Your B2B Sales Acceleration Engine

Transcription

1 Your B2B Sales Acceleration Engine Sales Engine International is a Sales Acceleration Company. We help you FIND, CONNECT with and ENGAGE your prospects.

2 Accelerate To ACCELERATE sales you will need: A great marketing database. World-class marketing technology and sales force automation software that interacts with your website. Rich-media content that connects with your prospects. Disciplined and relentless execution of campaigns, including lead scoring, and... A dedicated team with deep resources to keep everything on track. In short, you need a sales engine. The Problem Today, less than half of all sales reps are hitting quota and companies are struggling to build sustainable sales growth. The internet has completely changed the way your prospects buy, making the old ways you got your message out ineffective. 80% of business to business buyers report they found their vendor rather than their vendor s sales reps first contacting them. * Worse yet, when your prospects do find you, you must connect with them digitally in a way that aligns to their buying journey but 62% of companies don t create marketing content relevant to buyers at different stages of the buying cycle. ** Faced with these challenges and mounting quota pressure, sales organizations are more focused than ever before, chasing only sales ready prospects. This tunnel vision only compounds the problem however, because 80% of all marketing leads that sales discards go on to buy within 24 months. Unless you engage early and mid-stage prospects on their terms, you are throwing away marketing dollars, chasing new leads that your sales reps can t afford to pursue. Your prospects are shopping without you. Your old ways don t work anymore. Your sales reps are missing out on opportunities they don t even know exist. You need a sales engine. What We Do Sales Engine International helps you FIND, CONNECT with and ENGAGE your prospects in a way that aligns to the new way people buy using the internet. We combine best-inclass sales & marketing technology, sales operations infrastructure, program management and creative services to deliver a single end-to-end solution that fuels your growth. We are your sales engine. *Aberdeen Group **Marketing Sherpa - New Research Data: What Content Do B-to-B Customers, Prospects Yearn to Read? Sirius Decision

3 Finding It all starts with FINDING your prospects. Finding your best prospects starts by identifying your Ideal Prospect Profile (IPP). But as we develop your IPP, we do more than just identify searchable demographic criteria such as industry, revenue size and geography. We also build a psychographic profile of your best prospects and develop unique buying personas to find them where they congregate digitally. We find your prospects as they shop anonymously without you. Whether we help your prospects find you through Search Engine Optimization (SEO) or we find them from list vendors, affinity groups or research projects, your success will be determined by how well you mine the data in your database. Sales Engine International will help build your database then segment it by market segment, micro-segment, buying persona and digital behavior so demand generation can be targeted and aligned to your prospects buying journey. database of your best prospects that will become one of your most important corporate assets. FIND services: List Research & Appending List Purchase & Aggregation Database Segmentation & Cleansing Affinity Groups Trigger Events Ideal Prospect Profile Co-marketing Opportunities Search Engine Optimization With a well defined and segmented database in place, the next step is to CONNECT with your prospects. ENGAGE FIND CONNECT Ask these questions about your current marketing database: Does it represent your entire market based on your Ideal Prospect Profile? Are all records complete and is the data accurate? Is it segmented by market, buyer persona and digital behavior? Your prospects are elusive and you will need a clean, well-segmented database to FIND, CONNECT with and ENGAGE them digitally. Sales Engine International develops and executes strategies to build a marketing 80% of prospects find their vendor rather than the vendor s sales reps finding them.

4 Connecting Ask these questions about your sales messaging and content: Is it all about you or does it speak to the pain of your prospects? Does it speak to your different buying personas and map to their buying process? Is it interesting and compelling? Pain Solution Why you? Sales Engine International has an experienced and talented creative team to help design and develop compelling sales content. Working together, we develop messaging that fills the void between brand awareness messages and the conversations your reps have with sales ready prospects. We turn this messaging into engaging content that resonates with each buyer persona in your market. All our creative is produced in-house so we create an array of rich media content including web video for use in inbound and outbound marketing campaigns we execute on your behalf. CONNECT services: Sales Messaging Script and Storyboard Creation Video Production Websites, Microsites & Landing Pages HTML & enewsletters Social Media Sites, Blogs and Groups Once the database, sales messaging and content is in place, Sales Engine International will ENGAGE your prospects. I saw your video and finally understand what you do! -Customer of Sales Engine client

5 Engage Ask yourself these questions: Do you have the dedicated resources and technology to consistently touch thousands of prospects and respond to their digital behavior? Who stays engaged with leads discarded by sales until they are sales ready? Social Media Website Landing Pages Do you want your sales reps spending time keeping in touch with early stage buyers or closing sales ready leads? Building your sales engine requires a process and a strategy. It s easy to send an blast to your entire database, but an effective sales acceleration program incorporates awareness campaigns, highly-targeted lead-generation campaigns, contextualized lead-nurturing campaigns and an array of inbound programs including search and social media marketing. Keeping all of this aligned and maximizing your impact without fatiguing your prospects takes a comprehensive plan. Sales Engine develops the strategy and a detailed tactical plan that aligns with your business goals. Outbound and inbound campaigns are developed to engage your prospects until they are sales ready. Then, using our advanced marketing automation platform, we provide relentless execution on your behalf without interruption from side projects, vacations or sick days. We deliver non-stop execution of your sales acceleration programs. ENGAGE ser vices: Campaign Execution Lead Scoring Sales Force Automation (SFA) Marketing Automation Technology (MA) Social Media Engagement Program Management Sales Operations & Marketing Consulting That s how we help you FIND, CONNECT with and ENGAGE your prospects and that s how you accelerate sales. We are your sales engine. Microsites Keep your prospects engaged until they are sales ready.

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