Industrial Marketing Today

JUNE 29, 2010

One of the key findings from the study was that B2B marketers are realizing that developing brand awareness among their customers’ customers can capture a larger share of channel margins and build loyalty that can protect them against lower-priced competitors. Analytics is the new marketing creative!

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

AUGUST 20, 2010

If possible, add basic pricing information on your site to offer complete information without leaving your site. That conveys a precise benefit to the design engineer who would then feel confident specifying your valve.

Web 2.0 60

Web 2.0 Planning Buying Cycle Lead Scoring 60

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

MARCH 23, 2012

That’s because the way your industrial customers interact with you during their buying cycle has changed significantly over the past few years. This is who should be talking to web development companies about their capabilities and prices. Don’t task an admin assistant to call around for prices and fill out a spreadsheet.

Marketing Websites 60

Marketing Websites Marketing Budget Creation Budget Programs Marketing Proposals 60

Industrial Marketing Today

AUGUST 16, 2011

The owners of these small manufacturing companies have to think outside the box and understand the principles of lean manufacturing in order to deliver complex machined parts to OEMs quicker and at a competitive price in order to keep manufacturing here in the U.S. instead of going to an offshore supplier.

Social Media 60

Social Media Effectiveness Media Work Management 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

JUNE 15, 2010

Please share with your friends and followers: Related posts that may interest you: B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers Is Your Industrial Website Still Just a Business Card? Take a quick poll.

CMS Development 60

CMS Development Marketing Websites Work Management Web 2.0 60

Industrial Marketing Today

AUGUST 10, 2010

It seems the secrets of SEO are known only to a few high-priced consultants. 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?

Business Blogging 60

Business Blogging Optimization Web 2.0 Business 60

Industrial Marketing Today

FEBRUARY 12, 2012

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. I have seen manufacturers use evaluation or engineering kits very effectively for lead nurturing. 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

AUGUST 27, 2012

The industrial buy cycle has not changed. This has worked great in the past but the Internet and digital marketing have changed how that process works today. Here are three quotes from well-known sources to validate my claim in case you have doubts about my statement. However, the way potential buyers look for information has.

RFP 60

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

Industrial Marketing Today

JULY 2, 2012

They are in a much better position to offer value engineering and DFMA (Design for Manufacturing and Assembly) services to help become preferred manufacturing partners instead of being a supplier that is constantly competing on price. How are you using 3D CAD models and 2D drawings on your industrial website?

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 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 6, 2011

It was reassuring then when the findings from Machine Builder Research and Buying Study 2011 done by Control Design mirrored what I’ve been hearing from my industrial clients. You can read all the details of the Machine Builder Research and Buying Study 2011 on their web site. This one left me scratching my head.

Design 60

Design Work Management Marketing Management Paid Search Agency 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

MARCH 16, 2012

Step 2: Show them why it is a bad idea to treat all leads the same and jump right into creating a detailed price quote or RFQ. Unless there is complete buy-in from the top, it is impossible for me and/or their internal marketing team to produce results. See my article, “Inbound Marketing Must Set the Table for Industrial Sales.”.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 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

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

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

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

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

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

JANUARY 21, 2011

Their Website uses a simple tabbed interface to guide visitors quickly to the right section(s) based on what they want to do – learn, design, find/select or buy. The WEBENCH Tools help engineers strike the right balance between price and performance, find parts that are in stock and order components from an authorized distributor.

Sample 60

Sample Content Sales Qualified Leads Sales Cycle 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 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?

Social Networks 60

Social Networks Lead Scoring Lead Ranking Web 2.0 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

MAY 18, 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?

B2B Marketing 60

B2B Marketing Web 2.0 Planning Demand Generation Agencies 60

Industrial Marketing Today

MAY 7, 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?

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

Industrial Marketing Today

JUNE 24, 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 Email Marketing Social 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

OCTOBER 21, 2010

SaaS (software as a service) systems are greasing the skids: Subscription pricing eliminates the need for big upfront costs and allows marketers to prove ROI quicker. 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.

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 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

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

NOVEMBER 16, 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?

Email Marketing 60

Email Marketing Web 2.0 Planning Opt-in 60

Industrial Marketing Today

AUGUST 3, 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?

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

JANUARY 26, 2010

The bottom line is for your content to engage your prospects and customers at every stage of the buying cycle. The content doesn’t have to be dull text; it could be a blog with posts written by in-house experts, “how-to” videos or white papers that position your company as a “thought leader” within the industry.

Rules 60

Rules Marketing Websites Web 2.0 Buying Cycle 60

Industrial Marketing Today

SEPTEMBER 20, 2010

Leave a Comment Previous post: Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Next post: Have Digital Marketing and Social Media Killed the Industrial Sales Job? You make a good point about adding explicit calls to action if you want to move the visitor along and ultimately convert him/her into a customer.

Lead Generation 60

Lead Generation Business Blogging Lead Scoring Lead Ranking 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