Industrial Marketing Today

JUNE 12, 2010

In order to get on the buyer’s short list as early in the buy cycle as possible, your B2B website needs to provide relevant information that your prospects are looking for. We want the prospect to contact us for pricing information so we can engage with them further 3. This may include basic pricing information.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

OCTOBER 2, 2010

They are combining video, audio and sophisticated tracking tools to deliver email campaigns with highly customized messages that engage prospects in their preferred format and measure interactions beyond just open and click-thru rates and well into website behavior. WHEN : When on the sales cycle do you expect to engage with your prospects?

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

MAY 11, 2010

An article I read on Eloqua’s blog “It’s All About Revenue,” shed some light on this. He also said, “Use of information from social media sources and web mining is growing as sales professionals are looking to leverage every piece of intelligence they can find to help progress deals.&#

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

SEPTEMBER 3, 2010

The big hurdle they face is in engaging and converting readers into prospects, leads and ultimately customers. Passive reading of your content will not move the prospect along in his/her decision making process. Most B2B marketers find it relatively easy to create and use content to gain search engine presence.

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Industrial Marketing Today

JULY 23, 2010

Passive reading of your content will not move the prospect any closer to his/her decision to buy from you. That’s where you can use your content to segment your visitors, profile them based on their actions, capture pre-qualified prospects, leads and registrants for your webinars and downloads.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

JULY 6, 2010

What I do want to talk about here is the how and not the why of you should translate your features into tangible benefits if you want your marketing content to engage with prospects and convert them into customers. To convert those prospects into customers, you must sell them on the benefits of the experience that they can expect.

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

MAY 14, 2010

How do you shift the focus from you or your company to your prospects and customers? Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Instead, weave a story around your marketing copy to make it more engaging for your site visitors and prospects.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

JUNE 29, 2010

That’s a shame and here’s why — among the top ten in Interbrand’s Best Global Brands 2009 , IBM was listed at #2, Microsoft, GE and Intel at number 3, 4 and 9 respectively. Create an expertise blog to showcase your internal subject matter experts and allow your prospects and site visitors to interact with them directly.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

AUGUST 17, 2010

After all, that’s how your prospects and customers will find your blog and/or Web site. Optimizing your marketing content around keywords or phrases is the first step in your content marketing strategy. However, there is another strong reason for optimizing your marketing content that has nothing to do with SEO.

Optimization 60

Optimization Web 2.0 Planning Buying Cycle 60

Industrial Marketing Today

JULY 29, 2010

The majority of Chief Marketing Officers (CMOs) consider customer engagement as their top priority according to a recent study done by Forbes Insights and George P.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Industrial Marketing Today

APRIL 21, 2010

Please share with your friends and followers: Related posts that may interest you: Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Using Content to Move Prospects Forward in the Sales Cycle Focus on Content in B2B Marketing Content Auditing and Mapping it to the Industrial Buy Cycle Industrial and B2B Customer Engagement (..)

Budget Programs 60

Budget Programs Education Marketing Budget Lead Ranking 60

Industrial Marketing Today

SEPTEMBER 20, 2010

People in sales are not very interested in spending time nurturing suspects and prospects, that’s marketing’s job. First focus on driving a critical mass of interested traffic by making sure prospects can find your business blog. They want better qualified and sales-ready leads. And the tug-of-war between sales and marketing continues.

Lead Generation 60

Lead Generation Business Blogging Lead Ranking Lead Scoring 60

Industrial Marketing Today

MAY 18, 2010

Leave a Comment Previous post: 7 Strategies for Using Content to Market Industrial Products Next post: How to Use a B2B Blog to Win Customers and Influence Prospects FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales.

B2B Marketing 60

B2B Marketing Web 2.0 Planning Demand Generation Agencies 60

Industrial Marketing Today

MAY 7, 2010

Leave a Comment { 1 trackback } Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead Generation | Industrial Marketing Today Previous post: Using Content to Move Prospects Forward in the Sales Cycle Next post: Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead Generation FREE Marketing Guides Engineers Can Sell™ White Paper: (..)

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

Industrial Marketing Today

APRIL 30, 2010

Think about new “arrangements&# of content as resource centers for prospects and/or customers. If a video you used in a blog post relates, pull it through to the landing page for that content. Response - When a content asset provokes a big response, figure out why and create more content with those characteristics.

