Sales Engine

JANUARY 11, 2017

For most B2B companies with a complex, relationship based selling process, a demand generation program that provides actionable sales intelligence is one of the best options at their disposal. As a marketing leader, have you been tasked with building a demand generation program designed to funnel leads to salespeople?

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

OCTOBER 16, 2015

The answer is critical for anyone in B2B marketing today. B2B content marketing today is really about generating leads for sales by replacing the one-to-one conversations that salespeople used to be able to get more predictably. Demand More from Today’s B2B Marketer. ( B2B Marketing Blog RSS. And you should.

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

AUGUST 25, 2016

In this webinar clinic, Presenter Mike Vannoy, Co-Founder and COO of Sales Engine Media will diagnose three of the most common mistakes that B2B companies make in their content strategy that results in lost opportunities.

Webinar Metrics 120

Webinar Metrics Conversion Content B2B Sales 120

Sales Engine

OCTOBER 1, 2015

But what about the B2B marketer? 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. When does their quota start?

Paid Search Agency 120

Paid Search Agency B2B Sales Organic Leads Marketing 120

Sales Engine

AUGUST 10, 2016

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. Producing content in-house isn’t really a viable option because the thought leaders in the organization don’t have the time (or the skills) to write.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

FEBRUARY 25, 2016

Content marketing gurus all seem to be talking about the need to create experiences for marketing to engage with buyers, but what does that mean to the average B2B company? In other words, it’s not about you, it’s about them. You may even have one, but are you using it to its fullest potential?

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

JANUARY 7, 2016

The culture has shifted to where people just don’t want to talk to a sales person until they’re sure they have a problem you can solve (which is an issue for many B2B companies offering complex solutions while their prospects might not even know that they have a problem yet).

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

JANUARY 25, 2016

Most of us understand that the world of marketing has changed—B2B has gone digital. Now, I assume most of you aren't considering starting a news channel, a daily paper, or writing a book, but the message is the same to B2B marketers. This is where B2B marketers need to depart slightly from the traditional media company play.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

NOVEMBER 30, 2015

A common issue in B2B companies with a complex product or service offering is whether or not they can outsource content production that will resonate with prospects. Producing content in-house isn’t really a viable option because the thought leaders in the organization don’t have the time (or the skills) to write.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

JULY 29, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If In fact, Sirius Decisions estimates that 60%–70% of the content generated by B2B companies is going unused and unconsumed.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

FEBRUARY 25, 2016

Content marketing gurus all seem to be talking about the need to create experiences for marketing to engage with buyers, but what does that mean to the average B2B company? In other words, it’s not about you, it’s about them. You may even have one, but are you using it to its fullest potential?

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

JANUARY 5, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If In fact, Sirius Decisions estimates that 60%–70% of the content generated by B2B companies is going unused and unconsumed.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JUNE 14, 2018

In the not-so-distant past, scaling a B2B company meant hiring more sales people that were responsible for all their own business development. They would bang on the phones, knock on doors, go to conferences and networking events and that would be enough to fill their calendars with enough qualified appointments.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

JUNE 28, 2016

The scenario is similar for any quota-driven B2B sales team. It’s natural, then, for you to be singularly focused on finding those witnesses—talking to anyone else might seem like a waste of time. To keep their jobs, reps need to close as many deals as they can. They’re not interested in engaging with prospects who are not ready to buy.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136

Sales Engine

FEBRUARY 5, 2016

Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. But how do they know if those marketing efforts are having impact on the bottom line?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 120

Sales Engine

FEBRUARY 5, 2016

Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. But how do they know if those marketing efforts are having impact on the bottom line?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 120

Sales Engine

AUGUST 13, 2015

Eighty-five percent of B2B phone calls go to voicemail and are never returned. They're a bunch of Vikings drawing swords and fighting, and kicking the doors down and convincing people that they're the right choice and taking it the whole distance. They don't do that anymore. So, the old tools sales reps used to leverage have dried up.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

DECEMBER 21, 2015

In the B2B space, the number-one goal of most content marketers is to generate leads for their sales team. The message we should take away from Redbull is that, even when it comes to B2B lead generation , content marketing is not an event or a campaign. Do you see it? The focus needs to be on the buyer and not YOU.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

SEPTEMBER 1, 2015

I predict that B2B companies that don’t embrace this new marketing direction in a big way will face serious revenue challenges in the future. It’s not an add-on function that lives inside your marketing department, it’s not about branding and positioning, and it’s not a choice.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

Sales Engine

OCTOBER 1, 2015

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. Have they just started looking for a solution or are they down to vendor selection? Increased web traffic.

