Sales Engine

JANUARY 25, 2016

For most companies, it likely started with marketing automation software, a website makeover, Search Engine Optimization, Pay-per-click advertising, and Customer Relationship Management software. I invite each of you to check out the article and watch the interview on our website. But, it hasn’t happened overnight.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 23, 2015

In addition to increased traffic on your website, high-volume frequency of posts may also be important in building your overall library—remember, Hubspot and Moz both note that the wide majority of monthly leads come from old posts.

Social Media 120

Social Media Media Long Tail Marketing Hubspot 120

Sales Engine

DECEMBER 22, 2015

After all, there’s only X number of global searches every month on any given keyword or keyword phrases, and so the next dollar you spend will have to be on different keywords with lower search rates, and so forth. In fact, you have to search a few pages before finding one. (In

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Funnel Advertising 120

Sales Engine

APRIL 24, 2018

Whether you connect via email, text, social media, or your website, the currency of engaging your prospects is content. That means you could blow an entire month’s budget on just a handful of clicks with no guarantee those who clicked will convert on your website. Content marketing can be a long, expensive, and uncertain journey.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

APRIL 20, 2016

They diagnose their own pain (for better or worse) and start searching for solutions by watching videos, downloading white papers, attending webinars, and using social media to check vendor references before ever talking to a rep. For example, someone searches Google about a problem they’re having, and they find one of your white papers.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

MARCH 17, 2016

Of course, gathering those insights requires tools like marketing automation software and website analytics, but if you’re using those tools properly, you can have an unprecedented level of visibility into how prospects are engaging with your brand. A great logo and a beautiful website may or may not attract visitors to your product.

Budget Programs 168

Budget Programs Content Marketing Branding Brand Identity 168

Sales Engine

NOVEMBER 3, 2017

Search engines are the new outlets for information, and Sales has less influence. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. A great logo and a beautiful website may or may not attract visitors to your product. How many leads turned into sales?

Branding 149

Branding Brand Identity Budget Programs Marketing Automation Services 149

Sales Engine

OCTOBER 1, 2015

Deal attribution can be measured , however, but you can’t use the same metrics that a B2C company does, which mostly measuring increased traffic to your website and what percentage converted. Those conversations now have to take place digitally —by people consuming your content and responding with interest.

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 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

OCTOBER 9, 2015

If you are GoPro, you want top of mind awareness if someone is shopping for a camera and they search for places to buy it like Amazon or Best Buy). But branding and awareness is really a more successful strategy for B2C companies where top-of-mind awareness is paramount. (If Anything that you publish is meant to be a conversation starter.

Demand 120

Demand B2B Marketing B2B Trade Show 120

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

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

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

Sales Engine

MARCH 13, 2017

Search engines are the new outlets for information, and Sales has less influence. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. A great logo and a beautiful website may or may not attract visitors to your product. How many leads turned into sales?

Branding 120

Branding Brand Identity Budget Programs Marketing Automation Services 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. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. Good Content Yields Branding A great logo and a beautiful website may or may not attract visitors to your product.

Top of Funnel 120

Top of Funnel Branding Brand Identity Budget Programs 120

Sales Engine

AUGUST 23, 2016

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

JULY 21, 2016

Once you’ve built content that attracts interest, you can use all of the digital channels at your disposal: email, social media, organic search, and, if it’s in the budget, paid search. How do you get people to engage?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

Once you’ve built content that attracts interest, you can use all of the digital channels at your disposal: email, social media, organic search, and, if it’s in the budget, paid search. How do you get people to engage?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 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

MARCH 3, 2016

In other words, people that are already looking for something and finding what they need on your website are going to have a higher chance of closing. Therefore you’re going to do a lot more due diligence in your search, looking not only at one vendor, but several. That’s not surprising.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

MARCH 3, 2016

In other words, people that are already looking for something and finding what they need on your website are going to have a higher chance of closing. Therefore you’re going to do a lot more due diligence in your search, looking not only at one vendor, but several. That’s not surprising.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Purchase 120

Sales Engine

FEBRUARY 8, 2016

Searching for Seeds in Blog Posts A humble and unassuming blog post can be turned into so much more. Posting in multiple venues is also possible; for example, putting a video on YouTube, Facebook and a business website. And make no mistake, repurposing content is essential for content marketing success.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

Searching for Seeds in Blog Posts A humble and unassuming blog post can be turned into so much more. Posting in multiple venues is also possible; for example, putting a video on YouTube, Facebook and a business website. And make no mistake, repurposing content is essential for content marketing success.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

SEPTEMBER 2, 2015

Email, social, or search? This isn’t a big deal for content that lives on your website where prospects can navigate to it on their own. And every time you come back, you learn more; there is always something new, yet the base map stays the same so you become more comfortable with it over time. So what does your content map look like?

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

JANUARY 14, 2016

Think of the headline – what key words need to be in there for the best organic search results? Did you get quality backlinks to increase the authority of your website or client? Sketch out the graphic and storyboard the big project. Whom do you need to talk to? Make a list.

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

APRIL 13, 2016

Demand generation requires a complete marketing program that not only attracts prospects to your website, but also converts them into leads, nurtures them over time through their unique buying journeys, and assists the sales team to close each deal. Your content production isn’t integrated with your sales process.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

AUGUST 22, 2016

For example, companies create content on their blogs and websites, and then use social media to distribute that content—but all they’re really getting out of that is branding and awareness, which is what we did as marketers in the 90s. But they’re ignoring the changes in our underlying business and buyer behavior as a culture.

Top of Funnel 120

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

Sales Engine

NOVEMBER 6, 2015

For example, companies create content on their blogs and websites, and then use social media to distribute that content—but all they’re really getting out of that is branding and awareness, which is what we did as marketers in the 90s. But they’re ignoring the changes in our underlying business and buyer behavior as a culture.

Top of Funnel 120

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

Sales Engine

SEPTEMBER 23, 2015

If you’re talking to a search engine optimization firm (SEO) that measures their performance only on traffic (number of unique visitors to your site every month), they would tell you not to gate anything because the Google bot can’t fill out the form, hit the submit button, and read the information that lives behind the curtain.

B2B Thought Leadership 120

B2B Thought Leadership Content Paper Thought Leadership 120

Sales Engine

OCTOBER 6, 2015

Companies now had the ability to publish frequent content without the bottleneck and without consideration of where it would live on the website. Blogging is the best way to get your content found on the internet because Google and other search engines love blogs. They know that the content that’s generated there is much more organic.

Content 120

Content Advertising Mediums B2B Sales Paid Search Agency 120

Sales Engine

NOVEMBER 24, 2015

For example, will your content be delivered on your website through a blog? But if this content for your website, ask if this going to be a blog, a case study, a white paper, an infographic, etc. Before you start thinking about the medium, you have to determine the channels where you’ll be promoting your content to maximize visibility.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

AUGUST 4, 2016

This is where you can use your sales brochures, case studies, ad slicks and websites that talk about you and your product. That doesn’t mean that you can’t have videos, infographics and Youtube channels and a resources section of your website—those are all good ideas.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

This is where you can use your sales brochures, case studies, ad slicks and websites that talk about you and your product. That doesn’t mean that you can’t have videos, infographics and Youtube channels and a resources section of your website—those are all good ideas.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120