Sales Engine

FEBRUARY 25, 2016

Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Having practiced PR for more than two decades it might surprise you to hear me say that the principles of public relations haven’t changed much over the years.

PR 136

PR Public Relations Marketing Management Storytelling 136

Sales Engine

MAY 19, 2016

Marketing campaign consumption - when a prospect is in your database and they’re receiving your marketing campaigns on a regular basis, sales reps want to know what they’ve actually opened and clicked on.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

Sales Engine

FEBRUARY 25, 2016

Sure, there are more audiences to consider on social media and people are accessing information on a multitude of devices. Having practiced PR for more than two decades it might surprise you to hear me say that the principles of public relations haven’t changed much over the years.

PR 120

PR Public Relations Marketing Management Storytelling 120

Sales Engine

NOVEMBER 12, 2015

You may make a sale cold calling, but your BEST most profitable sales will come from relationships - and whether that’s done in person or digitally through social selling is irrelevant - it’s the same process with the same effect. Social selling is the new black, and time MUST be allocated to get to both customers and prospects online.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

AUGUST 2, 2017

Sales Engine built a library of multimedia content for this client and used email marketing, social media, search engine optimization (SEO) and ad retargeting to promote it to the 18,000 lead records in the client’s database.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

JUNE 7, 2016

Have you ever shared a blog post on social media? Now think about how you interact with them, aside from consuming their main products (reading, purchasing, and eating, respectively). Have you ever gone to the magazine’s website, or taken a quiz it offered?

Top of Funnel 120

Top of Funnel Content Demand Generation Agencies Barriers 120

Sales Engine

FEBRUARY 18, 2016

Content marketing is maturing in 2016 from a social media tactic to a formalized go-to-market strategy, but that doesn’t mean that, as marketers, we must generate more content. With companies increasing their expenditures on content marketing this year, many are wondering if it’s even worth going down this road in the first place.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

Content marketing is maturing in 2016 from a social media tactic to a formalized go-to-market strategy, but that doesn’t mean that, as marketers, we must generate more content. With companies increasing their expenditures on content marketing this year, many are wondering if it’s even worth going down this road in the first place.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

JUNE 20, 2016

Sales Engine also directed a small team of business development reps (BDRs) to follow up on all types of leads to measure and compare the conversion rates of cold leads, newly generated MQLs, and warm MQLs that had been nurtured over time.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

Sales Engine

MAY 22, 2016

Why Marketing is the New Selling – Through its traditional competencies of Branding, Events, Social Media, and Web marketing… Marketing should become the “accountable” party for all transactional sales.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

JANUARY 11, 2017

Blogs and other articles are produced, emails are sent out, social media is updated, and so on. We start by developing an editorial calendar of thought leadership topics that our prospects are interested in and then start slotting in campaigns accordingly. People start clicking on links, downloading articles, and commenting on posts.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

JANUARY 25, 2016

I don’t care if it’s email, social media, cold calling, or direct mail… Any of these methods are going to have relatively low response rates. So, if companies are in the market one in five years but evaluations generally last quarter of the year, that would suggest about 5% of your target market is in the market in any given time.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

OCTOBER 9, 2015

When it comes to B2B marketing—whether it be social media, email marketing, blogs, white papers or attending trade shows—it has to be about lead generation. You must convert this audience (anonymous and hanging out in social media) into known prospects for sales reps to have meaningful, consultative business conversations.

Demand 120

Demand B2B Marketing B2B Trade Show 120

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. The internet gives the buyers a lot more control as they use the Internet to learn about best practices.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

AUGUST 20, 2015

Christopher Kogler, Narrative IQ. When we’re providing information in a business environment such as spreadsheets, a series of bullet points in a presentation or a list of facts, the two parts of our brain that are activated are for language processing, but that’s about it. Alternatively, something fascinating happens when we listen to a story.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

OCTOBER 4, 2017

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. Presumably, this tactic would cut through the competitive clutter on the Internet and nudge prospects to engage with the company.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JANUARY 14, 2016

I’m an old-school news guy in a new media content marketing world , but as a web editor, my work processes are largely the same: I work with freelance writers to produce stories, I work with designers to add graphic value to the posts, and much of my job centers around distribution of our content through social media to build audience.

