| | | Industrial Marketing Today | |  Forrester | 6 articles |
| Page 1 of 1 | Previous | Next | INDUSTRIAL MARKETING TODAY FEBRUARY 12, 2012 Manufacturers Use Evaluation Kits for Effective Lead Nurturing Forrester, CSO Insights and Marketo reported that lead nurturing produced much better results. Lead nurturing plays an important role in industrial lead generation programs because it is rare that an industrial sale is completed on the first call or the first visit to the manufacturer’s website. Here are some of the significant findings from their research studies: Reduced the number of marketing-generated leads ignored by sales to as low as 25%. Raised win rates on marketing-generated leads by 7% and reduced “no decisions” by 6%. Still not convinced? | INDUSTRIAL MARKETING TODAY DECEMBER 7, 2010 B2B Lead Generation without Lead Nurturing is Doomed to Fail Additional research from Forrester , CSO Insights , Brian Carroll and Marketo demonstrates that lead nurturing does produce measurable results as follows: Reduced the number of marketing-generated leads ignored by sales to as low as 25%. Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. Source: Marketing Sherpa/ KnowledgeStorm). B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing? | | | | | |
| INDUSTRIAL MARKETING TODAY NOVEMBER 1, 2010  3 Business Blogs with Proven ROI from Industrial Companies Took a leap of faith by investing $70,000 in hiring Forrester to thoroughly research their target audience; implemented every single recommendation for building a community around the audience. A business blog is an important and integral component of inbound marketing. As a result, many of them either ignore blogging as a marketing strategy or wait until their competition launches one. | INDUSTRIAL MARKETING TODAY AUGUST 3, 2010  Industrial and B2B Customer Engagement Simplified Defining B2B Customer Engagement Forrester Research has proposed a definition of customer engagement that makes a lot of sense to me. However, accurately defining and measuring customer engagement in complex business or industrial sales is still elusive. The most simplistic approach to evaluating customer engagement is to measure conversion rates. You can read his entire blog post here. | INDUSTRIAL MARKETING TODAY MAY 14, 2010  7 Strategies for Using Content to Market Industrial Products I’d like to produce research with some metrics but that too costs quite a bit, especially from someone reputable like Forrester. It is heartening to see that content is at the center of most discussions about the state of B2B marketing today. However, industrial marketers face a challenge when it comes to producing a steady stream of fresh content to keep their target audience engaged. | INDUSTRIAL MARKETING TODAY JUNE 19, 2010  Creating Relevant B2B Marketing Content: Walk the Talk The chart below from a research study done by Forrester illustrates this point very clearly. That is pretty much the mantra of B2B content marketing. Transforming that concept into an actionable reality is a very different story. Nothing happens until your site visitors and blog readers take some kind of an action after reading your content. In other words, it is time to walk the talk! | | | | | | | |
|
| |
