandem with sales, the closing rates went up, the deal sizes were larger, and the cycle times were shorter.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

AUGUST 17, 2016

Talk to sales and find out how they’ve been finding leads. If you have a complex sales cycle, map out the process steps that led to those deals and see if you can identify some consistent issues. That way, you can develop content that helps sales people through the entire sales cycle, and not just top-of-funnel.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

JUNE 9, 2016

Content can and should be designed to assist sales reps as they move these prospects on through the funnel in the sales cycle. You have to get smart about the content strategy you’re developing and lead prospects down a path until they’re sales-ready. So what does the professionally trained sales rep do?

Top of Funnel 120

Top of Funnel Content Marketing Digital Marketing Funnels Lead Ranking 120

Sales Engine

DECEMBER 11, 2015

Talk to sales and find out how they’ve been finding leads. If you have a complex sales cycle, map out the process steps that led to those deals and see if you can identify some consistent issues. That way, you can develop content that helps sales people through the entire sales cycle, and not just top-of-funnel.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

NOVEMBER 24, 2015

You have to know whether your content is going to create awareness, move people into a shopping cart, or generate leads for B2B sales reps. Towards the end of the sales cycle, maybe it’s a case study that includes a video testimonial to demonstrate why your’e the best vendor on the planet to solve that problem.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120