Industrial Marketing Today

JULY 7, 2011

I have seen some industrial distributors who have taken steps to make their sites more customer-friendly by adding helpful tools such as grouping their products by applications, part number finders, product selection wizards and Live Help. Grainger, Inc. They have built their own online community called SupplyLink.

Enterprise Management 60

Enterprise Management Effectiveness Content Marketing Marketing Management 60

Industrial Marketing Today

JANUARY 3, 2011

You can find lots of online articles about the advantages of using a business blog for building thought leadership, communities and humanizing your company. A business blog will help you do all that but what about finding new leads and more sales opportunities? The answer is a resounding yes. Source: HubSpot ).

Top of Funnel 60

Top of Funnel Business Blogging High Quality Lead Business 60

Industrial Marketing Today

NOVEMBER 28, 2010

An SEO consultant can help you develop an effective keyword research strategy based on their industry knowledge and expertise. Optimizing different pages within your site for different keywords will help you achieve the best results for each keyword. There are plenty of scam artists out there in the field of link building.

Optimization 60

Optimization SEO Marketing Websites Keywords 60

Industrial Marketing Today

JUNE 22, 2012

It is very important to tie together marketing activities with a robust set of analytics to help you track every online interaction. Measurement and tracking data by themselves mean very little if they don’t help you make proactive marketing decisions that will help you reach your business goals.

Top of Funnel 60

Top of Funnel BtoB Buying Cycle Advertising Funnels 60

Industrial Marketing Today

MARCH 12, 2012

I agree that the first step in social media for industrial companies should be to build a critical mass of fans and followers. Focusing only on building a large number of followers and/or “Likes” won’t get you the results that you want. Need help creating your own inbound content marketing hub?

Social Media 60

Social Media Tactics ROI Paid Search Agency 60

Industrial Marketing Today

JULY 23, 2010

Those punch lines and stereotypes may be amusing but they won’t really help you come up with an effective site redesign. How do you engage engineers and technical buyers on your website and build deeper relationships and achieve higher conversion rates? One-size-fits-all site content will not help you engage.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

AUGUST 1, 2012

Marketing does a lot more by building trust among your customers (branding) and sets the table for prospects to engage in more meaningful conversations with your sales team (See Inbound Marketing Must Set the Table for Industrial Sales ). Hold marketing accountable but don’t measure its real value only by the number of RFQs generated.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 60

Industrial Marketing Today

JUNE 29, 2010

Most CEOs of manufacturing, engineering and technical companies do not believe in the value of brand building and consider it the domain of consumer marketing (B2C). It will help build a deeper one-on-one relationship based on credibility and trust instead of suspicion and friction caused by traditional push marketing tactics.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

AUGUST 1, 2011

Notice how discussions about content marketing are full of words like engagement, helpful, sharing, nurturing and community building. At the end of the day, every content marketer must help sell more industrial products and services. These are all great at soft selling without irritating the customer. No complaints there.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Planning Paid Search Agency 60

Industrial Marketing Today

MAY 22, 2012

Build-to-order features and the ability to custom configure products with different options, trims, materials and operating conditions. Live Chat and instant access to engineers for help with application and configuration. Grainger – E-commerce business currently accounts for about $1.5

Advertising Channels 60

Advertising Channels Cable BtoB Distribution 60

Industrial Marketing Today

SEPTEMBER 12, 2011

What I have learned is that these companies need help with content in digital marketing at many levels. And it is not just a matter of building a content management system (CMS); they just don’t have the time, expertise and the desire to continuously publish content. I talk to small and mid-sized manufacturers on a regular basis.

Paid Search Agency 60

Paid Search Agency Marketing Management Content Buying Cycle 60

Industrial Marketing Today

SEPTEMBER 6, 2011

Integrating a blog into websites can be a big help for manufacturers that are trying to enter new markets (See How Blogs Help Manufacturers Enter New Markets ). To learn more about the benefits of industrial blog sites, read my earlier post, “Build Industrial Websites as Dynamic Blog Sites.”.

