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. Visit my website for more content on industrial marketing.].

Content Marketing 60

Content Marketing Content Marketing & Strategy Paid Search Agency 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

NOVEMBER 10, 2011

Content marketing has become indispensable for addressing this changed buyer behavior. It is only at the last stage, Procurement when buyers have already prepared a shortlist of vendors do they contact a manufacturer’s sales rep. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Leads Lead 60

Industrial Marketing Today

NOVEMBER 19, 2018

I just finished reading the Manufacturing Content Marketing 2019—Benchmarks, Budgets, and Trends report published by the Content Marketing Institute (CMI) and sponsored by IEEE GlobalSpec. This is only a content summary. This is only a content summary. Visit my website for more content on industrial marketing.].

Content Marketing 95

Content Marketing Content Advertising Benchmark Marketing 95

Industrial Marketing Today

OCTOBER 25, 2018

Probably the most common complaint I hear is, “We’ve been blogging for a while but haven’t seen any tangible results (leads, sales opportunities etc.).” This is only a content summary. Visit my website for more content on industrial marketing.]. Please click on the headline to read the full article.

Tactics 92

Tactics Content Marketing Content Marketing 92

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

NOVEMBER 8, 2016

Typically, […] The post Industrial Email Marketing for Targeting Engineers in Long and Complex Sales Cycles by Achinta Mitra appeared first on Industrial Marketing Today. This is only a content summary. Visit my website for more content on industrial marketing.]. Please click on the headline to read the full article.

Sales Cycle 123

Sales Cycle Email Marketing Social Media Marketing 123

Industrial Marketing Today

MAY 22, 2018

Manufacturers want their industrial content marketing for engineers to generate Sales Qualified Leads (SQLs) and not just Marketing Qualified Leads (MQLs) from content downloads. This is only a content summary. This is only a content summary. Visit my website for more content on industrial marketing.].

Sales Qualified Leads 64

Sales Qualified Leads Buy Marketing Qualified Leads Lead Ranking 64

Industrial Marketing Today

JANUARY 15, 2013

There is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. This is only a content summary. Visit my website for more content on industrial marketing.]. For many, the two are synonymous and it is just a [.]. Please click on the headline to read the full article.

Inbound Marketing 60

Inbound Marketing Content Marketing Content Marketing & Strategy 60

Industrial Marketing Today

NOVEMBER 4, 2013

I can assure you this is not another post about sales and marketing alignment. This is only a content summary. Visit my website for more content on industrial marketing.]. Plenty has been written on that topic already. I am sure you’ve read many articles about [.]. Please click on the headline to read the full article.

Sales Qualified Leads 60

Sales Qualified Leads Lead Ranking High Quality Lead Inbound 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. Your online content needs to play a much more active role in moving site visitors along in his/her buy decision. Ardath Albee, CEO of Marketing Interactions, Inc.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

JANUARY 9, 2015

Content marketing for manufacturers has become a staple of industrial marketing with 61 percent using it as a marketing tactic and 54 percent planning to increase their spending on content creation (Source: IHS GlobalSpec Research Report). This is only a content summary. Please click on the headline to read the full article.

Content Marketing 60

Content Marketing Planning Content Inbound Marketing 60

Industrial Marketing Today

SEPTEMBER 1, 2015

Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. This is only a content summary. This is only a content summary. Visit my website for more content on industrial marketing.].

Sales Qualified Leads 60

Sales Qualified Leads High Quality Lead Leads Lead 60

Industrial Marketing Today

AUGUST 20, 2021

Sometimes the sales cycles may be as long as 12 to 18 months, for example, custom-engineered systems. Of course, not all industrial sales take that long. This is only a content summary. Visit my website for more content on industrial marketing.]. You may want to read my earlier post on the industrial customer journey.

Sales Cycle 180

Sales Cycle Course Marketing & Strategy Marketing 180

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. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).

RFP 60

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

Industrial Marketing Today

JULY 23, 2013

This is only a content summary. Visit my website for more content on industrial marketing.]. Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking' A hit movie for sure. Sometimes I feel the same way [.].

Lead Generation 60

Lead Generation Marketing Leads Generation Leads 60

Industrial Marketing Today

SEPTEMBER 15, 2014

This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. This is only a content summary. Visit my website for more content on industrial marketing.].

Sales Qualified Leads 60

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

Industrial Marketing Today

FEBRUARY 21, 2011

It is a known fact that for content to engage and convert, it must be relevant. Needless to say, industrial and B2B marketers are constantly looking to improve the relevance of their content but are not always successful, as recent studies have shown. I’ve seen some unusual applications of online content.

Relevance 60

Relevance Sales Qualified Leads Sales Leads Leads 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

OCTOBER 24, 2016

Industrial content marketing is facing a big challenge because manufacturers are struggling to make it more engaging for their target audience. They have a good grasp of industrial content marketing’s contributions at the top of funnel but can’t quite connect the dots when it comes to measuring its effectiveness in driving sales.

