sales 
Industrial Marketing Today
MARCH 16, 2012
Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them.
Industrial Marketing Today
JULY 16, 2012
In today’s uncertain economy, manufacturing and industrial companies are taking more than a hard look at their marketing spends. These companies have always thought of marketing as sales support, so it requires a lot of convincing to change that mind-set. Read my post, “Manufacturers Need Lead Management to Close the RFQ Gap.”.
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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.”
Industrial Marketing Today
OCTOBER 7, 2010
This has resulted in fewer direct interactions with sales reps from vendors. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing. In developing a lead scoring system, marketing has to make certain assumptions to classify prospects as hot or not.
Industrial Marketing Today
JULY 9, 2010
an industrial and business-to-business (B2B) marketing communications company in Houston, Texas. The tools are wonderful – they do indeed automate many of the tasks you listed (email handling, lead management, nurturing, etc.). He is the Founder & President of Tiecas, Inc. – I would take this a little further.
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