Sales Engine

How Content Marketing Changes the Economics of Selling

Sales Engine

In the not-so-distant past, scaling a B2B company meant hiring more sales people that were responsible for all their own business development.

Quantifying the Value of Lead Nurturing: A Case Study

Sales Engine

Most marketing and sales leaders in the business-to-business world know that nurturing leads is important. The reason: it’s essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Redefining sales prospecting in an era where no one wants to talk to you

Sales Engine

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. That means cold calls. That means deleting email pitches.

Selling With Content: What’s Repeatable and What’s Not?

Sales Engine

Businesses love repeatable processes. Everyone is looking for the secret formulas that we can replicate and repeat to increase revenue.

6 Steps to Building Predictable Lead Flow and Revenue

Achieving predictable lead flow and revenue depends on monitoring sales history and developing a robust, flexible lead development process. Download this eBook for 6 clear steps you can take to build that process today.

Why Perfect Branding Isn’t Enough to Connect with Buyers

Sales Engine

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.

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Are you using the wrong lead-gen model?

Sales Engine

It’s time to face some hard truths about B2B sales. People don't answer their phones the way they used to—some 85 percent of phone calls go to voice mail never to be returned. People can filter through their email and decide who they're going to listen to.

What Can a B2B Marketer Learn From a 150-Year-Old Museum?

Sales Engine

Sometime in 2011, the Metropolitan Museum of Art in New York City decided that it could not rely on its 150-year history acquire new audiences—they needed to launch a massive digital initiative.

3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan

Sales Engine

3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan There are three challenges every B2B marketer faces as they try to build a lead generating engine to feed their sales team: 1. 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.

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Congratulations on your deal!  Didn’t you tell me you were going to close that months ago?

Sales Engine

Even as a CEO of a content marketing agency , I still get this pressure from my board and colleagues—and they all know how buyers have more control these days, buying on their own time frames, not ours.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Using Video to Collect Subject Matter Expertise

Sales Engine

Content creation starts with access to subject matter expertise. It then must be communicated in a meaningful, educational, and entertaining way (assuming that you actually want people to read it).

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The B2B Content Marketing ROI You Should Care About.

Sales Engine

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.

ROI 245

Marketing's 2017 Quota starts Today!!!

Sales Engine

Your Sales team will come into the office tomorrow morning and begin the Q4 push. Some reps will be scratching back from a tough summer trying to hit quota while the over-achievers reach for club and accelerators.

Feeding Sales Is a Process, Not a Project.

Sales Engine

For decades, the B2B marketer has been a manager of projects. They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Project-based marketing always has a beginning, middle, and an end.

The SaaS Guide to Customer Engagement, Retention, and Advocacy

After onboarding, most SaaS customers have to find their own way to success. This ebook by Influitive is a compilation of some of the best examples of programs designed to drive customer retention and advocacy, with examples from some of the world’s largest and most innovative SaaS vendors.

The Top 5 Mistakes Companies Make Building Demand Generation

Sales Engine

Most B2B companies are realizing that, to hit their growth goals, they need to shift the focus of their marketing from branding and awareness to lead generation. So they task marketing leadership with building a demand generation engine and run into myriad problems.

Content Marketing Requires the Mindset of a Publisher

Sales Engine

I’ve always loved magazines—most of us do, right? There’s something about scanning the headlines on the newsstand that I still enjoy, especially before getting on a plane or even when I’m killing time between meetings.

Content Marketing: Now Serving Freshly Squeezed SEO Juice

Sales Engine

Because the search engines like Google have changed their algorithms in the last few years, the role that search engine optimization (SEO) plays in content marketing is causing a lot of confusion.

SEO 238

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

Sales Engine

Several years ago, we made some significant investments in marketing after we’d purchased a marketing automation system, and the idea was to gain as much market traction as possible. We were able to achieve over 15,000 hits to our website, and we were being featured in some big national publications.

Lead Generation Companies: How to Pick a Right One

Have you ever had a bad experience using a lead generation company? If the answer is yes, you are certainly not alone; fortunately, MarketJoy has put together 4 simple questions that you can use to judge your next potential lead gen partner.