Top of Funnel 60

Top of Funnel Content Marketing Content Marketing Funnels 60

Industrial Marketing Today

JANUARY 5, 2016

If you are a manufacturing marketer, I’m sure you’ve heard all the buzz and the hype surrounding content marketing for manufacturers. It is a fact that today more manufacturers are using content marketing for increasing awareness (Branding), lead generation and sales. This is only a content summary.

Content Marketing 60

Content Marketing Buzz Content B2B Sales 60

Industrial Marketing Today

FEBRUARY 16, 2022

Let’s look at the big picture first – B2B sales. This is only a content summary. Visit my website for more content on industrial marketing.]. I’ve been a big believer and a practitioner of digital marketing strategies and tactics for my industrial marketing and consultancy clients for several years now.

Marketing Strategy 182

Marketing Strategy Marketing & Strategy Consulting B2B Sales 182

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.

Conversion 60

Conversion Content Marketing Sales Cycle Content 60

Industrial Marketing Today

AUGUST 26, 2013

If storytelling sounds too “Kumbaya” to you for hardcore industrial marketing and sales, then I suggest you read on for a fresh perspective. This is only a content summary. Visit my website for more content on industrial marketing.]. There is a very good reason centuries [.].

Storytelling 60

Storytelling Content Marketing Content Inbound Marketing 60

Industrial Marketing Today

JANUARY 26, 2015

Many manufacturers are using content marketing but few consider it effective in generating leads that turn into sales opportunities. The post Content Marketing for Manufacturers Must Go Deeper than ToFu by Achinta Mitra appeared first on Industrial Marketing Today. This is only a content summary.

Content Marketing 60

Content Marketing Content SEO Organic Leads 60

Industrial Marketing Today

OCTOBER 1, 2011

Then comes the silence because they are having trouble connecting the dots between inbound marketing and sales. This is when I have to take a step back and start talking about how the job of inbound marketing does not end with lead generation but extends into setting the table for sales so they can be more productive.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 60

Industrial Marketing Today

MAY 7, 2012

In my last post, I talked about using content to convert website traffic into leads and customers. In this post, I want to continue with a similar theme and talk about why your content marketing must have a purpose. See Content Marketing: Think Like a Publisher, Act Like an Investor ). What am I talking about?

Content Marketing 60

Content Marketing Planning Content Sales Qualified Leads 60

Industrial Marketing Today

OCTOBER 1, 2014

Strong relationships have always been the cornerstone in complex industrial sales. The post How Industrial Content Marketing Builds Stronger Relationships Based on Trust by Achinta Mitra appeared first on Industrial Marketing Today. This is only a content summary. This is only a content summary.

Trust Marketing 60

Trust Marketing Content Marketing Ad Building 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. Answer – Create higher value content.

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 60

Industrial Marketing Today

JULY 16, 2012

These companies have always thought of marketing as sales support, so it requires a lot of convincing to change that mind-set. Upper management and key decision makers are skeptical about inbound marketing with content being able to generate qualified leads and set the table for sales. They are the specifiers of your product.

Lead Ranking 60

Lead Ranking Lead Scoring Marketing Management Paid Search Agency 60

Industrial Marketing Today

AUGUST 1, 2011

Notice how discussions about content marketing are full of words like engagement, helpful, sharing, nurturing and community building. However, have we gone too soft with content marketing when it comes to selling industrial products and services? And that is… content marketing must deliver a real business value. I thought so.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Planning Paid Search Agency 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. Think of 3D CAD models and 2D CAD drawings as supercharged content assets for moving leads closer to the RFQ stage much quicker than any other type of content resource.

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 60

Industrial Marketing Today

JUNE 24, 2016

Industrial content marketing can be very effective in solving two common problems that many manufacturers and distributors face. This is only a content summary. This is only a content summary. Visit my website for more content on industrial marketing.]. Please click on the headline to read the full article.

Differentiation 68

Differentiation Content Marketing Content Marketing 68

Industrial Marketing Today

JUNE 22, 2020

I don’t think manufacturers have much of a choice because the pandemic has negatively impacted their sales pipelines. This is only a content summary. This is only a content summary. Visit my website for more content on industrial marketing.]. There is no getting around that fact.

Marketing Strategy 155

Marketing Strategy Marketing & Strategy Marketing Marketing Websites 155

Industrial Marketing Today

JUNE 22, 2011

I’ve heard some of my manufacturing clients call their subscribers free content leads. I’ve also read articles by other industrial marketers where they recommend using free content to generate new leads. IMO, these people have merely raised their hands to indicate some interest in your company, content and the free offer.

Sales Qualified Leads 60

Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

SEPTEMBER 15, 2021

The pandemic has accelerated the trend towards online sales. This is only a content summary. Visit my website for more content on industrial marketing.]. Industrial manufacturers and distributors are poised to dive right into e-commerce. According to. Please click on the headline to read the full article.

Trends 145

Trends Automation Marketing Websites Product 145

Industrial Marketing Today

JANUARY 25, 2012

It is very common to find marketing content from manufacturers and industrial companies that is all about how great their products are or that their technology is innovative. Sellers may be too close to the forest to see the trees and firmly believe their marketing content is helpful to their buyers. Online product configurators.

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60