Industrial Marketing Today

FEBRUARY 7, 2011

As part of a new Web design project that I’m working on for an engineering company, I’ve spent quite a bit of time in the past two weeks reviewing Websites of well-known engineering, procurement and construction (EPC) companies. I figured these companies would be great examples of marketing with content.

Paid Search Agency 60

Paid Search Agency Companies Content Buying Cycle 60

Industrial Marketing Today

FEBRUARY 25, 2013

No matter the size of the company or the industry they are in, my conversations always boil down to them wanting more leads from their industrial marketing. Yet I see [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Paid Search Agency 60

Industrial Marketing Today

FEBRUARY 19, 2016

They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. This is only a content summary.

Sales Qualified Leads 60

Sales Qualified Leads Telemarketing Content Marketing Content 60

Industrial Marketing Today

APRIL 14, 2012

April 2012 marks a milestone for my industrial marketing company Tiecas, Inc. I could not have launched my company without the Apple Macintosh Plus, Apple LaserWriter Plus with a PostScript interpreter from Adobe and PageMaker from Aldus Corp. Note the words Type and Graphics in the company name.

Paid Search Agency 60

Paid Search Agency Work Management Marketing Management Companies 60

Industrial Marketing Today

OCTOBER 7, 2013

Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts. However, most of the success is at the beginning of the sales pipeline or [.]. This is only a content summary. Please click on the headline to read the full article.

Content Marketing 60

Content Marketing Content Marketing & Strategy Paid Search Agency 60

Industrial Marketing Today

AUGUST 27, 2012

Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. Manufacturers and industrial companies often use solutions or consultative selling to add value for their customers and transform themselves from suppliers into trusted partners.

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

Industrial Marketing Today

OCTOBER 9, 2012

Most manufacturers and industrial companies make generic claims that are often copied by their competition and lack validation. There are experts who are more qualified than I am in crafting a Value Proposition that is so unique to a company that it cannot be easily duplicated by others.

Top of Funnel 60

Top of Funnel Differentiation Lead Scoring Lead Ranking 60

Industrial Marketing Today

AUGUST 26, 2011

However, it has been my experience that the realty on the ground is very different for many manufacturers and industrial companies. Their pipeline of leads would dry up quickly and sales would come to a grinding halt if they depended entirely on inbound marketing for prospects to come to them. I am interested in hearing your views.

Inbound Marketing 60

Inbound Marketing Paid Search Agency Companies Ad Frequency 60

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.”

Top of Funnel 60

Top of Funnel BtoB Buying Cycle Advertising Funnels 60

Industrial Marketing Today

MARCH 12, 2012

Social media usage by industrial companies has received some coverage lately. I’ve read two different survey studies about how companies within the industrial sector use or plan to use social media. Blogging is a proven social media channel and yet, industrial companies seem to severely under utilize this proven social media tactic.

Social Media 60

Social Media Tactics ROI Paid Search Agency 60

Industrial Marketing Today

OCTOBER 1, 2012

That’s very good advice but what does it really mean if you are on the other side of the table and are responsible for marketing your industrial company? I don’t want to overgeneralize the process of developing a good content marketing strategy because it varies from company to company.

Paid Search Agency 60

Paid Search Agency Marketing Strategy Marketing & Strategy Work Management 60

Industrial Marketing Today

OCTOBER 20, 2011

According to a survey done by GlobalSpec (Social Media Use in the Industrial Sector – 2011), 33% of industrial companies provide an online discussion community for customers, and 32% provide one internally for employees. How do industrial companies benefit from a community forum? See chart). This kind of market intel is invaluable.

Communities 60

Communities Paid Search Agency Peer-to-peer Companies 60

Industrial Marketing Today

MAY 22, 2012

I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. According to a survey conducted in 2011 by BtoB and Rainmarker Systems, while only 35% of B2B marketers are involved with selling directly online, 58% of those companies have an increasing commitment to the channel.

Advertising Channels 60

Advertising Channels Cable BtoB Distribution 60

Industrial Marketing Today

FEBRUARY 3, 2012

If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. Define your sales process in details.

Top of Funnel 60

Top of Funnel Process Marketing Websites Sales Qualified Leads 60

Industrial Marketing Today

FEBRUARY 7, 2011

As part of a new Web design project that I’m working on for an engineering company, I’ve spent quite a bit of time in the past two weeks reviewing Websites of well-known engineering, procurement and construction (EPC) companies. I figured these companies would be great examples of marketing with content.

Rules 60

Rules Paid Search Agency Companies Content Marketing 60

Industrial Marketing Today

OCTOBER 25, 2011

B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. Maximize the middle of the funnel (MoFU) for converting more leads into sales opportunities. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”.

Top of Funnel 60

Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

Industrial Marketing Today

FEBRUARY 24, 2012

Every manufacturing or industrial company that I talk to wants more leads. 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. This is not a new problem.

Lead Generation 60

Lead Generation Sales Qualified Leads Lead Ranking Marketing Qualified Leads 60

Industrial Marketing Today

FEBRUARY 12, 2011

It is difficult nowadays to find a marketing company or an independent expert not using a business blog to attract and engage with its target audience. I use this blog to reach a wider audience than before, drive more traffic to my industrial marketing company’s Website and establish my expertise in this niche. Blake Landau.

