Industrial Marketing Today

NOVEMBER 3, 2011

Some companies need help setting up their business blogs but for most, the biggest obstacle is creating content. Weave in a link to a specific product or product line within the text of the answer to drive traffic back to specific product page(s). Product announcements and application notes make great blog posts.

Marketing Websites 60

Marketing Websites Curation Ad Exchange Case Study 60

Industrial Marketing Today

JUNE 12, 2010

You are not alone, most business purchases, especially industrial products don’t lend themselves to a simple Manufacturer’s Suggested Retail Price (MSRP). This is not a new problem; business marketers have been debating the pros and cons of publishing prices on their websites for several years now.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

JUNE 22, 2012

I have had many conversations where I have heard the other person tell me that they’ve never had to actively market their products and services before. They’ve always depended on a constant flow of referrals and repeat business. 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

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

FEBRUARY 12, 2011

It is difficult nowadays to find a marketing company or an independent expert not using a business blog to attract and engage with its target audience. GlobalSpec recently conducted a Social Media Survey of engineering, technical, manufacturing and industrial professionals and found that only 24% of these companies have a business blog.

Co-Registration 60

Co-Registration Paid Search Agency Companies B to B 60

Industrial Marketing Today

MAY 22, 2012

Manufacturers have used e-commerce to sell components, spare parts and off the shelf industrial products for a long time. Build-to-order features and the ability to custom configure products with different options, trims, materials and operating conditions. Grainger – E-commerce business currently accounts for about $1.5

Advertising Channels 60

Advertising Channels Cable BtoB Distribution 60

Industrial Marketing Today

JULY 7, 2011

Websites of most industrial distributors follow the same basic format – the focus is on their product line card. In other words, the online content is very product-centric. They have traditionally relied on their 4,000-page big red catalog with over 900,000 industrial supply products that is published once a year around February.

Enterprise Management 60

Enterprise Management Effectiveness Content Marketing Marketing Management 60

Industrial Marketing Today

JANUARY 14, 2011

Nobody cares about your products and services (except you)” was the title of a blog post written by David Meerman Scott (Author of the wildly successful book The New Rules of Marketing & PR and his new book Real-Time Marketing & PR ) back in 2008. They use the entire spectrum of content and social media marketing.

Content Marketing 60

Content Marketing High Quality Lead Planning BtoB 60

Industrial Marketing Today

AUGUST 11, 2011

The current economy and a global supply chain have forced many manufacturers to reevaluate how they do business these days. Traditional sources of new business – word-of-mouth referrals and repeat business from existing customers have slowed to a trickle for many of these industrial companies.

Word of Mouth 60

Word of Mouth Telemarketing Paid Search Agency Sales Qualified Leads 60

Industrial Marketing Today

JUNE 11, 2011

On-site search engine optimization (SEO) is much easier to do by adding new posts using long tail keywords and deep linking to specific product pages within your company’s site. For example, you may want to dominate a specific niche or keyword phrase that is only a small but profitable part of your main business.

Marketing Websites 60

Marketing Websites Ad Building Long Tail Marketing Cross-Selling 60

Industrial Marketing Today

JULY 25, 2011

I’m sure by now you’ve read or heard enough about how the lines are merging between Business-to-Business (B2B) and Business-to-Consumer (B2C) marketing. Applications like online color selectors and parametric part number builders are very popular with architects, engineers and specifiers of industrial products.

Tactics 60

Tactics Online Marketing B2B Thought Leadership Merchandising 60

Industrial Marketing Today

AUGUST 1, 2011

However, have we gone too soft with content marketing when it comes to selling industrial products and services? And that is… content marketing must deliver a real business value. Let’s not kid ourselves; business is war, especially in today’s hyper-competitive global marketplace. It is as simple as that.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Planning Paid Search Agency 60

Industrial Marketing Today

AUGUST 27, 2012

Source: The End of Solution Sales, Harvard Business Review – HBR blog). One thing is certain; “business as usual” is not working in the industrial sector. There are many ways that digital marketing can help industrial companies make their consultative selling process more productive.

RFP 60

RFP Peer-to-peer High Quality Lead Lead Scoring 60

Industrial Marketing Today

AUGUST 20, 2010

For example, segment your products and services by application and/or industry. Give them hardcore specifications typically found in product spec sheets. The first thing an engineer wants to know is do your products, parts and components meet his/her design specifications and standards?

Web 2.0 60

Web 2.0 Planning Buying Cycle Lead Ranking 60

Industrial Marketing Today

APRIL 3, 2011

Many of them will also tell you that the bulk of their new business comes from repeat customers. Ross Perot that exemplifies this business philosophy: “Business is not just doing deals; business is having great products, doing great engineering, and providing tremendous service to customers.

Planning 60

Planning Work Management Marketing Automation Services Marketing Management 60

Industrial Marketing Today

APRIL 22, 2010

Thomas , PhD Assistant Professor of International Business, University of Akron and the Editor-in-Chief, Journal of Transportation Security. For decades, business and management gurus have preached that manufacturers should focus on core competencies and innovate to remain competitive in a global market.

