All engines need fuel, and lead generation is what fuels The Sales Engine℠. Many B2B companies continue to engage in tired, low impact lead generation activities based upon historical decision making rather than considering their opportunity cost. An openness to opportunity cost will result in redirecting resources to more productive lead generation and marketing investments.

We teach clients how to implement high impact lead generation such as content marketing, social selling and search marketing. High impact lead generation generates real ROI and keeps the sales pipelines flowing with high quality opportunities.

Digital Strategy is the idea of transforming your business from its current state to a better future state by using technology to streamline workflows and facilitate commerce by removing friction. We encourage clients to focus on 3 distinct opportunities to pursue: lead generation, sales acceleration and productivity tools. Although non-technical leaders may be intimidated by the prospect of building a digital roadmap, it’s really about priority ranking opportunities to create business outcomes through technology. 100% of businesses have constraints to commerce or friction in the customer experience. A smart digital strategy can be a gamechanger to those willing to think differently about their business.

Strong messaging is essential for sales teams to secure meetings, stand out from the competition and advance conversations with prospects. A well-crafted message is very much like a good melody. It stays with you. Although your message may not have the same emotional connection as a song, a succinct message is unique and leaves a lasting impression.

The Rock Your Message Framework is intended to launch clients into a team-based content-building process focused on the essential points of your message. The output is rich content that can be structured, ordered and refined based on its intended use. For example, if the content is pitch material for the sales team, company website, general marketing collateral or slide decks, it makes sense to use the content differently, in expanded or abbreviated formats, at different times in the sales process or customer journey.

You’ll know the sales team is Rocking Your Message when prospects and customers begin to repeat it. Why? Because compelling language always leaves a mark.

When implemented properly, companies see a consistent pattern of lead generation, sales pipelines flowing with high-quality conversations, a defined selling process and a sales toolbox full of assets to advance opportunities toward deal or no deal. In the end, the sales team is resourced to manage conversations like never before and company leadership experiences the sales results they’ve always dreamed about. Because leadership now has confidence in the results produced by The Sales Engine℠, they’re in position to intelligently resource their business for growth. The Sales Engine benefits sales leaders because the enormous performance gaps between sales reps shrink and they can now focus on coaching people up or out of the organization.

The Sales Toolbox house assets that salespeople use to advance conversations depending upon the unique buyer personas they interact with. Assets include your message, website, demos, white papers, case studies, industry insights, content or presentations and sales decks.

Smart salespeople understand their prospect’s objections and pull the most relevant assets from The Sales Toolbox for maximum impact.

Failure to have a growing Sales Toolbox indicates a lack of understanding of what’s required to succeed in today’s selling environment. The Sales Toolbox is an important component of The Sales Engine℠ and serves as a tangible reminder of how content is essential to demonstrate how your company’s authority and leadership benefits customers.