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). You have to build an engaged audience over time, person-by-person.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

APRIL 14, 2016

We’re all people, and even if you’re B2B you’re still a person,” she says. You have to have an interesting point of view, an interesting personality, and a story to tell that people want to hear.”

B2B 168

B2B Blogger Content Public Relations 168

Sales Engine

OCTOBER 2, 2015

Marketing must create content with the intent of replicating the process of one-to-one conversations with prospects that salespeople used to have (in person, on the phone, through referrals, etc), but now in a digital environment. The conversations you’re having with prospects now—both digitally and in person—will drive 2016 revenue.

B2B Sales 120

B2B Sales Paper Fulfillment B2B Marketing 120

Sales Engine

AUGUST 10, 2016

Outsourcing to a writer hasn’t been a great option either because even though at first it seems like an inexpensive alternative, it becomes cost-prohibitive when you consider all the time and effort to educate that person on your product and industry.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

FEBRUARY 25, 2016

Marketing automation should deliver content that speaks to your prospect like a person—rather than a machine. Your CRM Should Start Giving You an Indication Customer relationship management (CRM) software such as Salesforce consolidates all customer information into one database, from personal data to purchase history.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Sales Engine

NOVEMBER 30, 2015

Outsourcing to a writer hasn’t been a great option either because even though at first it seems like an inexpensive alternative, it becomes cost-prohibitive when you consider all the time and effort to educate that person on your product and industry.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

JANUARY 11, 2017

The BDR sees the email, looks up their lead record in the CRM, and sees that this person came into the system six months ago, clicked on a few campaigns, and then went dormant for a while until today. So what is it about this particular campaign that piqued their interest?

Demand Generation Agencies 136

Demand Generation Agencies Demand Generation Budget Programs Demand 136

Sales Engine

NOVEMBER 12, 2015

Jennifer Gluckow: Cold calling may have worked in 1972 (and even 2002), but it’s now a distraction and an annoyance to the person receiving the call. In-person networking, online (LinkedIn) prospecting, market positioning, content marketing , and value messaging are now the ways to go.

Cold Calling 120

Cold Calling Allocation Youtube Internet Marketing 120

Sales Engine

AUGUST 13, 2015

All you’re going to do is get another frustrated person invested in upstream digital marketing, search engine optimization, content executions, or some companies with pay-per-click, but it is important to feed them. You need a salesperson to add value — add personal value through experiences, through perspectives.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Sales Engine

FEBRUARY 25, 2016

Marketing automation should deliver content that speaks to your prospect like a person—rather than a machine. Your CRM Should Start Giving You an Indication Customer relationship management (CRM) software such as Salesforce consolidates all customer information into one database, from personal data to purchase history.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Sales Engine

AUGUST 20, 2015

As a management and business strategist for Narrative IQ , Christopher Kogler teaches leaders how to use personal business stories to influence, engage and inspire others to nurture them through the new sales process. The context is the context of your daily personal experiences. JASON MYERS: How do you define storytelling?

Storytelling 120

Storytelling Work Management Acquisitions Marketing Management 120

Sales Engine

JUNE 14, 2018

Middle relievers are many times on a different career path than the enterprise sales person, but the good news is that they tend to be less expensive high-commissioned sales rep. It’s similar to a sales job, but they also must be a nurturer of many prospects at a time like a marketer does.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

MARCH 10, 2016

The human being is going to interact with it based on if it’s original—just like anything else we encounter in life, whether we’re looking personally or professionally online it resonates with us rather quickly if its something of high quality and it doesn’t if it’s not.

SEO 120

SEO Organization Content Marketing Agencies 1 120

Sales Engine

MARCH 31, 2016

Something that leverages real-time analytics and insights to personalize and automate that customer experience. Getting the right content in front of prospects at the right time will always work, whether it’s in an email, in a blog, or in person. If you do this right, the sales will be inbound.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

FEBRUARY 5, 2016

In the next view we found that these many of the 73 opportunities that had gotten to their final stage were actually sales sourced, 23 of them were supporting existing sales cycle, and 9 of them are marketing sourced.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking MQL Top of Funnel 120

Sales Engine

MAY 11, 2016

All of your web traffic increases are great, but if we can’t lead the qualified prospects to some sort of conversion asset to help lead them through their own buyer’s journey, it’s just branding and awareness—and that’s not enough for feeding today’s outside sales person with qualified leads.

Webinar Metrics 149

Webinar Metrics Sales Qualified Leads Demand Generation Agencies Marketing Automation Services 149

Sales Engine

FEBRUARY 5, 2016

In the next view we found that these many of the 73 opportunities that had gotten to their final stage were actually sales sourced, 23 of them were supporting existing sales cycle, and 9 of them are marketing sourced.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Top of Funnel MQL 120

Sales Engine

JUNE 30, 2016

You have a person that meets your ideal prospect profile, they have declared interest in you and your brand because they’re consuming your content, and you know that the topic resonates. There’s more of a fundamental shift in the way that sales organizations need to look at how they are going to pursue the marketing qualified lead.

