behavior 
Industrial Marketing Today
NOVEMBER 10, 2011
Content marketing has become indispensable for addressing this changed buyer behavior. Sales people are better able to identify “hot” leads and opportunities when they have access to buyer behavior information. Content marketing cannot do it all. In my opinion, one cannot remove the human element from industrial sales.
Industrial Marketing Today
OCTOBER 26, 2010
They are: Change in buyer behavior – the B2B buyer is now in control and will only interact with your salespeople on their preferred schedule, probably towards the tail end of their buying cycle. The chart below shows the breakdown between different marketing tactics and the projected increase/decrease for the next year.
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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. Not every action or behavior needs to be tracked and measured.
Industrial Marketing Today
JUNE 22, 2012
Industrial companies are having a difficult time adjusting their mindset to the new realities of buyer behavior. However, ignoring industrial marketing’s role in creating sales opportunities is a fallacy in my opinion. See Manufacturers Need Lead Management to Close the RFQ Gap ).
Industrial Marketing Today
FEBRUARY 24, 2012
During an internal discovery meeting with the client’s Director of Marketing and the Marcom Manager, we spent considerable amount of time reviewing their clickthru reports, traffic, pageviews behavior and engagement stats from Google Analytics. All very impressive “Marketing Talking Points” to prove their success.
Industrial Marketing Today
MAY 1, 2012
Even though this behavior is contrary to how they themselves interact online, they expect their target audience to behave differently. I find there is a strong but mistaken belief among industrial companies that somehow their site visitors will interrupt their online activities and pick up the phone to call their sales people.
Industrial Marketing Today
SEPTEMBER 26, 2011
Next, make the content of your emails highly relevant based on behavioral patterns from your site after the contact receives your email. For step by step instructions on how to add Google Analytics (Free) to your emails, head over to my post, “Add Google Analytics to Emails and Gain B2B Lead Generation Intelligence.”.
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