Sales Engine

JANUARY 18, 2016

We hope so, but it was not the case in this instance, which can be attributed to sales rep adoption of CRM and the propensity to log opportunities only when they’re close to closing; and if they’re not logging them early, they aren’t being rolled into campaigns. They must look for opportunities to increase their audience organically.

Top of Funnel 120

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

Sales Engine

JULY 29, 2016

What roles do they play in the buying process? What information do you need to collect in your CRM that will give you more insight into whether the prospect has a problem that might be worth discussing? Who are they? What is important to them individually and collectively as a buying committee?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Marketing Qualified Leads 120

Sales Engine

JANUARY 5, 2016

What roles do they play in the buying process? What information do you need to collect in your CRM that will give you more insight into whether the prospect has a problem that might be worth discussing? Who are they? What is important to them individually and collectively as a buying committee?

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Marketing Qualified Leads 120

Sales Engine

OCTOBER 16, 2015

If fact, the tools we use today in combination with a CRM can get very specific in terms of what readers are interested in, which articles resonated the best, and so on. The more information we can compile on our readers, the greater knowledge we have in terms of catalyzing sales conversations. Demand More from Today’s B2B Marketer. (

Content Marketing 120

Content Marketing Lead Ranking Content Marketing & Strategy 120

Sales Engine

DECEMBER 16, 2015

Feeding the content marketing machine is an endless process, because once you stop publishing, your conversations start drying up. If you’re in the 68%, however, and you plan to go outside your company for help in putting together a strategy, the outside firm must go through a strategic process before any content development can begin.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

Sales Engine

OCTOBER 1, 2015

Because of the high volumes of content required to address all of the high probability pain points for everyone involved in the decision-making process, combined with the timing of where they are in the buying process when they consume that content, there’s no easy formula for calculation. Even that explanation was complicated!

Top of Funnel 120

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

Sales Engine

APRIL 7, 2016

If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword. Alignment means that sales and marketing are truly working together to generate revenue, and that requires a change in behavior and process on both sides. Here’s what the whole process should look like: 1.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

AUGUST 15, 2016

Therefore, sales prospecting with content requires a more complex process than it did even five years ago, largely because the buyer has a lot more control and salespeople are no longer the sole gatekeepers to the information they need. Record keeping and CRM knowledge. An understanding of the sales process.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Marketing Qualified Leads Leads 120

Sales Engine

JANUARY 22, 2016

Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. Record keeping and CRM knowledge.

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Marketing Qualified Leads Leads 120

Sales Engine

APRIL 13, 2016

B2B Sales cannot live on inbound alone , and without a thorough conversion strategy and process for lead nurturing, it’s all just branding and awareness. Your content production isn’t integrated with your sales process. Therefore, content must be developed for each stage of the sales process to plug holes in the sales cycle.

Top of Funnel 136

Top of Funnel Content Marketing Lead Ranking Digital Marketing Funnels 136

Sales Engine

AUGUST 19, 2015

But as marketers we must use this standard definition of MQL to make adjustments to our process. Are salespeople going to follow up on it? Probably not to the extent that it requires in today’s buyer’s journey. For example, if suddenly we’re getting a lot of students downloading our white papers, I want to know why. How did they find us?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 120

Sales Engine

JULY 21, 2016

A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process. If you don’t have a sales process (because you rely solely on referrals), start there. The next step is nurturing. How do I evaluate vendors?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JULY 21, 2016

A demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process. If you don’t have a sales process (because you rely solely on referrals), start there. The next step is nurturing. How do I evaluate vendors?

Lead Generation 120

Lead Generation Top of Funnel Generation Ad Building 120

Sales Engine

JUNE 9, 2016

Creating an end-to-end lead generation process with content marketing requires that your top-of-funnel content (the content that focuses on early stage buyers and is commonly found in blogs) is tied together with your premium conversion assets. But it can’t stop there.

Top of Funnel 120

Top of Funnel Content Marketing Digital Marketing Funnels Lead Ranking 120

Sales Engine

AUGUST 14, 2015

(Effectively is defined as over 50 percent of your total sales pipeline coming from this process.). Marketing automation can do a lot of things—it can automate great processes, and it can also speed up and automate bad ones. Next, you need to determine what mediums and skill sets will be required (and how best to acquire them).

Demand Generation Agencies 120

Demand Generation Agencies Demand Demand Generation Marketing Automation Services 120