From Branding to Demand Generation

Sales Engine

How First Rate Uses Thought Leadership Content to Grow the Business Having the same brand since their start in 1991, First Rate knew they had to make some major changes if they were going to compete effectively and grow in today’s digital era.

Sales Vikings vs. Marketing Baby Birds

Sales Engine

Paul Rafferty, co-founder and CEO of Sales Engine Media, was a recent guest on the TechnologyAdvice Expert Interview Series. The series, which is hosted by TechnologyAdvice’s Josh Bland, explores a variety of business and technology landscapes through conversations with industry leaders.

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When Should You Put Content Behind a Form?

Sales Engine

A common issue with content creators is when to gate content and when not to. Gated content is defined as a content asset that lives behind a landing page—someone has to enter their information into a form to get to the page.)

Demand more from today’s B2B marketer

Sales Engine

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. Not that there isn’t branding and awareness value in these projects.

Demand 232

The Rise of the Customer Marketer

From marketing backwater to starring role, this eBook by Influitive explores the changes taking place in customer marketing from the perspective of customer marketers themselves (and explains just why it’s so crucial to customer engagement).

The Jig is Up—SEO Starts With Good Content.

Sales Engine

The role of Search Engine Optimization (SEO) has changed substantially over the last 10 years.

SEO 232

Content Marketing Is No Longer a Choice

Sales Engine

Many companies that have embraced content marketing are still using it as a branding and positioning function of their marketing department. It’s not that this approach is wrong, but it’s not the main reason that most successful companies have embraced content marketing.

Can the value of lead nurturing be quantified?

Sales Engine

Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Is Content the Solution to Your Shrinking Sales Pipeline?

Sales Engine

Despite a vibrant U.S. 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. And what can you do about it?

7 Cold Calling Tactics You Aren't Using but Should Be

Cold calling isn‘t dead; neither is it on its deathbed. In fact, it’s one of the most effective ways to increase sales and drive revenue. Learn 7 preperation strategies to lessen your stress, and to become a better closer!

Is it a good idea to hire a junior person to create your content?

Sales Engine

Depending on what their role is, you can hire a junior person to create content. But how do you define junior? If junior means “young,” most kids out of college know how to operate a video camera.

The 7 Attributes of Highly Effective Lead Generation

Sales Engine

It used to be that darkening the skies with sales reps, albeit expensive, was the best way to grow a B2B company—more feet on the street equaled more opportunities.

What Should Your Content Strategy Look Like? Let’s Go to the Zoo

Sales Engine

I live in St Louis which is home to one of the best zoos in the country. (If If you ever get to St Louis, definitely go to Forest Park and the zoo… it’s free, and it’s pretty awesome!) Coincidentally, I think the zoo lays out a great roadmap for content marketers.

The best content marketing blends old, new, and what’s next

Sales Engine

A newspaper editor, a digital producer and a content marketer walk into a bar…and they discovered that great stories and brand communications are no joke—it takes all of their combined skills to engage an audience and generate leads.

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How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

5 Key Points to Consider when Choosing a Demand Generation Solution

Sales Engine

Savvy B2B marketers are recognizing the limits of today’s email marketing and web analytics applications for generating qualified sales leads and are switching to a demand generation solution to ensure a continuous stream of qualified leads.

2016 Marketing Quota Starts Today

Sales Engine

Today the Sales team begins Q4 and the pressure is high as reps try to make club and hit accelerators while organizations try to hit revenue goals. For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet. But what about the B2B marketer?

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What's Your Story?

Sales Engine

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.

Content is the new currency—and your invitation to the dance.

Sales Engine

Everyone’s talking about content marketing , and companies are investing big dollars to jump on the bandwagon—but most are still thinking about it from yesterday’s marketing perspective where marketing’s primary role is branding and positioning.

RFP 223

9 Award-Winning Customer Advocacy Success Stories

Influitive's annual BAMMIES - Best Advocate Marketing Awards - eBook has been read by 2,000+ savvy marketers and business leaders. In this year’s edition, advocacy leaders from the likes of ADP, Cisco, and Ceridian reveal how to harness the power of advocates to drive growth across every area of an organization.