Sales Techniques

Browse our on-demand library to download and listen to webinars designed to educate you on trends and best practices in sales techniques.

Proving Marketing's Worth: What B2Bs Need to Measure and Why

The evolution of marketing automation tools and business analytics has made it easier to obtain measurements, but many sales and marketing organizations still struggle to prove marketing’s worth. Join Sales Engine International’s CEO and Founder, Paul Rafferty and Kim Cool, Sales Engine International's Director of Marketing Program Management, for a discussion of common B2B measurement challenges and a demonstration of dashboards built to track KPIs.

If It's Tuesday, Update Facebook: Simple Steps to an Effective B2B Social Media Strategy

Are you ready to make social media a bigger part of your overall marketing strategy but not sure where to start? The good news is: an effective B2B social media plan is easier than you might think. Join Tonya Severance, Marketing Program Manager at Sales Engine International, for an informative presentation on the simple steps any B2B can take to implement an effective social media plan.

Content Strategies Proven to Convert Leads

Your organization’s content library is its most effective tool for converting B2B leads into opportunities and customers. Join Paul Rafferty, CEO and Founder of Sales Engine International, for this webinar in which he will share how to put your content library to work turning prospects into opportunities and opportunities into customers.

Lessons from the Pitching Mound on Sales Team Development

Join Paul Rafferty, CEO and Founder of Sales Engine International, for this webinar in which he will discuss how the world of selling has changed and what steps sales and marketing execs need to take to leverage the value of new marketing automation tools to complement the right types of sales talent and reach their organization's goals.

The Next Evolution of Marketing Automation: Dynamic Content for the Buyer's Journey

Join Mike Vannoy, Chief Operating Officer of Sales Engine International and Jeff Erramouspe, President of Manticore Technology, for a discussion on the coming changes to marketing automation solutions and the role marketing automation may play in shaping future content development.

Sales Readiness in the Digital Age

Join Mike Vannoy, Chief Operating Officer of Sales Engine International, as he explores the gaps that can exist between sales and marketing efforts and strategies to bring both groups in alignment.

The Top Five Challenges to Delivering Relevant Content

A recent study revealed that creating and delivering relevant content is a primary concern for marketing and sales executives. Join Paul Rafferty, CEO and founder of Sales Engine International, as he shares strategies for overcoming content challenges.

878% Better Than Cold Calling: How Integrated Marketing Can Drive Appointments

Nurture marketing has gained significant traction in recent years, but marketers often struggle to tie the success of nurture efforts to closed deals.

Socialize your Prospecting through Affinity Groups, Co-marketing, and Trigger Events

Three Ways to Leverage Successful Social Media Concepts and Revitalize your Prospect Base

Winning B2B Buyers with your Content Marketing Mix
It's what you say to your prospects - the connection you make - that can make the difference in attracting prospects to your business. Hear Jeff Erramouspe of Manticore Technology and Mike Vannoy of Sales Engine International outline a strategy for developing the right messaging content targeted to your prospects.

3 Pillars to Marketing Automation Success: Find, Connect, Engage
You’ve heard it before: Marketing automation success relies on the process that drives it. But what should that process look like? The foundation of a successful marketing automation process rests on three key pillars. Hear Emily Mayfield of Manticore Technology and Mike Vannoy of Sales Engine International discuss the importance of these pillars, how they work together, and provide a framework on which you can build your own process and ensure you success with marketing automation.

Lead Nurturing After the Sales Handoff: Accelerate the Buying Process
In this webinar, marketing automation provider Manticore Technology teams up with Sales 2.0 lead generation expert Sales Engine International to reveal how Marketing can help drive revenue with three powerful, sales-driven lead nurturing programs.

B2B Webinar Series: "How to Find Prospects who are Shopping Without You"
The NEW Ideal Prospect Profile (IPP). The old ways of creating an IPP, based on simple demographics, worked great in the Sales 1.0 world. Success today demands a deeper understanding of your prospects.

