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Sales Engine

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6 Reasons Your Content Marketing Isn’t Really Working

Sales Engine

Why is it working for some companies and not others? In fact, the entire sales and marketing process needs to be reworked to be able to capitalize on the one-to-one conversations (digitally AND personally) to adequately work prospects through the funnel. That’s a big disconnect. So what’s the problem?

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How Content Marketing Changes the Economics of Selling

Sales Engine

The math doesn’t work the same as it used to because of decline in connection rates. When it works that way, it’s great! But there are two major problems with that model today: Quota-carrying, outside sales reps are an expensive resource to be putting on the phones to follow up on marketing qualified leads.

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5 Key Points to Consider when Choosing a Demand Generation Solution

Sales Engine

After being implemented, these solutions are often rendered useless because no one can figure out how they work. After being implemented, these solutions are often rendered useless because no one can figure out how they work. Execute a marketing campaign—does the system work as promised?

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How Content Marketing Has Changed the Economics of Selling

Sales Engine

The math doesn’t work the same as it used to because of decline in connection rates. When it works that way, it’s great! But there are two major problems with that model today: Quota-carrying, outside sales reps are an expensive resource to be putting on the phones to follow up on marketing qualified leads.

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What's Your Story?

Sales Engine

Steve Jobs’ keynote at his last Worldwide Developer’s Conference keynote in 2011 is an excellent example of business storytelling and a master storyteller at work. In the work that I do, I'm not interested in turning the C-Suite or the sales and marketing team into professional journalists. JM: How do you typically work with clients?

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Want more qualified sales conversations? Give marketing a quota…and some writers

Sales Engine

So from a branding and awareness perspective, it worked fantastic! The first key to making this work is hiring a marketing leader that has his/her effectiveness ratings tied to lead generation and revenue growth— similar to a commissioned sales person. Marketing works in tandem with sales on an ongoing basis.

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The Ugly Truth About Beautiful Content

Sales Engine

Content Distribution: This person works relationships with media, channel partners and paid media to promote content that attracts new audiences. That art-science combination will also be reflected in the way your content and marketing departments work together. It’s that combination that a successful content program requires.