Your B2B
Sales Acceleration
Engine
Sales Engine International
is a Sales Acceleration Company.
We help you
FIND
,
CONNECT
with and
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 reportthey found their vendorratherthan 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-in-class sales & marketing technology, sales operations infrastructure, program manage-ment and creative services to deliver a single end-to-end solution that fuels your growth. We areyoursales engine.
*Aberdeen Group
**Marketing Sherpa - New Research Data: What Content Do B-to-B Customers, Prospects Yearn to Read?
FIND CONNECT
ENGAGE
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.
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
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
■ Co-marketing Opportunities ■ Search Engine Optimization
With a well defined and segmented database in place, the next step is to CONNECT with your prospects.
Finding
80% of prospects find their vendor rather than the vendor’s sales reps finding them.
Ideal Prospect
Connecting
“I saw your video and finally under-stand what you do!”
-Customer of Sales Engine client
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?
Sales Engine International has an experi-enced 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 email & eNewsletters
■ Social Media Sites, Blogs and Groups
Once the database, sales messaging and content is in place, Sales Engine International will ENGAGE your prospects.
Pain Solution Why you?
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”?
■ 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 email 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 areyoursales engine.
Engage
Keep your prospects engaged until they are “sales ready”.
Website
Social Media
Landing Pages
Micro-sites
