Sales Engine
JULY 13, 2016
They expect you to be an expert in your field and about your solution, as well as to create relevant, informative content about it. Keep in mind that these prospects are better informed than ever, and have probably already done some research about your industry, product, or solution before they ever reached out to you in the first place.
Sales Engine
JULY 13, 2016
They expect you to be an expert in your field and about your solution, as well as to create relevant, informative content about it. Keep in mind that these prospects are better informed than ever, and have probably already done some research about your industry, product, or solution before they ever reached out to you in the first place.
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Sales Engine
SEPTEMBER 18, 2015
Buy accounting software”—okay, so now I understand this person’s intent a little more, and we start to get an idea of where the prospect might be in the buying cycle. Now what if we add “Buy SaaS-based accounting software”? So as a content marketer, what do you do with that information?
Sales Engine
APRIL 20, 2016
That was what we used to do before the emergence of a content-heavy internet, and it worked because sales people were the gatekeepers of information about products and services within a company. We may not have wanted to talk to sales reps, but that’s how we got the information we needed. The B2B sales process has changed.
Sales Engine
OCTOBER 1, 2015
For example, your latest deal could have started three months ago when you sent out a newsletter with several informative, third-party articles. That’s what we mean by actionable sales intelligence , and it’s created over time by using your content to collect information on your prospects and tie it to their lead record in the CRM.
Sales Engine
MARCH 24, 2016
This is beneficial to both the prospect and to marketing because the prospect continues to receive valuable material while marketing gains more insight and information on the prospect’s behavior to supply to sales when they are ready to step in.
Sales Engine
AUGUST 23, 2016
Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The buyer has WAY more control than they used to. Remember the children’s game Chutes and Ladders?
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