Sales Qualified Leads 120

Sales Qualified Leads Allocation Marketing Qualified Leads Lead Ranking 120

Sales Engine

MAY 19, 2016

Past communications with a prospect - all past emails and phone calls should be logged and stored in the CRM so that when a sales person views the lead record, they can see if there’s been some form of communication in the past, and what the results of that communication were.

Sales Qualified Leads 159

Sales Qualified Leads B2B Marketing Webinar Metrics Marketing & Strategy 159

Sales Engine

JULY 7, 2016

Middle relievers are many times on a different career path than the enterprise sales person, but the good news is that they tend to be less expensive high-commissioned sales rep. It’s similar to a sales job, but they also must be a nurturer of many prospects at a time like a marketer does.

Top of Funnel 120

Top of Funnel Lead Ranking Paid Search Agency Content Marketing 120

Sales Engine

AUGUST 25, 2015

A junior person can’t get it done. Creating compelling content must have subject matter expertise that’s aligned to the high-probability pains of the personas that you’re marketing to—as well as to whatever stage of the buying process that they happen to be in at that moment.

Video Marketing 120

Video Marketing Marketing Management Copywriting PR 120

Sales Engine

AUGUST 2, 2017

The reason: it’s essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person. Buyers today often use the Internet to research products and vendors long before they’re prepared to make a purchase.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Sales Engine

NOVEMBER 9, 2015

The first key to making this work is hiring a marketing leader that has his/her effectiveness ratings tied to lead generation and revenue growth— similar to a commissioned sales person. What happens when you make this shift? Your marketing staff will now be focused not only on increasing web traffic to your site, but the RIGHT web traffic.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Conversion Paid Search Agency 120

Sales Engine

SEPTEMBER 11, 2015

And someone is going to comment on the person that disagreed with that comment and offer their opinion, and so on. The reason being that organically generated content is much more valuable when it comes problem resolution. So if someone wrote a blog post on that problem, it’s likely that other people disagree with that solution.

SEO 120

SEO Content Keywords Opinions 120

Sales Engine

JUNE 20, 2016

Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person.

Lead Ranking 174

Lead Ranking Marketing Qualified Leads Lead Nurturing Lead Scoring 174

Sales Engine

FEBRUARY 2, 2016

They’ve recognized that it is quickly becoming the go-to platform for news and entertainment that is pertinent to them—both personally and professionally. “I You might also be surprised to find out that most mainstream publishers are pouring money into Facebook to distribute their content.

Lead Generation 120

Lead Generation Facebook Lead Scoring Lead Ranking 120

Sales Engine

MAY 17, 2016

Any person who has engaged that much is a wonderful lead worth keeping, and should be considered a marketing qualified lead (MQL)—but he may need more nurturing to be sales-ready. Behavior that indicates sales-readiness to a computer may be more complex than it appears.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 136

Sales Engine

SEPTEMBER 25, 2015

In fact, the entire sales and marketing process needs to be reworked on agile principles to be able to capitalize on the one-to-one conversations (digitally AND personally) needed to work prospects through the funnel. Following up on marketing qualified leads is going to take way more work than your closers are going to want to put in.

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

MAY 22, 2016

In Neil’s words “How you sell it is more important than what you sell”.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Sales Engine

DECEMBER 21, 2015

You need a person who owns the strategy and oversight for your program. Because it’s not realistic for most companies to assemble a team with such specialist skills, organizations need to get creative and outsource where necessary. Start with a content strategist.

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

MARCH 28, 2016

Demand generation requires a complete marketing program that not only attracts prospects to your website, but also converts them into leads, nurtures them over time through their own buying journey, and assists the consultative sales person to close.

Marketing & Strategy 120

Marketing & Strategy A/B testing Broadcasting Content 120

Sales Engine

JANUARY 25, 2016

You have to build your audience one person at a time, and you keep them one person at a time.” Sree believes that many organizations have a false notion that they can simply buy an audience by spending a few hundred dollars for tens of thousands of followers.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

JUNE 20, 2017

Any person who has engaged that much is a wonderful lead worth keeping, and should be considered a marketing qualified lead (MQL)—but he may need more nurturing to be sales-ready. Behavior that indicates sales-readiness to a computer may be more complex than it appears.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Sales Engine

APRIL 7, 2016

To marketing, though, that person looks good enough on paper (or rather, in the CRM) to be designated “marketing-qualified” and handed off to the sales team for follow-up. That marketing qualified lead, the person who has downloaded the white paper, is a great lead, and we shouldn’t pretend that it isn’t.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

DECEMBER 6, 2016

But it’s not as simple as hiring one key person; it’s very rare for all of the necessary skills to exist in one person, or even several people. (They may still be necessary, just not in a demand generation function.) A demand generation program requires a consistent drum beat of content.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Paid Search Agency Demand 168

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I You have to build your audience one person at a time, and you keep them one person at a time.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120

Sales Engine

JANUARY 12, 2016

Sreenivasan leads their content marketing arm like it’s a full-blown media company, running a 70-person “newsroom” that focuses on topics he loves: digital, web, social, mobile, video, apps, data, geolocation, email, and more. “I You have to build your audience one person at a time, and you keep them one person at a time.

B2B Marketing 120

B2B Marketing Paid Search Agency B2B Storytelling 120