Industrial Marketing Today

APRIL 21, 2010

In the video below, Holly explains their process. Over the past six months, their website traffic is up 89%, their free download program is up over 200% and they’ve generated over 1,500 leads. All I can say is WOW! Listen to her carefully; there are some awesome sound bites and plenty of key takeaways in it.

Budget Programs 60

Budget Programs Education Marketing Budget Lead Scoring 60

Industrial Marketing Today

AUGUST 3, 2010

These metrics are all linked to 10 stages in Sopheon’s sales process. This way the company can see exactly where the leads are coming from, how old they are, where they are in the process, which account executive is handling them and where leads typically fall out.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

MAY 7, 2010

Even though more than half of the marketers saw their roles expanded well into the sales process, 58 percent of those surveyed met with sales just once a month or less and 8% or nearly 1 out of 10, admitted to never meeting with their sales counterparts.

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

Industrial Marketing Today

AUGUST 20, 2010

They eat, breathe and sleep factor of safety or safety factor (used to provide a design margin over the theoretical design capacity to allow for uncertainty in the design process). Lesson #5: Path of least resistance Engineers are taught to find the path of least resistance.

Web 2.0 60

Web 2.0 Planning Buying Cycle Lead Scoring 60

Industrial Marketing Today

OCTOBER 2, 2010

Select only those that will help you optimize your nurturing campaigns and accurately gauge where the prospect is in their decision making process. Not every action or behavior needs to be tracked and measured. Determine in advance who will be responsible for measuring and who will decide on what fine-tuning actions need to be taken.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

MAY 14, 2010

Valve sizing programs – these are great and easy to use tools for any manufacturer of valves for chemical, hydrocarbon and industrial process, power, water and wastewater industries. The best example of an expertise blog that I know of is the Emerson Process Experts blog moderated by Jim Cahill.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

APRIL 30, 2010

Marketers need to create a process for content planning that helps them maximize the return from their investments in developing the content resources that fuel their online marketing programs. Designing content for 1X use is wasteful. See my post Rule of 5 for B2B content development.

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

MAY 5, 2010

Your prospects are at different stages of their decision making process when they visit your site. Using content or Inbound Marketing , you are able to make that key connection with your prospects by delivering specific content needed in order to make an informed decision. You can’t satisfy all of them with one-size-fits all content.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

JUNE 12, 2010

We can only provide prices after a formal RFQ process 5. We want the prospect to contact us for pricing information so we can engage with them further 3. We could have conflicts with our channel partners 4.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

MAY 3, 2010

You want your business blog to become the hub that attracts traffic, establishes your credibility and ultimately, moves those readers forward in their decision making process and become paying customers. One way or another, you want it to be an integral part of your industrial marketing efforts in generating leads and driving sales.

Business Blogging 60

Business Blogging Web 2.0 Long Tail Marketing Business 60

Industrial Marketing Today

JULY 6, 2010

He explains it very well by saying, “Thus, for every feature about my company, the product that we use, the equipment that we operate or the process that we follow when completing work, I must transition the featured aspect into a believable benefit to the customer. According to Brad, the most important piece of the puzzle is the transition.

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

MAY 21, 2010

You do a great job of showcasing your experts at Emerson Process Experts. I agree with you about being able to contact experts or bloggers. That is a very good way to generate a qualified lead from your blog. Another good example that I’ve seen is Indium Corporation.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Industrial Marketing Today

JUNE 3, 2010

Interview them and then connect all the dots to develop compelling content that will move the visitor and/or the prospect in their decision making process. However, they may not be good at articulating those benefits and features. Be a ruthless editor – business owners and product developers are passionate about their offerings.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60

Industrial Marketing Today

NOVEMBER 5, 2010

Headquartered in Dallas, Texas, TI is a global company that develops analog, digital signal processing, RF and DLP® semiconductor technologies used in consumer and industrial electronics products. Results: 10,000 registered members (as of March 2009) – over 80 percent of them are customers. Results: (as of March 2009).

Peer-to-peer 60

Peer-to-peer Social Marketing Paid Search Agency Content 60

Industrial Marketing Today

JULY 25, 2011

IMO, the decision making process is more complex and there are many more stakeholders involved in industrial and B2B purchases but it still boils down to people doing business with people. They qualify for Federal Tax Credit as part of the American Recovery and Reinvestment Act of 2009. Solar Reflectivity Index standards.

Tactics 60

Tactics Online Marketing B2B Thought Leadership Merchandising 60

Industrial Marketing Today

APRIL 15, 2011

Downloadable CAD files have played a major role in components and parts being designed in – a key and necessary step in the industrial buying process. That represents a 27 percent increase in downloads over 2009. For a while now, manufacturers have been using online searchable product catalogs to generate new leads and sales.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

JULY 1, 2010

These findings were consistent across most B2B industries with complex, multi-touch buying processes. If your sales team can just get these two basics right, it can boost its share of a customer’s business by an average of 8% to 15%. The table below shows results from the study that shows what sales reps do wrong to turn off B2B customers.

Marketing Automation Services 60

Marketing Automation Services Web 2.0 B2B Lead Ranking 60

Industrial Marketing Today

AUGUST 24, 2010

White papers continue to be very successful in generating registrations, especially in the early stages of the decision making process. Grow your in-house list by implementing a lead generation tactic. Use social media judiciously to increase name recognition, drive traffic and build a community.

Marketing Websites 60

Marketing Websites Marketing Budget Buying Cycle Web 2.0 60