Industrial Marketing Today

APRIL 2, 2012

In the early stages of lead generation, you are primarily dealing with “suspects” – people who you have not yet qualified as prospects or leads. For top of the funnel content, infographics are very effective because of their focus on educating the reader rather than being product-centric.

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Top of Funnel Ideal Customer Profiles Content Marketing Planning 60

Industrial Marketing Today

FEBRUARY 12, 2012

Lead nurturing is usually done by sending out helpful content to prospects and moves them from the top of the funnel (ToFU) to the bottom of the funnel (BoFU) where they are ready to make a purchase decision. Read my earlier post, “Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity.”.

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Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 60

Industrial Marketing Today

OCTOBER 1, 2011

They agree it helps them get found in search engines early and often, drives hordes of traffic to their site and fills the top of their funnel with qualified leads at a lower cost per lead. Some of the more middle of the funnel functions are better suited for marketing automation.

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Top of Funnel Inbound Marketing Bulldog Solutions Lead Ranking 60

Industrial Marketing Today

MARCH 17, 2011

This is by far the most popular tactic for generating effective content as reported by almost 1,000 B2B marketers in a recent survey done by MarktingSherpa. Generate new prospects and leads by compiling several FAQs on a particular topic or product line. The key is to repurpose it to make it more relevant for your readers.

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Top of Funnel FAQ Case Studies Content 60

Industrial Marketing Today

JUNE 22, 2011

They are prospects by my definition. Sales and marketing must agree on a numerical score that a prospect must reach in order for him/her to be ranked as a Sales Qualified Lead (SQL) before being handed off to sales for follow up action for conversion. However, I do have a problem with classifying these new subscribers as leads.

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Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

FEBRUARY 3, 2012

You can talk value until you’re blue in the face but your customers and prospects will push back on price. Plan lead nurturing content that your website can provide to move leads from the top to the middle of the sales funnel (See my post Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity ). It is too late by then.

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Top of Funnel Process Marketing Websites Sales Qualified Leads 60

Industrial Marketing Today

JUNE 4, 2011

Various studies and my own experiences with industrial clients show that filling the top of the lead-gen funnel is still the number one goal. Industrial marketers who don’t use a blog are missing a key component of feeding the top of their sales funnels. Marketing does not end with filling the top of the funnel.

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Inbound Marketing Lead Generation Top of Funnel Lead Ranking 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.

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Traffic Lead Ranking Lead Scoring Top of Funnel 60