Sales Engine

APRIL 20, 2016

That’s why white papers, infographics, testimonials, and webinars are effective at driving this initial interaction. What’s making it so difficult is that prospects aren’t willing to talk to sales reps at the beginning when they’re just browsing. But to make a sale, ultimately they’re going to have to talk to a sales rep.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

FEBRUARY 6, 2017

Content marketing does the work that multiple sales touches used to do: when you create content your leads want to engage with, promote and distribute it effectively, and use each engagement to foster another, you warm your leads and prime them to interact with a sales rep.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Demand Generation Agencies 120

Sales Engine

AUGUST 23, 2016

What’s making it so difficult is that this middle-of-the-funnel engagement is that it still requires a one-to-one interaction. That interaction, however, must be approached differently. Content is a two-way interaction that is ongoing. What does this mean for marketing?

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

What’s making it so difficult is that this middle-of-the-funnel engagement is that it still requires a one-to-one interaction. That interaction, however, must be approached differently. Content is a two-way interaction that is ongoing. What does this mean for marketing?

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

SEPTEMBER 2, 2015

My youngest loves “Discovery Corner” where there are all kinds of interactive exhibits designed specifically for her age level. There are live exhibits, video exhibits, interactive exhibits, and plenty of places to just sit and rest. The zoo builds all kinds of attractions for all ages and all interests.

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

FEBRUARY 11, 2016

These facts cited above speak to the fundamental changes in the customer and prospect buying process—prospects are avoiding the interaction with your professional selling team until the very end of their buying process. But do you know what the prospects DO want? Your free content, advice and expertise.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

These facts cited above speak to the fundamental changes in the customer and prospect buying process—prospects are avoiding the interaction with your professional selling team until the very end of their buying process. But do you know what the prospects DO want? Your free content, advice and expertise.

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

JULY 5, 2016

No one can keep track of the thousands of interactions prospects have with you in email, social media, and your website—let alone engage with each of them uniquely with contextualized messages. That is, to create digital content that matches buyer behavior and addresses all highly probable pain points. The answer: automation.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

MAY 12, 2016

Measuring lead conversions is much more trackable than increased website traffic, social media interactions and mass media advertising. When you publish a blog post, article or infographic, you can track exactly how many people consumed it—and when you require registration to download, you can tell exactly who they are.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

APRIL 13, 2016

Buyers engage with sales reps when they’re good and ready, and for companies with a complex sale, it creates a huge hole to fill in the middle of the funnel where a one-to-one interaction is still required. 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 22, 2016

Buyers experience ONE BRAND from every interaction with people and content whether on the phone, tablet, PC, voice-mail, G2M, or face-to-face. While there is nothing wrong with putting both sales and marketing on quota to hit objectives, we can’t forget what this looks like from the buyer’s perspective.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 120

Sales Engine

NOVEMBER 6, 2015

Buyers experience ONE BRAND from every interaction with people and content whether on the phone, tablet, PC, voice-mail, G2M, or face-to-face. While there is nothing wrong with putting both sales and marketing on quota to hit objectives, we can’t forget what this looks like from the buyer’s perspective.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 120

Sales Engine

AUGUST 4, 2016

The more people interact with the content, that’s going to tip your hand to Google that this is valuable content. The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120

Sales Engine

AUGUST 4, 2016

The more people interact with the content, that’s going to tip your hand to Google that this is valuable content. The reason they like it is because it helps generate more organic content in the form of commenting, liking, and sharing.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120