Sales Engine

JANUARY 25, 2016

For most companies, it likely started with marketing automation software, a website makeover, Search Engine Optimization, Pay-per-click advertising, and Customer Relationship Management software. Today, I think so many companies are trying to muscle their way to more productivity with content rather than reimagining how they use it.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

SEPTEMBER 1, 2015

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. I’d be lying if I said it was an easy solution because it’s not.

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 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. And we’ve heard countless stories where a company has outsourced content development it in the past and have been less than satisfied with the results.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 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. Based on their total marketing expenditure for the year, we were able to calculate that each MQL cost the company $40.92.

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. Based on their total marketing expenditure for the year, we were able to calculate that each MQL cost the company $40.92.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 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. Prospecting at the top and middle of the funnel has changed, and it requires marketing to produce a bulk of the interest in the company through content. On paper, the numbers supported it.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

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. Most companies start with buying marketing automation without a solid strategy and underestimate the amount of content they require.

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

AUGUST 24, 2015

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. They went to trade shows and gave away trinkets in exchange for business cards.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Sales Engine

JUNE 2, 2016

But most successful content marketers know that there’s a lot more going on behind the scenes—which is why less than 30 percent of companies that execute content marketing strategies are happy with the results. Here are two common mistakes that companies make when they get into the new world of content marketing.

Top of Funnel 120

Top of Funnel Marketing & Strategy Paper Content 120

Sales Engine

NOVEMBER 9, 2015

It’s hard to say—we did grow the company, but not by a factor that justified the marketing expenditure. Companies are hiring publishing experts to run their content marketing divisions. Every company engaged in content marketing must consider itselfa publisher and media company.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

APRIL 14, 2016

Whether a company is B2B or B2C, Quinn instructs that it first begins with knowing your brand story and then telling it over and over, while always maintaining high quality, and then pushing it out to the target audience in a variety of ways. We didn’t call it [content] in those days, we just called it being creative.

B2B 168

B2B Blogger Content Public Relations 168

Sales Engine

OCTOBER 1, 2016

If you're like most companies, the pressure to hit Q4 numbers is so high that it's hard to even think about 2017 yet. If your company has a 90 day sales cycle, Marketing had better be focused on the 2017 plan October 1st 2016! But when should the Marketing department's 2017 quota start?

Planning 120

Planning Sales Cycle Sales Qualified Leads Paid Search Agency 120

Sales Engine

MARCH 28, 2016

Many companies have focused on increasing their inbound traffic for new leads to combat tighter spam regulations and more concentrated email filters. From your viewpoint, where are companies getting stuck with this process? B2B Content Enterprise: How does Conversion Sciences work with clients to optimize landing pages?

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

AUGUST 25, 2015

In most companies, the expertise comes from an executive, such as the CEO or President, senior level sales and product managers, and customer service. The project is most likely dead on arrival because of the time it takes, even in the companies that have executives with the skills and desire to write.

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

APRIL 21, 2016

I’m obsessed with the team at our company that operates as the first line of defense for our customers,” she says. As the head of marketing and editor-in-chief of Fundera.com , Meredith Wood calls herself a “sales groupie.” “I’m I try to pick their brains about the questions that customers are asking.

Content 159

Content Internet Marketing Training Spending 159

Sales Engine

OCTOBER 23, 2015

Both of these companies manipulated their publishing frequencies (both increasing and decreasing the total number of posts) with some interesting findings. Companies that had achieved that level of library generated 3 to 4 times more leads on a monthly basis compared to companies that fall below that threshold.

Social Media 120

Social Media Media Long Tail Marketing Hubspot 120

Sales Engine

OCTOBER 2, 2015

For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet. 38% of B2B companies said that their content marketing was effective. 47% of B2B companies have a DEDICATED content marketing group. But what about the B2B marketer? When does their quota start?

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 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

AUGUST 2, 2017

The BDR can recommend nurturing content and help position the seller as a valuable resource so that when the lead does reach sales-readiness, the seller is the first company that comes to mind. The BDR acts as a middle reliever who can have meaningful business conversations with prospects until they are ready to meet with the enterprise rep.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

FEBRUARY 25, 2016

A new software product that the product manager says is “cool” Anything that happened more than two days ago Shameless self-promotion of your company or product or yourself A big sales deal that is all about the numbers. Does the the CEO of your startup company build treehouses as a hobby? What’s the back story?