Distribution 60

Distribution Web 2.0 Lead Ranking Privacy Policies 60

Industrial Marketing Today

APRIL 15, 2011

For a while now, manufacturers have been using online searchable product catalogs to generate new leads and sales. Their unique CAD technology allowed manufacturers to put 3D CAD models of their products directly into the hands of more than 100,000 engineers and architects who had registered on their site. That was back in 2005.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

JULY 20, 2010

What are consequences of this creativity decline to the business world? The answer lies in shifting from traditional company product marketing to customer problem oriented marketing. We need to develop customer-centric solutions-based marketing content instead of product-centric features and benefits marketing collateral.

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Industrial Marketing Today

NOVEMBER 9, 2012

Press or news releases about industrial products have been and still are very popular. They work because the content is mainly about features that help engineers specify these industrial products. [.]. This is only a content summary. Please click on the headline to read the full article.

Press 60

Press Features Marketing Websites Product 60

Industrial Marketing Today

MARCH 16, 2012

To most of these decision makers winning new business is strictly a numbers game. I have to politely disagree with them because “activity is not the same as productivity.” I have to make a strong business case before I can even get their attention. It is not an easy sell for me to change this mindset.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 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

JULY 18, 2011

Nearly 9 out of 10 “Outperformers” credited their websites for helping them increase revenues, open new sources of business, compete more aggressively in core markets and serve customers better or more efficiently. There were a total of 3,370 survey respondents from North America, primarily the US.

Marketing Websites 60

Marketing Websites Buyer Personas Customer Surveys Advertising Mediums 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. You are well aware of the fact that the Internet has completely and permanently changed the way industrial buyers purchase technical products and services. That’s precisely why Kerry’s article caught my attention.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

SEPTEMBER 3, 2010

She defines it as “Contagious content must educate them [prospects and customers] about what they need to know, apply your company’s unique expertise in addition to your product and prove you walk your talk through the sharing of evidence. Are your company, products and services visible in various online channels used across the stages?

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 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. Yes, there is a big difference between strategy and tactics.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 60

Industrial Marketing Today

AUGUST 16, 2011

Many engineers, specifiers, users and buyers of industrial products regularly use social media in their personal lives but work-related usage is limited among this audience. Granted, many of these videos focus on equipment and capabilities but they do make a strong business case for the OEM buyer.

Social Media 60

Social Media Effectiveness Media Work Management 60

Industrial Marketing Today

AUGUST 20, 2012

I agree that SEO is a very important goal of content marketing; after all, your website needs to be found by the right people when they are searching for industrial products and services that you provide. Freelancers don’t understand our customers and they lack the technical background to understand our business. Why do I say that?

SEO 60

SEO Content Marketing Copywriting Content 60

Industrial Marketing Today

AUGUST 26, 2011

Ergo, these people are too busy at work and couldn’t be bothered with anything that is deemed as interruption marketing. The bulk of new sales comes from referrals and repeat business for many manufacturers and industrial companies. These buyers are not looking to engage, they want complete product specifications.

Inbound Marketing 60

Inbound Marketing Paid Search Agency Companies Ad Frequency 60

Industrial Marketing Today

SEPTEMBER 12, 2011

Most manufacturers of industrial products agree that digital marketing is essential for their success now and going forward. They have become completely dependent on referrals and repeat business. Existing marketing collateral focuses primarily on the company and its products.

Paid Search Agency 60

Paid Search Agency Marketing Management Content Buying Cycle 60

Industrial Marketing Today

MARCH 8, 2011

A recent article by Paul Gillin ( @pgillin ) and published in BtoB Online , caught my attention because it talks about how engineers can have fun while doing serious business. Social media marketing done right does produce real business results! In “Who says engineers don’t know how to have fun?” distribution arm.

Communities 60

Communities Peer-to-peer BtoB Sales Qualified Leads 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

JUNE 15, 2010

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. He is the Founder & President of Tiecas, Inc. – Get Engineers Can Sell white paper now.

CMS Development 60

CMS Development Marketing Websites Work Management Web 2.0 60

Industrial Marketing Today

MAY 26, 2010

But not easy to execute because there usually is a disconnect between what your prospect wants to hear and what you want to say about your company and its products and services. an industrial and business-to-business (B2B) marketing communications company in Houston, Texas. Sounds simple, right?

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

Industrial Marketing Today

OCTOBER 2, 2010

Develop your email marketing strategy first Before you begin developing customized content and using sophisticated analytics, the first order of business is to develop a sound and sustainable email marketing strategy. Define your business objectives and what you expect to accomplish. email campaigns per week, up from 15.4

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

JULY 9, 2010

Let’s get one thing straight from the get go, if you are in a declining market with low demand for your products and services, no amount of automation will help you generate new leads. You need to rethink your business model first and fast. The first is a diagnostic tool and the second one measures the health of the business.

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 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. Exhibit #1: Emerson Process Management Experts.

Business Blogging 60

Business Blogging Enterprise Management Paid Search Agency ROI 60

Industrial Marketing Today

AUGUST 24, 2009

Don’t be afraid to tear apart your initial outline if you think it will improve the product. an industrial and business-to-business (B2B) marketing communications company in Houston, Texas. This guide will walk you through each step involved in creating a roadmap for a successful business Website.

Web 2.0 60

Web 2.0 Copywriting Content Buying Cycle 60