How to FIND your prospects…or have them find you.
If you are a B2B Marketer you wrestle with this question every day. The days of knocking on doors or picking up the phone and “dialing for dollars” are long gone. Buyers are much more sophisticated today.

How do I CONNECT with my prospects?
The key is in understanding your prospects pain points and connecting with them by addressing what your prospects needs are and helping them solve those needs with the product or service you provide.

How do I ENGAGE my prospects?
You have taken the time to FIND your prospects. You are CONNECTED with them…now how do you ENGAGE them until they are sales ready?

Social Media: Using Social Networking and DRIP Campaigns to Build Your Business
B2B marketers are keenly interested in social media sites like LinkedIn, Facebook, Twitter and YouTube. Why? Because that's where their prospects are. According to Forrester Research, despite the recession, 50% of companies increased their spend on social media marketing this year. In this webinar you will learn how to grow your revenues using social media marketing.

Lead Generation vs. Lead Nurturing:Why 84% of qualified opportunities never close
In today's economic times many companies are forced to cut budgets, eliminate frivolous spending and focus on the bottom line. During these times it is critical to take accountability for all opportunities in the sales pipeline. According to a recent study by the Aberdeen Group, 16% of the total leads that are deemed sales opportunities actually close, and the difference between a successful company and a mediocre company lies in how the remaining 84% of already qualified opportunities are handled.

Inbound vs Outbound B2B Lead Generation
At the beginning of this decade, B2B marketers began to shift their spend from traditional advertising and promotion vehicles to paid search on the Internet. This paradigm shift occurred because the old ways of reaching target buying constituencies were no longer effective. The Internet offered a cost effective method for reaching a wide audience.

As the decade comes to a close, a new marketing concept is gaining traction - Inbound Marketing. Inbound Marketing is a strategy that focuses on your company "getting found" by your prospective customers. Proponents of Inbound Marketing believe your prospects want to do their own research and have their own time frame for buying. They do not want to be bombarded by sales messages. Therefore, if you have compelling content, optimized for search engines and a strong social media presence - buyers will find you.

But does Inbound Marketing work? Where does Outbound marketing fit into the equation?

Sales growth in a down economy:Strategies to grow sales while lowering expenses
"Historically, marketing budgets are among the first to be cut in a budget crunch, but marketers should be cautious about trying to find a quick fix," said Bob Liodice, president-CEO of the ANA. Learn new ways to achieve sales growth even when you have to tighten your own belt.

Improve Lead Generation and Clean Up Your Pipeline
See how you can quickly get Sales and Marketing working in sync to improve lead generation and qualification. Focus on tools and techniques that get sales and marketing working together.

Lead Scoring: Quit chasing cold leads and start talking to prospects who are raising their hand
Learn best practices in Lead Scoring and considerations every Marketer must take when developing a lead nurturing program. Mike Vannoy shares a real life example of how a Sales Engine client grew their pipeline and shrunk cycle time with this approach.

B2B web video for lead generation: Can Marketing save Sales?
The value of using web video and a lead generation tool as well as best practices to get your message heard above the fray.

B2B Prospects are shopping without you: How to INSERT yourself into THEIR process
The new world for B2B buyers and how sellers must adjust their tactics. It used to be that talented sales reps could get access to decision makers and shape the evaluations but this is becoming harder than ever. The frightening new reality is the game is over before it begins for many sales reps.

Sales Staffing in a Web 2.0 World - The New Paradigm
Explore Sales Staffing for organizations in a web 2.0 world. Learn a fresh approach looking at the business opportunity from the perspective of the "A" player

Don't let your Sales MODEL fall into a recession: 5 things you must be doing now
Create a Sales 2.0 strategy to match the way your prospects buy in this new world.

Why prospects don't care what you're saying... even when you're right
Knowing your customer's real needs and the unconscious why's of customer behavior translates into more meaningful messages, marketing campaigns and sales. Kate & Rosemary reveal techniques for discovering the emotional triggers to customer buying decisions