CMS Development 60

CMS Development Curation Inbound Marketing Marketing Management 60

Industrial Marketing Today

MAY 14, 2010

Parametric part number search – in addition to the standard word search tool on your website, build a parametric search application. This is particularly helpful if you are a components manufacturer and have a large inventory of parts. Help the design engineer select the exact part number by selecting critical parameters s/he needs.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

NOVEMBER 10, 2011

Content marketing or if you prefer, inbound marketing with content brings them qualified sales opportunities to do what they do best – win more deals, build stronger relationships and become a valuable resource.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Leads Lead 60

Industrial Marketing Today

MARCH 1, 2011

Builds trusting relationships with permission. Results: You (the seller) are considered to be the top contender because you helped frame the discussion in the buyer’s mind. Your content has helped them make a more informed decision. Let’s switch gears for a moment and think of it from a sales point of view.

Lead Nurturing 60

Lead Nurturing Cold Calling Leads Lead 60

Industrial Marketing Today

APRIL 15, 2011

The entire application is built to help engineers, designers and specifiers find the right part quickly and easily. That in turn helps manufacturers get in early in the industrial sales cycle and generate more sales opportunities. I’m not suggesting that these are your only options for building an online CAD library.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

FEBRUARY 21, 2011

And I have used some of these tactics to help my industrial clients make their content more relevant in engaging with their target audience and converting more of them into qualified sales leads. Help to get designed in – Research shows that when a CAD drawing is specified into a design, the actual product gets purchased 80% of the time.

Relevance 60

Relevance Sales Qualified Leads Sales Leads Leads 60

Industrial Marketing Today

NOVEMBER 3, 2011

For a full list of benefits, refer to my earlier post, “Build Industrial Websites as Dynamic Blog Sites.”. Some companies need help setting up their business blogs but for most, the biggest obstacle is creating content. However, a blog site with a fully integrated blog has many advantages over the retrofit option.

Marketing Websites 60

Marketing Websites Curation Ad Exchange Case Study 60

Industrial Marketing Today

JANUARY 14, 2011

Become the go-to source of information related to your niche and build thought leadership. Build a larger base of loyal customers and spread the word via social media channels. Attract more leads and acquire new customers. There is a big difference between knowing and doing. The results speak for themselves.

Content Marketing 60

Content Marketing High Quality Lead Planning BtoB 60

Industrial Marketing Today

JANUARY 10, 2011

According to the same report, 82% of B2B manufacturing respondents indicated that they rely on content marketing to build brand awareness. Manufacturers and industrial companies could do with some help in better understanding of their content marketing objectives and measurement metrics.

Video Marketing 60

Video Marketing Content Marketing Co-Registration High Quality Lead 60

Industrial Marketing Today

JUNE 8, 2010

Any help that I can provide to my clients to alleviate the problem is greatly appreciated and rewarding for my business. Establish credibility, build a trusting relationship and maintain “top of mind” awareness throughout the buy cycle. My Take: This is the make or break step – “build it and they’ll come” doesn’t work anymore.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

JUNE 19, 2010

Understanding and building accurate profiles of different personas requires a close alignment between sales and marketing. Here’s a chart from Enquiro’s white paper, “Building Business Online: Your Digital Persuasion Portfolio” that shows how specific content from your website plays a role at different stages.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Industrial Marketing Today

NOVEMBER 5, 2010

No, they approached social marketing by first understanding how design engineers (their target audience) depend on the Web and its evolving social nature to help them do their everyday jobs better. Build brand loyalty. B2B marketing tactics to use right now. What drove TI to adopt content and social marketing? Engineers have fun too.

Peer-to-peer 60

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

Industrial Marketing Today

OCTOBER 25, 2011

Content marketing helps industrial and manufacturing marketers manage their sales funnels from ToFU to MoFU. See my earlier posts, “B2B Lead Generation without Lead Nurturing is Doomed to Fail” and “Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity.”.

Top of Funnel 60

Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

Industrial Marketing Today

DECEMBER 22, 2010

I hope you’ll get some value and practical help from reading or rereading these articles. Manufacturing marketers do understand the value of a business blog for thought leadership, search engine optimization (SEO), lead generation and community building but proving its ROI has been a challenge. Read full article….

