Industrial Marketing Today

AUGUST 26, 2011

Consultants and practitioners of “pull” marketing want marketers to abandon “push” marketing because they say it is old school and no longer effective. Ergo, these people are too busy at work and couldn’t be bothered with anything that is deemed as interruption marketing. I agree that there is a lot of truth to all those findings.

Inbound Marketing 60

Inbound Marketing Paid Search Agency Companies Ad Frequency 60

Industrial Marketing Today

JULY 20, 2010

Consultative selling is one of the recommended ways and that requires us to sharpen our listening and creative problem solving skills. That’s great, if you are a natural born consultant but for the rest of us, we have to learn and master these skills. What are consequences of this creativity decline to the business world?

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Industrial Marketing Today

JUNE 22, 2012

They’ve always depended on a constant flow of referrals and repeat business. Obviously, those channels have dried up, otherwise we wouldn’t be having a conversation about needing my industrial marketing consultation in the first place. They are accustomed to customers calling them for RFQs/RFPs. Marketing keeps you in sales.”

Top of Funnel 60

Top of Funnel BtoB Buying Cycle Advertising Funnels 60

Industrial Marketing Today

AUGUST 1, 2012

Business as usual is not working – referrals are trickling in, if at all and the pipeline of leads is running dry. The old way of hiring away salespeople from the competition with their “ready book of business” is not producing the quick sales they had expected. It cannot be a cookie cutter template driven plan.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 60

Industrial Marketing Today

SEPTEMBER 17, 2012

They are hoping that their lead generation problem will somehow solve itself if they continue to do business as usual. Just like any other business decision you make, it would be difficult for you to justify spending the money on any form of digital marketing unless and until you have the facts based on discovery and analysis.

Cost 60

Cost Planning Marketing Budget Creation Marketing Budget 60

Industrial Marketing Today

JUNE 15, 2010

My opinion is somewhat biased because I am an industrial and B2B marketing consultant. However, I think it is a new and permanent reality of the current economy and have learned to adjust my business model accordingly. an industrial and business-to-business (B2B) marketing communications company in Houston, Texas.

CMS Development 60

CMS Development Marketing Websites Work Management Web 2.0 60

Industrial Marketing Today

JUNE 5, 2012

Not that I’m complaining, this gap means more business opportunities for me as an industrial marketing consultant. Decision makers in these companies want to jump on the content marketing bandwagon but they really don’t have a strategic plan of action and/or a clear idea of how it will drive sales and generate revenues.

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 60

Industrial Marketing Today

AUGUST 16, 2011

However, these have been from other industrial marketing consultants like me. Granted, many of these videos focus on equipment and capabilities but they do make a strong business case for the OEM buyer. Building end-to-end relationships leads to a more predictable stream of repeat business.

Social Media 60

Social Media Effectiveness Media Work Management 60

Industrial Marketing Today

MARCH 23, 2012

We don’t really use the website because 80-90% of our new business comes from referrals and repeat business. You can’t expect your customers to take you seriously and do business with you if you don’t believe it’s worth investing more than a thousand dollars or two on your website, the very face of your company to the world.

Marketing Websites 60

Marketing Websites Marketing Budget Creation Budget Programs Marketing Proposals 60

Industrial Marketing Today

AUGUST 3, 2010

However, accurately defining and measuring customer engagement in complex business or industrial sales is still elusive. However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

DECEMBER 12, 2010

Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads. Sales must agree to undertake all follow up actions before rejecting a MQL (If a salesperson is too busy then the system must route the lead to someone else).

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 60

Industrial Marketing Today

JANUARY 10, 2011

May be this sort of disconnect is good for business for industrial marketing and lead generation consultants like me! Manufacturers and industrial companies could do with some help in better understanding of their content marketing objectives and measurement metrics. the report is free but it does require registration to download).

Video Marketing 60

Video Marketing Content Marketing Co-Registration High Quality Lead 60

Industrial Marketing Today

JUNE 3, 2010

In the words of Jeffrey Zeldman , the renowned web designer, blogger, independent publisher and the king of Web standards according to Business Week, “Content precedes design. It doesn’t matter whether you work for a corporate marketing department or the owner of a small business website. If so, you know the frustration.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60

Industrial Marketing Today

MAY 21, 2010

If you are still not sure about the benefits of using a business blog, head over to HubSpot and read these articles: 6 Reasons Every Small Business Should Be Blogging… Are You Missing the Boat? Without passion and expertise, you will have a hard time sustaining your business blog over the long haul. I say you need both.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Industrial Marketing Today

JULY 6, 2010

He has spent over 20 years consulting, coaching and delivering practical and relevant advice to construction businesses. If I fail in doing this, I risk losing trust, interest and, worse yet, any future business.” an industrial and business-to-business (B2B) marketing communications company in Houston, Texas.

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

OCTOBER 21, 2010

The two most important benefits in my opinion are: Aligning sales and marketing by adopting a unified definition of a qualified lead by using lead scoring based on business objectives. He wanted to retain me as a consultant to find the right marketing automation solution for his company. I can’t say I have issues with any of them.

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

NOVEMBER 14, 2010

Marketing defines what engineers should be building to make the company enough money to stay in business and keep the engineers employed. What surprises me is that engineers with 20 years experience in corporate environment still think marketing is advertising or putting content on the company website.

Advertising Agencies 60

Advertising Agencies Paid Search Agency Work Management CMO 60

Industrial Marketing Today

JULY 23, 2010

According to Jill Whalen, CEO of High Rankings , “The solution is for all business owners to insist on SEO right from the start. If your designer isn’t an SEO expert (and most aren’t), it’s critical that they be partnered with an SEO consultant so that they’re not designing invisible websites.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

NOVEMBER 1, 2010

A business blog is an important and integral component of inbound marketing. While there are plenty of business blogs from B2B marketing consultants (including this one), industry portals and vertical search engines, there aren’t too many from manufacturers and industrial companies. Click here to view the embedded video.

Business Blogging 60

Business Blogging Enterprise Management Paid Search Agency ROI 60

Industrial Marketing Today

MAY 11, 2011

Are you an in-house marketer or a consultant tasked with promoting engineering services? Thought leadership is a term that was first coined in 1994, by Joel Kurtzman, editor-in-chief of the Booz, Allen & Hamilton magazine, Strategy & Business. What is thought leadership? View technical library >> Walter P.

Thought Leadership 60

Thought Leadership Marketing Management Peer-to-peer Service 60

Industrial Marketing Today

JUNE 14, 2012

Inbound marketing is a frequent topic of discussion in my daily conversations with Owners, CEOs and Business Development professionals from manufacturing and industrial companies. These industrial professionals have heard about inbound marketing being the “in” thing these days from marketing consultants like me and from other sources.

Inbound Marketing 60

Inbound Marketing Paid Search Agency Planning Companies 60