Industrial Marketing Today

JANUARY 11, 2019

There are plenty of research reports published on buyer personas and the buying habits of consumers, but they focus mainly on B2C marketing. Understanding the mindset of industrial buyers is important if you market to engineers and technical professionals. This is only a content summary.

Buyer Personas 132

Buyer Personas Marketing & Strategy Marketing Report B2B Marketing 132

Industrial Marketing Today

OCTOBER 17, 2014

Content Marketing Industrial Marketing Strategies Authenticity Buyer Personas industrial buy cycle Industrial Marketing' Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

Paid Search Agency 60

Paid Search Agency Buyer Personas Buying Cycle Content Marketing 60

Industrial Marketing Today

SEPTEMBER 13, 2010

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

Buying Cycle 60

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

Industrial Marketing Today

JULY 27, 2017

I’m sure you are aware of the fact that the industrial buy cycle is made up of four stages. Digital industrial marketing is the norm these days, not because it is fashionable but because that’s how industrial buyers now prefer to interact with their suppliers. This is only a content summary.

Buying Cycle 0

Buying Cycle Marketing & Strategy Interactive Marketing Marketing 0

Industrial Marketing Today

JUNE 19, 2010

What marketing content you serve at each phase of the buying cycle also matters. B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card?

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Industrial Marketing Today

AUGUST 19, 2016

An industrial website redesign shouldn’t be a quick decision because your site is the very foundation of your online presence. Why is it such an important decision? This is only a content summary.

Marketing Websites 60

Marketing Websites Marketing Strategy Marketing & Strategy Content Marketing 60

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. Passive reading of your content will not move the prospect any closer to his/her decision to buy from you.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

JULY 6, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Translate Features into Benefits if You Want Your Marketing Content to Engage and Sell by Achinta Mitra on July 6, 2010 in Content Marketing , Industrial Marketing Strategies , Sales Strategies Marketing 101 teaches you “Customers buy benefits and not product features.”

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

NOVEMBER 10, 2011

It is true that industrial buyers are more in charge of the buying process today than ever before. Even though the process of buying industrial products and services has not changed much over the years, how industrial buyers prefer to go through their buying cycle has changed dramatically.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Leads Lead 60

Industrial Marketing Today

DECEMBER 1, 2011

Industrial buying decisions are usually made by a committee of different stakeholders and rarely by an individual. You may never get that call if you don’t get on their radar screen in the early stages of the buying cycle. You need to gain a deeper insight into their needs, their roles in the buying process and their online behaviors.

SIC 60

SIC Peer-to-peer Buying Cycle Copywriting 60

Industrial Marketing Today

MARCH 1, 2011

What they really want to know is, “are you ready to buy now?”. After lead nurturing: Salespeople only call those prospects that have sent a clear signal of their readiness to buy with their online interactions with your marketing content. Lead nurturing when done right can actually shorten the buying cycle.

Lead Nurturing 60

Lead Nurturing Cold Calling Leads Lead 60

Industrial Marketing Today

JANUARY 25, 2012

Here are some marketing content ideas for helping your buyers move closer to the procurement stage of the industrial buy cycle. The marketing content ideas I have listed here are best suited for the late stages of the buying cycle to move industrial buyers closer to specifying your products in their BOMs and RFQs.

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60

Industrial Marketing Today

JUNE 22, 2012

This problem results in not being able to truly recognize marketing’s contribution to every stage of the buy cycle. The ‘last ad’ standard misses the all-important concept of the buying cycle and funnel, in which all stages contribute to the final purchase decision. Some people refer to this as the “last ad” syndrome.

Top of Funnel 60

Top of Funnel BtoB Buying Cycle Advertising Funnels 60

Industrial Marketing Today

JUNE 29, 2010

Relevant marketing content – key to thought leadership Positioning your company as a thought leader is critical in complex technical sales that have long buying cycles with many decision makers involved.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

AUGUST 17, 2010

Because B2B and industrial buyers tend to be more sophisticated in the use of online content in making their decision over the entire buying cycle. BtoB marketers need to create and deliver content that is relevant to those searching for their solution while mapping it to the prospect’s buying cycle.

Optimization 60

Optimization Web 2.0 Planning Buying Cycle 60

Industrial Marketing Today

MAY 5, 2010

said it best when she wrote, “Passive reading of your content is not going to help online marketing initiatives shorten buying cycles or increase customer acquisition and revenues.” Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

MAY 14, 2010

Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Customize them to suit your particular product line, which makes it much easier to specify and buy your valves. How do you shift the focus from you or your company to your prospects and customers?