Co-Registration 60

Co-Registration Paid Search Agency Companies B to B 60

Industrial Marketing Today

FEBRUARY 17, 2011

My company, Tiecas has just released a new free guide called “Industrial Marketing Playbook.”. 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. How to feed your sales funnel with a business blog. Key benefits of marketing automation.

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Paid Search Agency Top of Funnel Companies Buying Cycle 60

Industrial Marketing Today

OCTOBER 1, 2011

In my conversations with industrial companies about inbound marketing, I find my audience agreeing with me up to a certain point and then there is a big disconnect. Then comes the silence because they are having trouble connecting the dots between inbound marketing and sales. just like in the movie Jerry Maguire.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 60

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This one caught me by surprise.

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Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

JANUARY 3, 2011

Are you leaving additional sales leads and revenues on the table? Industrial marketers who don’t use a business blog are missing a key component of feeding the top of their sales funnels. A business blog will help you do all that but what about finding new leads and more sales opportunities? Happy New Year! Source: HubSpot ).

Top of Funnel 60

Top of Funnel Business Blogging High Quality Lead Business 60

Industrial Marketing Today

JULY 2, 2012

Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. That’s why I like to call them “sales enablers.”. I have seen some industrial companies offer their 3D models without requiring registration. Design wins lead to prototype and production orders.

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 60

Industrial Marketing Today

NOVEMBER 14, 2010

In most manufacturing and industrial companies, engineering, sales and marketing operate in their own silos, barely acknowledging each other’s existence. What surprises me is that engineers with 20 years experience in corporate environment still think marketing is advertising or putting content on the company website.

Advertising Agencies 60

Advertising Agencies Paid Search Agency Work Management CMO 60

Industrial Marketing Today

DECEMBER 12, 2010

Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 60

Industrial Marketing Today

FEBRUARY 24, 2014

I have had many conversations with manufacturers and industrial companies where our discussions began with the statement, “We need to redesign our industrial website.” Great news, right? Not exactly and [.]. This is only a content summary. Please click on the headline to read the full article.

Marketing Websites 60

Marketing Websites Process Design Content Marketing 60

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Score this lead according to your preset BANT (Budget, Authority, Need, and Timing) criteria to determine if they are “sales-ready.”

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Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

MAY 22, 2019

I regularly receive email inquiries from industrial companies needing help with their manufacturing content marketing. These people are on the right track for wanting to use manufacturing content marketing for generating better quality leads that turn into sales opportunities. This is only a content summary.

Content Marketing 93

Content Marketing Content Paid Search Agency Marketing 93

Industrial Marketing Today

MAY 13, 2016

Industrial marketing precedes industrial sales. That’s because these industrial companies have traditionally depended on sales teams to drive their lead generation efforts from start to finish. That is the reality today. This is only a content summary.

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Paid Search Agency Marketing Lead Generation Marketing Websites 60

Industrial Marketing Today

FEBRUARY 16, 2015

Many industrial companies find it challenging to market to engineers. These companies are at a loss and need to figure out a better way to market since their target audience is primarily engineers from various disciplines. Content Marketing Sales Strategies Industrial content creation Industrial Marketing Marketing to engineers'

Marketing & Strategy 60

Marketing & Strategy Paid Search Agency Marketing Marketing Strategy 60

Industrial Marketing Today

AUGUST 2, 2016

Industrial content marketing success for most manufacturers and other industrial companies is usually measured by an increase in the number of RFQs/RFPs. Arguments about quality vs. quantity tend to fall on deaf ears because these companies with long sales cycles need a certain volume of quotes to keep their pipelines full and active.

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Conversion Content Marketing Sales Cycle Content 60

Industrial Marketing Today

JUNE 5, 2012

In my daily interactions with manufacturing, engineering and industrial companies, inbound marketing or content marketing is a popular topic of discussion. The problem as I see it is that many of these industrial companies still think of content marketing as a one-off marketing campaign. See my earlier post, “You’ve Got Traffic.

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 60

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. I direct their attention to all the blog posts that I’ve written in the past about inbound marketing for industrial companies.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 60

Industrial Marketing Today

AUGUST 11, 2015

Imagine this all too common scenario if you are a manufacturer, distributor or an engineering company. Sales are slow; you need to do something right now to make the phones ring. The directive comes from the top – add more sales people, start working the phones and drop those prices just to book orders.

Business 60

Business Paid Search Agency Pricing Price 60

Industrial Marketing Today

SEPTEMBER 17, 2012

For the past six years, more than two thirds of manufacturers and industrial companies have said that lead generation or customer acquisition is their top marketing priority according to the latest industrial marketing survey released by GlobalSpec. How will digital marketing improve your sales process without being disruptive?

Cost 60

Cost Planning Marketing Budget Creation Marketing Budget 60

Industrial Marketing Today

APRIL 15, 2011

For a while now, manufacturers have been using online searchable product catalogs to generate new leads and sales. That in turn helps manufacturers get in early in the industrial sales cycle and generate more sales opportunities. A company called PARTsolutions LLC provides applications for 3D part catalog management and hosting.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

AUGUST 1, 2011

The owner of a small manufacturing firm or the CEO of a large industrial distributor wants proof of content marketing’s direct contributions to sales and revenues. Talk about: The number of sales qualified leads generated. The percentage of quotes that converted to sales. Sounds familiar? I thought so.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Planning Paid Search Agency 60