Top of Funnel 120

Top of Funnel Sales Qualified Leads B2B Marketing Marketing Qualified Leads 120

Sales Engine

JULY 7, 2016

In the not-so-distant past, scaling a B2B company meant hiring more sales people that were responsible for all their own business development. They would bang on the phones, knock on doors, go to conferences and networking events and that would be enough to fill their calendars with enough qualified appointments.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

MARCH 28, 2016

B2B Content Enterprise: How does Conversion Sciences work with clients to optimize landing pages? B2B Content Enterprise: How important are your buyer personas in your content strategy? Massey : We primarily optimize sites that are looking to generate revenue or generate valuable leads. Very important.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

OCTOBER 27, 2015

More Related Posts from Sales Engine: Demand More from today's B2B Marketer Feeding Sales is a Process, Not a Project Content Marketing Requires the Mindset of a Publisher. The play is then to tap into your content library and share other content on the same topic to further nurture them down the process.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Buy 120

Sales Engine

MARCH 24, 2016

However, most B2B companies haven’t been able to supply enough leads through their inbound efforts to make sales quotas and hit revenue growth targets. Successful B2B marketers are combining inbound approaches with outbound methods to build long-term relationships with prospects. Use whatever works for you and helps you make money.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Sales Engine

MAY 22, 2016

As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

NOVEMBER 12, 2015

Demand More From Today's B2B Marketer. More help on sales prospecting in a digital era: Want More Qualified Sales Conversations? Give Marketing a Quota I Noticed You Read My Blog, Do You Want To Buy From Me?

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 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. If you’re B2B, there’s only one place they can buy—and that’s from you. Not that there isn’t branding and awareness value in these projects.

Demand 120

Demand B2B Marketing B2B Trade Show 120

Sales Engine

SEPTEMBER 13, 2017

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.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Budget Demand Generation Demand 120

Sales Engine

MAY 5, 2016

One of the biggest complaints we hear about outsourcing B2B content is that what they get back is often substandard and unusable. It requires re-working by in-house subject matter experts, and that defeats the purpose of outsourcing in the first place.

Top of Funnel 120

Top of Funnel B2B Thought Leadership B2B Business 120

Sales Engine

JANUARY 12, 2016

Further, he notes that “what you can learn from us is that marketing with content to a B2C audience is the same process as in B2B marketing—it’s just that a CEO becomes the consumer [of the content]. I would also say that the lessons that I have learned here apply to any industry: What are you doing about mobile?

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

Further, he notes that “what you can learn from us is that marketing with content to a B2C audience is the same process as in B2B marketing—it’s just that a CEO becomes the consumer [of the content]. I would also say that the lessons that I have learned here apply to any industry: What are you doing about mobile?

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 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

AUGUST 20, 2015

KOGLER: Obviously, the role of salespeople has changed significantly over the last couple of years, not only because they need to be more consultative, but also the nature of B2B products and services that they sell has become increasingly complex.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

MARCH 10, 2016

Lemas sat down with The B2B Content Enterprise to share some of his insights on what it takes to create quality content that will result in better organic search results. Q: How has search engine optimization changed since you started working in the space?

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

MARCH 15, 2017

What is Demand Generation? Demand generation is about creating a presence in the minds of your prospective buyers. It’s about establishing a connection with your brand as a solution for buyers who need to solve specific problems. And, ultimately, it’s about being on those buyers’ short list when they’re ready to purchase.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

MAY 31, 2016

Demand generation is about creating a presence in the minds of your prospective buyers, connecting them with your brand as a solution for specific problems, and ultimately about being on their short list when they’re ready to purchase.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

DECEMBER 6, 2016

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. have changed the way that B2B companies market their products and services. have changed the way that B2B companies market their products and services.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168