Sales Engine

MAY 5, 2016

Most B2B companies that have engaged in content marketing initiatives have a problem at the top of the funnel—meaning that they need to drive more traffic to their website, intrigue people to open emails, click on social media posts, all to have more chances to convert them into qualified leads for sales people.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

MAY 12, 2016

Search engines are the new outlets for information, and sales has less influence with these top-of-funnel shoppers. But it’s not the main goal of today’s demand generation engine fueled by content marketing. Today’s B2B Sales Cycle Has Changed These days, buyers aren’t returning phone calls from anyone—great branding or not.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

OCTOBER 8, 2015

Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. The prospect performs a web search and they look at white papers, articles, videos, webinars, etc. Remember the children’s game Chutes and Ladders?

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

AUGUST 16, 2016

Companies are doubling down on their content marketing expenditures, but it’s not enough to publish a blog and optimize it for search engines and expect people to find it. In its most basic form, it looks like this: On the left you have search engines where people are typing in topics of interest.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

NOVEMBER 16, 2015

Companies are doubling down on their content marketing expenditures, but it’s not enough to publish a blog and optimize it for search engines and expect people to find it. In its most basic form, it looks like this: On the left you have search engines where people are typing in topics of interest. And it’s getting worse.

Sales Management 120

Sales Management Top of Funnel Cold Calling Content 120

Sales Engine

APRIL 13, 2016

Many companies have focused their content efforts on increasing brand presence and inbound web traffic by generating blogs, white papers, infographics and video, and they push that content out through email and social media. Not to say it doesn’t happen, but it won’t happen enough to move the sales needle. But it doesn’t stop there.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

AUGUST 4, 2016

But the transactional content needed to publish and use for campaigns should live in a blog for one main reason: search engines prefer it. You’re really going to need have rich content that has been developed for very specific niche audiences and promote heavily through social media, email, and possibly paid search.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

But the transactional content needed to publish and use for campaigns should live in a blog for one main reason: search engines prefer it. You’re really going to need have rich content that has been developed for very specific niche audiences and promote heavily through social media, email, and possibly paid search.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120