Planning 120

Planning Content Marketing Best Practices Content 120

Sales Engine

JULY 5, 2016

White papers, videos, webinars, social media, and online vendor reviews are their new preferred sources of initial engagement. No one can keep track of the thousands of interactions prospects have with you in email, social media, and your website—let alone engage with each of them uniquely with contextualized messages.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

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

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. Presumably, this tactic would cut through the competitive clutter on the Internet and nudge prospects to engage with the company.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

PR firms and branding consultants proliferated, and blogs and social media became all the rage. It turned out that social media wasn’t the panacea many hoped it would be to drive B2B sales. Presumably, this tactic would cut through the competitive clutter on the Internet and nudge prospects to engage with the company.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 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. Content marketing can be a long, expensive, and uncertain journey. Make no mistake, “content marketing” is modern digital marketing and you should absolutely be doing it.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

AUGUST 23, 2016

A conversation is a two-way street, and it doesn’t matter if you start the conversation from a phone call, voice mail, or email, or if a prospect finds you through Google, social media or a referral. That might look like a white paper to download, a video to watch, a webinar they attended or viewed in your archives.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MAY 12, 2016

The main goal is qualified leads for sales people , which means that if you’re not converting anonymous traffic to your website, blogs and social media, you’re not generating leads—you’re just branding, and that turns your overall customer acquisition costs into a much more expensive proposition.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

MARCH 3, 2016

We’ve [added people] into our social media content, our videos that we do for our listings, and our print publications. Using Content to Tell Stories Spangler noted that he always thought it was confusing for agents to show empty homes in their publicity pictures.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

MARCH 3, 2016

We’ve [added people] into our social media content, our videos that we do for our listings, and our print publications. Using Content to Tell Stories Spangler noted that he always thought it was confusing for agents to show empty homes in their publicity pictures.

Paid Search Agency 120

Paid Search Agency Content Marketing Storytelling Advertising Agencies 120

Sales Engine

JUNE 23, 2016

As content marketers , there are a lot of things that we can and should be measuring—open rates, click through rates, number of visitors (unique and returning), number of users, conversion rates, number of impressions, social media likes and followers, and so on.

Lead Ranking 120

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

Sales Engine

OCTOBER 8, 2015

A conversation is a two-way street, and it doesn’t matter if you start the conversation from a phone call, voice mail, or email, or if a prospect finds you through Google, social media or a referral. That might look like a white paper to download, a video to watch, a webinar they attended or viewed in your archives.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

FEBRUARY 8, 2016

Repurposing that content might include: A new chapter in an ebook or a section in a whitepaper An infographic A photo slideshow A video (for posting on Facebook, YouTube and other sites) Several social media/LinkedIn posts A podcast A decision map A quiz It is fun to go through blog posts and envision how to reuse them.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

FEBRUARY 8, 2016

Repurposing that content might include: A new chapter in an ebook or a section in a whitepaper An infographic A photo slideshow A video (for posting on Facebook, YouTube and other sites) Several social media/LinkedIn posts A podcast A decision map A quiz It is fun to go through blog posts and envision how to reuse them.

Content 120

Content Youtube Statistics Social Media 120

Sales Engine

APRIL 27, 2016

They’ll keep coming back to your web site or your social media content until they’re ready to proceed further down the buying process. We’ve had numerous customers that viewed our emails and webinars for a year or more before they were ready to take a meeting with a salesperson.

Top of Funnel 120

Top of Funnel Webinar Metrics Paid Search Agency Companies 120

Sales Engine

JANUARY 12, 2016

One of my favorite ways of thinking about this is a quote from a friend named Jim Rosenberg on Twitter and he says that your ‘social media is your embassy, a good website is your home country’—it all points back to you.”. What are you doing about getting your content seen?” “One

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

One of my favorite ways of thinking about this is a quote from a friend named Jim Rosenberg on Twitter and he says that your ‘social media is your embassy, a good website is your home country’—it all points back to you.”. What are you doing about getting your content seen?” “One

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

DECEMBER 28, 2015

Because the results are easier to measure than a branding campaign, it should be easy to develop something of value (like an infographic, white paper, or webinar) that lives behind a gate, then write some blogs that include links and references to it, email out your blog link in a newsletter and social media, and see what happens.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

FEBRUARY 11, 2016

Promoting it through consistent execution of campaigns , both outbound and inbound, leveraging its blog, email, SEO optimized landing pages, and social media. Leveraging marketing automation to convert this activity to Marketing Qualified Leads (MQLs).

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

Promoting it through consistent execution of campaigns , both outbound and inbound, leveraging its blog, email, SEO optimized landing pages, and social media. Leveraging marketing automation to convert this activity to Marketing Qualified Leads (MQLs).

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

DECEMBER 16, 2015

Because whether it’s content that you deliver to them through a personal email one-to-one from an individual rep, or it’s content offered through social media, or they’ve read your blog, the prospect must have the ability to navigate through all of your content at their own pace and choose their directions based on their own buyer’s journey.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120