PR 136

PR Public Relations Marketing Management Storytelling 136

Sales Engine

MAY 19, 2016

Now the sales reps has something they can talk about beyond just the general interest in the company. For example, she can see that John Doe just watched a video on XYZ topic. And then he went on to visit three more related pages on the site.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

Sales Engine

JANUARY 18, 2016

For a company that had a lower average deal size (less than $2,000 per) and a low conversion rate from MQL to Sales Qualified Lead (SQL or opportunity), and an even lower win rate, we began to measure other factors such as win rate as related to the time of MQL creation, at some points the client was only closing 2% of those deals.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Cost per Lead 120

Sales Engine

AUGUST 13, 2015

It really changes the mix of what companies want to stand on sales and what they want to spend on marketing. But we tell companies don't do that until the rep is crying uncle because they're so many opportunities they can't get to them. People are 60 to 90 percent through their buying cycle before they talk to a sales rep.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

AUGUST 20, 2015

KOGLER: As you know, we live in an increasingly disruptive business and economic environment, and the one constant I see repeatedly, regardless of industry or company size, is that they are going through some sort of change. The CEO may need to explain the company's new strategy to the board.

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

FEBRUARY 25, 2016

A new software product that the product manager says is “cool” Anything that happened more than two days ago Shameless self-promotion of your company or product or yourself A big sales deal that is all about the numbers. Does the the CEO of your startup company build treehouses as a hobby? What’s the back story?

PR 120

PR Public Relations Marketing Management Storytelling 120

Sales Engine

SEPTEMBER 25, 2015

The differences are being caused by significant changes in the way a customer finds solutions to their problems, and most companies haven’t changed their internal sales and marketing processes to deal with them. In fact, the last few deals that we’ve won have varied from a one-month close to over 13 months.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

OCTOBER 1, 2015

For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet. 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. But what about the B2B marketer? When does their quota start?

Paid Search Agency 120

Paid Search Agency B2B Sales Organic Leads Marketing 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

FEBRUARY 18, 2016

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. Many companies make the mistake of developing content like it’s just another marketing campaign. So how do you improve the quality of your content?

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

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. Many companies make the mistake of developing content like it’s just another marketing campaign. So how do you improve the quality of your content?

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

MAY 24, 2016

Imagine how much hard work would be squandered, then, if a sales-ready prospect received a call from a sales rep who knew nothing about her, her company, her role, her industry, or the business problem(s) she was trying to solve by engaging with all that content.

Conversion 136

Conversion Forrester Lead Scoring Lead Ranking 136

Sales Engine

SEPTEMBER 13, 2017

When evaluating demand generation solutions, keep these 5 points in mind to ensure that you make a purchase that meets your expectations and the needs of your company. When choosing a demand generation solution, look for a company that will work side- by-side with you—even after the contract has been signed.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Budget Demand Generation Demand 120

Sales Engine

SEPTEMBER 18, 2015

Just the other day, one of our prospects told us that their SEO company suggested that they write no more than one blog post per week, and it should never be over 400 words. Now I know this company prefers vendors that offer a software-as-a-service model. Now what if we add “Buy SaaS-based accounting software”? But we’re not done.

Top of Funnel 120

Top of Funnel SEO Content Marketing Long Tail Marketing 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

JULY 29, 2016

Lead generation is not about buying lists with basic demographic (like titles, industries, and revenue size), which is why it’s so annoying when list vendors position themselves as lead generation companies just because they have contact information. But do you know what’s an even bigger waste of time?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 5, 2016

Lead generation is not about buying lists with basic demographic (like titles, industries, and revenue size), which is why it’s so annoying when list vendors position themselves as lead generation companies just because they have contact information. But do you know what’s an even bigger waste of time?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JUNE 28, 2016

If a person regularly takes the calls-to-action in your outbound email campaigns, downloads content from your website, follows your company on social media, and has visited your product pricing page, that person has self-identified as someone who is very interested in your product or service.

Marketing Qualified Leads 136

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 136