Industrial Marketing Today

MARCH 29, 2011

Subsequent content such as online demos, samples, product configurators and webinars should ask for more information (progressive profiling). For example, product catalogs, datasheets and application notes can be ungated.

Marketing Websites 60

Marketing Websites Web 2.0 Sales Qualified Leads Lead Nurturing 60

Industrial Marketing Today

DECEMBER 7, 2010

It is not just about posting a bunch of white papers, case studies, online demos and webinars on your website and hoping that someone will download and read. Fully 95% of your leads are like harvested green bananas, and, off the top, your sales team needs only the other 5%, those that are ripe.”. How do you nurture leads?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

DECEMBER 12, 2010

For example, a site visitor with a very high level of activity (several pages visited including pricing information, downloaded white papers, and viewed online demos) would score high on engagement. A good lead scoring and management system should be flexible enough to adjust for exceptions.

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 60

Industrial Marketing Today

JUNE 15, 2010

The client’s engineering team created Flash demos of their software, which we incorporated into the new site. We converted several of their PowerPoint files into online Flash presentations to highlight the primary benefits and features of their software suite.

CMS Development 60

CMS Development Marketing Websites Work Management Web 2.0 60

Industrial Marketing Today

MAY 5, 2010

Hand over sales-ready leads to sales – your sales team may provide them with additional content such as data and price sheets, set up an online or a face-to-face demo and ultimately move them to the RFP/RFQ stage.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

SEPTEMBER 20, 2010

Don’t spend all your time and resources crafting lead generating offers (white papers, webinars, online demos etc.). Don’t put lead generation before traffic Traffic is the lifeblood of any business blog or website. First focus on driving a critical mass of interested traffic by making sure prospects can find your business blog.

Lead Generation 60

Lead Generation Business Blogging Lead Ranking Lead Scoring 60

Industrial Marketing Today

JULY 23, 2010

Build a library of various content assets such as published articles, white papers, online demos, webinars, videos, technical specifications, datasheets, case studies and customer testimonials. The key here is to serve up relevant content that matches the prospect’s state or stage on the decision making process.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60