In this webinar clinic, Presenter Mike Vannoy, Co-Founder and COO of Sales Engine Media will diagnose three of the most common mistakes that B2B companies make in their content strategy that results in lost opportunities.

Watch our presentation: How to Develop Content That Drives Sales Conversations, to learn more about:

  • How to produce content that connects with prospects like a sales rep
  • How to convert anonymous prospects
  • How to get on the short list when the prospect is 'sales ready'

Content Marketing Workshop w/Live Critiques


Just because B2B companies are investing heavily in content marketing doesn’t mean that they’re successful at generating the leads they need for business growth. In fact, they’re making a lot of mistakes that result in lost opportunities and lost revenue.

In this webinar, Mike Vannoy will cover the most common mistakes that companies are making with their content marketing strategies and provide simple solutions to solve the problem. You’ll learn:

  • How to know what type content you need
  • How to increase conversions
  • How to close the loop on content and lead generation

Many B2B companies are trying to use content marketing for demand generation but get stuck. They're producing content but it's not resulting in leads that convert into sales. In this webinar, we'll show you, step-by-step, how to create a closed-loop demand generation system using content marketing. You’ll learn how to build your own “sales engine” that produces a steady flow of leads for your sales team. 

Many companies that are using content marketing get stuck when it comes to actually generating leads for their sales teams. 

In this webinar,'s co-founder Ryan Buckley will start by talking about how to best develop content so that it maps to the B2B Sales Process. 

Mike Vannoy, Co-Founder of Sales Engine Media will then talk about how to close the loop on your content marketing process by developing lead intelligence, lead nurturing, marketing automation and best practices for analytics. 

You'll learn: 

  • How to design and use content around the sales process
  • How to distribute content
  • How to measure your content's effectiveness and close the loop

B2B Companies are investing heavily in content marketing for 2016, and it's not enough to produce blogs, white papers and video to get found. 

Watch our presentation: Creating Competitive Advantage Through Content Marketing to learn how to create and use existing content to gain a strategic advantage over your competitors.

You'll learn:

  • How to use content marketing for more than just branding and awareness
  • How to create content that drives sales conversations
  • How to track and analyze performance in a complex B2B sales process

In the past, search engine optimization (SEO) and Content Marketing have been separate paths with the same goal of getting found on the internet—but those two worlds have really come together as one. Google algorithms have changed dramatically, and what you did five years ago to maximize SEO is much different than what you need to do today.

In the webinar on September 24th, Mike Vannoy, COO and co-founder of Sales Engine Media will outline the various strategies for using SEO and content marketing to generate leads for your sales team.

Paul Rafferty, CEO Sales Engine

Paul Rafferty, CEO Sales Engine

Geoff Winthrop, EVP Acquirent 

Geoff Winthrop,
EVP Acquirent 

Many companies still defer to the same failed strategy of hiring more sales reps to grow their revenue. 

But, because today's buyer has more control, adding sales reps won’t help you achieve the growth that you want.

Paul Rafferty, CEO of Sales Engine and Geoff Winthrop, EVP of Acquirent will discuss the changes you need to make to your sales process to fit this century's buyer.


Listen in to this panel discussion about how to create content that will resonate with your prospects, fill your sales pipeline, and convert prospects into customers. In this conversation, four B2B marketing experts will share:

  • How to get started developing compelling content--without breaking your budget
  • What types of content work best in B2B lead generation campaigns
  • How to leverage your marketingautomation platform for contentdistribution


You've already shifted your marketing budgets from print to digital and branding to lead generation. So, why is the sales team still starving for leads?

Most marketing teams are hardwired for projects with a beginning, middle, and an end: The annual customer event, a trade show, or the next big "marketing campaign."

But, lead-gen isn't a project. It's a process that requires a never-ending flow of data, content, and execution. But that requires a whole new set of dedicated skills. And they're not the same skills it took to run yesterday's events and campaigns.

Click Here to View the Webinar

Is your current marketing strategy delivering enough leads to your sales team?

If not, it's time to identify a lead-generation model that will work for your marketing team, sales reps, and bottom line. There is no one-size-fits-all model for lead-gen. You need a framework for deciding what works best for your company.

Click Here to View the Webinar


Do you know how much marketing you’re going to need to meet your 2015 revenue goals? To be as effective as possible, your marketing spend must be matched exactly to those goals and to your performance metrics—not someone else’s. In this webinar, you will learn how to calculate your cost per lead and how to translate that cost into your plans for 2015.

View it here!

In this webinar, Mike Vannoy discusses the six essential components of any B2B lead generation program, regardless of whether it's in-house or outsourced.


How Can Your Sales and Marketing Be Truly Aligned.png

Sales and Marketing alignment: an elusive, slightly mythical, and often assumed state in our business. But what does it really mean - in practical terms, not as a "can't we all get along" sentiment?

In this webinar we will address:

  1. What are the actual practices involved in getting teams aligned?
  2. How do we identify the quality of a lead in this new marketplace?
  3. What is the best way to work with prospects throughout their lead lifespan?


How much are you paying for sales?

Increasing top-line revenue is important for growing profitability, but another critical requirement is finding ways to cut costs.

This webinar, in partnership with Future Point of View, will explore how to reduce the time and expense of generating leads and converting them into sales.


Marketing automation can’t do everything.

In large complex B2B sales, it can spot interested buyers, respond to their digital behavior, and nurture them with engaging content, but it can’t qualify a lead. Only people can do that.


In this webinar, Lori Wizdo, Principal Analyst at Forrester Research, builds the case for undertaking this marketing transformation, identifies the barriers to change, and provides new rules for marketing and sales leaders to collaborate differently. Paul Rafferty, Founding Partner and CEO of Sales Engine International, takes the discussion deeper, introducing a set of tools and tactics to implement changes that will help organizations deploy effective buyer engagement programs.

Do you really know how much marketing you need? Do you know how much money to spend, how many leads to create or how big your database should be?

If you'd like to learn more about how to elevate leads-to-revenue, join Lori Wizdo, Principal Forrester Analyst, and Paul Rafferty, CEO of Sales Engine International, for a close look at the lead-to-revenue process required to improve marketing efficiency to support revenue growth.