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

OCTOBER 7, 2010

Marketing’s role in interacting with prospects has expanded and goes further into the buy cycle than before. According to Marketo , a 10% increase in lead quality = 40% increase in sales productivity. Especially now since industrial and technical buyers are relying more and more on online resources for their decision making process.

Lead Ranking 60

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

FEBRUARY 12, 2012

Forrester, CSO Insights and Marketo reported that lead nurturing produced much better results. After the initial sign up and/or a free needs assessment analysis, qualified leads buy an evaluation kit at a low, introductory price or are given free engineering kits. Another option is Valve Sizing programs for valve manufacturers.

Lead Nurturing 60

Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 60

Industrial Marketing Today

OCTOBER 13, 2010

Jon Miller, VP Marketing, Marketo wrote in a recent post , “By eliminating the need for registration in order to gain access to your white papers, eBooks, and other valuable content, you remove the initial barriers to building relationships with prospects. David is not alone in voicing this opinion.

Lead Ranking 60

Lead Ranking Leads Lead Marketing Qualified Leads 60