sales 
Industrial Marketing Today
JUNE 8, 2010
Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle. What is the key to shortening the buy cycle?
Industrial Marketing Today
JUNE 22, 2012
The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. Marketing keeps you in sales.”
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Industrial Marketing Today
FEBRUARY 24, 2012
However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. Google sales and marketing disconnect and you will find thousands of articles written on this topic. All very impressive “Marketing Talking Points” to prove their success. This is not a new problem.
Industrial Marketing Today
AUGUST 1, 2012
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. Next, they try a series of marketing tactics without a strategy or a plan, hoping something will produce results. How can industrial marketing remove this disconnect?
Industrial Marketing Today
DECEMBER 22, 2011
As we wind down 2011, this is a good time to review all the industrial marketing posts that I have published here and been viewed by you, my readers, during the year. That’s the power of inbound marketing with content. Thought Leadership: Marketing Engineering Services with Technical Articles.
Industrial Marketing Today
AUGUST 26, 2011
Inbound marketing with content has been getting all the attention lately. Consultants and practitioners of “pull” marketing want marketers to abandon “push” marketing because they say it is old school and no longer effective. Inbound marketing requires prospects to be actively searching for products and solutions.
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). Branding is an expense item like the rest of marketing. He suggests that B2B marketers take a cue from their B2C counterparts when it comes to increasing brand awareness.
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