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

JUNE 12, 2010

ThomasNet study, 2006) For IT solutions in excess of $50,000, the most wanted data in the early stage awareness was price ( Source: Joint study done by MarketingSherpa and Enquiro , 2007) Today, a majority of industrial buying decisions begin online. This was second only to downloading product data sheets.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

JULY 29, 2010

The “Mapping Marketing to the Transforming Buying Process,” report released by DemandGen Report revealed serious disconnects. Unfortunately, the answer is a big NO. There is a breakdown between the customer’s reality of engagement and the B2B marketer’s perception of it.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Industrial Marketing Today

JUNE 5, 2012

For conversion to happen, you have to match your content to the buyer’s journey, each stakeholder’s role and the current stage on their buy cycle. See my post, “Deconstructing the Four Stages of the Industrial Buy Cycle” ). What happens if you are a manufacturer of industrial components or an industrial distributor?

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 60

Industrial Marketing Today

APRIL 21, 2010

B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card?

Budget Programs 60

Budget Programs Education Marketing Budget Lead Scoring 60

Industrial Marketing Today

DECEMBER 7, 2010

It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

AUGUST 1, 2012

Nurture qualified leads that are not ready to buy now with effective content marketing. If you don’t, they will buy from your competition when they are ready (See my earlier post, B2B Lead Generation without Lead Nurturing is Doomed to Fail ). Measure, refine and repeat.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 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. Using content for inbound marketing HubSpot , calls inbound marketing as flipping traditional outbound marketing on its head.

Marketing Budget Creation 60

Marketing Budget Creation B2B Marketing Web 2.0 Marketing Budget 60

Industrial Marketing Today

JULY 12, 2011

Nobody buys product features, they want solutions. However, if you are a manufacturer or an industrial services company, ask yourself this question, why would anyone buy your products or services if they don’t know they have a problem? Industrial and manufacturing marketers are trained to sell solutions. That’s marketing 101, right?

Marketing Management 60

Marketing Management Paid Search Agency Comparison Inbound Marketing 60

Industrial Marketing Today

APRIL 22, 2010

You can buy the book from Amazon and visit his site at www.distributiontrap.com. B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card?

Distribution 60

Distribution Web 2.0 Lead Ranking Privacy Policies 60

Industrial Marketing Today

OCTOBER 14, 2011

It is not all about buying marketing software. I found his article, “Buying software is easy. Eric makes an excellent point where he wrote, “…software tools in the hands of inexperienced users produce less than desirable results.” You can read his full article here. His weight loss analogy is perfect for describing the problem.

Inbound Marketing 60

Inbound Marketing Top of Funnel Marketing Automation Services Allocation 60

Industrial Marketing Today

MAY 31, 2010

Here’s an example from my post titled “Deconstructing the Four Stages of the Industrial Buy Cycle.” Yes, that’s my affiliate link and I earn beer money if you use it to buy. It is a very important part of your on site SEO strategy and you should take the time to customize your title tag for each post and page.

Optimization 60

Optimization SEO Buying Cycle Web 2.0 60

Industrial Marketing Today

MARCH 29, 2011

Here’s what’s wrong with that picture: A vast majority of your site visitors are not ready to buy on their first visit. Consider this then, a vast majority of those “tire kickers” will go on to buy from someone else in the next 6 to 10 months or sooner and probably from your competition. I am not making this up just to scare you.

Marketing Websites 60

Marketing Websites Web 2.0 Sales Qualified Leads Lead Nurturing 60

Industrial Marketing Today

FEBRUARY 17, 2011

Content includes: Understanding the industrial buy cycle. It is 15 pages that are packed with bite-sized, actionable digital marketing ideas to help you score more wins for both sales and marketing. Use it to map out your own plays for generating more high-quality leads, increasing sales and growing revenues.

Paid Search Agency 60

Paid Search Agency Top of Funnel Companies Buying Cycle 60

Industrial Marketing Today

APRIL 28, 2010

B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card?

Web 2.0 60

Web 2.0 Privacy Policies Buying Cycle RSS 60

Industrial Marketing Today

APRIL 30, 2010

Additionally, when marketers create a nurturing program across the buying process, each new lead should start at the beginning of the program with touch 1. This gives the rep a business reason for the call (to offer the content) which is much better than, “Are you ready to buy yet?&#

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

APRIL 15, 2011

Downloadable CAD files have played a major role in components and parts being designed in – a key and necessary step in the industrial buying process. I’ve also linked CAD drawings to online stores where site visitors can instantly buy standard components. . Does your company provide an online CAD library?

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

OCTOBER 21, 2010

Costs less: Lower costs and higher ROI from inbound marketing because there are no built-in costs such as media buys and booth rentals at tradeshows. Tracking behavior and site interactions leads to serving up relevant content that engages visitors at each stage of the buying cycle. See my earlier posts on industrial buy cycle ).

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

APRIL 20, 2010

B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card?

Social Media 60

Social Media Social Marketing B2B Marketing Web 2.0 60

Industrial Marketing Today

MAY 11, 2010

Lead generation and lead nurturing have been put on the backburner and clients are interested only in finding leads that are ready to buy now (see my previous post, “The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation.” ). The success of outbound marketing does make sense in this context.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

SEPTEMBER 29, 2009

B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card?

Small Business Marketing 60

Small Business Marketing Blogger Web 2.0 Tips 60