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

MAY 31, 2010

You need to optimize it for search engines in order for your target audience to find your B2B blog (see my earlier post, “How to Use a B2B Blog to Win Customers and Influence Prospects” ). Here’s an example from my post titled “Deconstructing the Four Stages of the Industrial Buy Cycle.”

Optimization 60

Optimization SEO Buying Cycle Web 2.0 60

Industrial Marketing Today

JUNE 3, 2010

We already have lots of brochures and data sheets to give to our prospects and customers. 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. There’s nothing new we can say on our website.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60

Industrial Marketing Today

MAY 3, 2010

Leave a Comment Previous post: 7 “Rs&# for B2B Marketing Content Planning Next post: Using Content to Move Prospects Forward in the Sales Cycle FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. This white paper aims to change that perception of them.

Business Blogging 60

Business Blogging Web 2.0 Long Tail Marketing Business 60

Industrial Marketing Today

JULY 9, 2010

They forgot to first set a strategy that carefully targets prospects with relevant messaging. I’ve seen too many marketers crash and burn because they believed that by “automating” all of their lead gen problems would be over. Automating the “garbage in, garbage out” marketing approach benefits no one.”

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

JUNE 8, 2010

Please share with your friends and followers: Related posts that may interest you: Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Deconstructing the Four Stages of the Industrial Buy Cycle 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers (..)

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

FEBRUARY 7, 2011

Fluor Corporation ( www.fluor.com , NYSE: FLR) – $22 billion in 2009. billion in 2009. That’s how their prospects and customers identify themselves in a very familiar way. Here are four EPC companies that I looked at and their sales figures: Jacobs Engineering Group Inc. Bechtel ( www.bechtel , Privately held) — $30.8

Rules 60

Rules Paid Search Agency Companies Content Marketing 60

Industrial Marketing Today

FEBRUARY 7, 2011

Fluor Corporation ( www.fluor.com , NYSE: FLR) – $22 billion in 2009. billion in 2009. That’s how their prospects and customers identify themselves in a very familiar way. Here are four EPC companies that I looked at and their sales figures: Jacobs Engineering Group Inc. Bechtel ( www.bechtel , Privately held) — $30.8

Paid Search Agency 60

Paid Search Agency Companies Content Buying Cycle 60

Industrial Marketing Today

SEPTEMBER 27, 2010

Please share with your friends and followers: Related posts that may interest you: Social Media and B2B Marketing Do Pair Well Social Media Marketing: Time Trap or Opportunity Magnet? Social Media with Email Marketing – is it the Super Combo?

Social Media 60

Social Media Social Marketing Media Planning 60

Industrial Marketing Today

NOVEMBER 5, 2010

This is a problem across the board for B2B marketers as reported by the same study – the largest challenge is “producing the kind of content that engages prospects and customers” (36% of respondents). 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

OCTOBER 26, 2009

Home Marketing Matters About Contact B2B Marketing Store Company Website Driving Traffic to Your Homepage All the Time May Be a Big Mistake by Achinta Mitra on October 26, 2009 in Industrial Websites , Website Design & Development You’ve read up on all the traffic generation tactics and optimized your site to rank high on major search engines.

Traffic 60

Traffic Lead Ranking Lead Scoring Top of Funnel 60

Industrial Marketing Today

JULY 1, 2010

Too many touches (contacts) 35% Lack of knowledge about their own and/or competitors’ products 20% Lack of industry knowledge about usefulness of product/service to the customer 9% Sales style too aggressive 8% Lack of communication after the sale 8% Other (inconsistent sales teams, slow response, too little contact and no single point of contact, (..)

Marketing Automation Services 60

Marketing Automation Services Web 2.0 B2B Lead Ranking 60

Industrial Marketing Today

AUGUST 24, 2010

If necessary, rewrite or edit the text to address critical pain points of your prospects and customers. Redesign your site around these objectives instead of doing a cosmetic facelift. Audit your existing content. Map your content to each stage of the industrial buying cycle. Install site analytics, the free Google Analytics is a good start.

Marketing Websites 60

Marketing Websites Marketing Budget Buying Cycle Web 2.0 60