Top of Funnel 60

Top of Funnel B2B Thought Leadership Marketing Analytics Tools Curation 60

Industrial Marketing Today

SEPTEMBER 27, 2010

Steve Woods said it best when he wrote in his blog post , “As the emphasis on face-to-face interaction as a way to build trust decreases in lieu of other ways of building trust, the need to be “in the field” also decreases.” Kerry O’Malley´s last blog. It can be a great timesaver or a huge timesink, depending how someone uses it.

Social Media 60

Social Media Social Marketing Media Planning 60

Industrial Marketing Today

JUNE 15, 2010

Adding value to industrial website development and marketing I am going to illustrate my point about part DiY and part professional help by using three real-life examples from my own industrial marketing business. For DiYMers: Read my earlier post Do-it-Yourself Search Engine Optimization (SEO) for Your WordPress Blog.

CMS Development 60

CMS Development Marketing Websites Work Management Web 2.0 60

Industrial Marketing Today

DECEMBER 7, 2010

Helped 9% more sales reps make quota and shortened ramp up time of new ones by 10%. It’s about building trusted relationships with the right people.”. Raised win rates on marketing-generated leads by 7% and reduced “no decisions” by 6%. What is lead nurturing? Google “lead nurturing” and you’ll get back 81,900 results.

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

OCTOBER 2, 2010

Are you interested in lead generation, lead nurturing and/or building authority and brand awareness? Select only those that will help you optimize your nurturing campaigns and accurately gauge where the prospect is in their decision making process. WHY : Why are you sending out this email campaign?

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

SEPTEMBER 20, 2010

I knew blogging helped, but those numbers are pretty stunning. Making a business blog into a lead generating machine Let’s apply all these findings into action items to turn your own business blog into a well-oiled, lead generating machine. Achinta Mitra September 28, 2010 at 11:30 am @S. Cooper, Thanks for your comment.

Lead Generation 60

Lead Generation Business Blogging Lead Scoring Lead Ranking 60

Industrial Marketing Today

MAY 31, 2010

Just building a business blog is not going to help you drive traffic or generate leads. You can help search engines find your older posts by using a “related posts” plugin. Using a premium WordPress theme that is specifically designed for SEO can help a great deal in your optimization efforts. What is On Site SEO?

Optimization 60

Optimization SEO Buying Cycle Web 2.0 60

Industrial Marketing Today

MAY 21, 2010

This timeless classic, one of the first bestselling self-help books published in 1937 and sold over 15 million copies globally is still relevant today. Define your target readers – Are you trying to build a following among design engineers, plant or operations managers? That’s all you need for now.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Industrial Marketing Today

AUGUST 10, 2010

However, you can do it too with some help. Did you find this “how to” article helpful? However, none of that can happen until you drive lots of interested traffic to your business blog. Optimizing (SEO) your business blog is critical because it allows your target audience to find you in search engines and attract traffic.

Business Blogging 60

Business Blogging Optimization Web 2.0 Business 60

Industrial Marketing Today

APRIL 28, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website A Blogging Style to Call Your Own by Achinta Mitra on April 28, 2010 in Industrial Marketing Blog , Industrial Marketing Strategies , Social Media Marketing Creating a blog is not too difficult but building an active community around it is.

Web 2.0 60

Web 2.0 Privacy Policies Buying Cycle RSS 60

Industrial Marketing Today

APRIL 26, 2010

Instead of buying print ads in trade journals, they create their own blog and build an active community around it. Cold calling is replaced by useful content and tools that help people find them and contact them for more information.

Marketing Budget Creation 60

Marketing Budget Creation B2B Marketing Web 2.0 Marketing Budget 60

Industrial Marketing Today

AUGUST 17, 2010

When developing content, it’s important to build customer personas, and create individual content paths for each of them. To deepen and strengthen this relationship, marketers (and sales) must optimize the “return on time spent” by increasing the value received through each touchpoint.

Optimization 60

Optimization Web 2.0 Planning Buying Cycle 60

Industrial Marketing Today

SEPTEMBER 13, 2010

This is where marketing automation software can be a big help. White papers: Without a question, this continues to be the most effective content to build your in-house list. There are many of them out there to suit every type of marketer, from small industrial companies to large enterprises.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60