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Industrial Marketing Today

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Industrial Marketing in the Age of the Customer

Industrial Marketing Today

Let me give credit where credit is due, I first heard the phrase “The Age of the Customer” from Forrester Research. Inbound Marketing Industrial Marketing Sales Strategies Age of the customer Conversions Digital marketing' It has a nice ring to it and IMO, [.]. This is only a content summary.

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Manufacturers Use Evaluation Kits for Effective Lead Nurturing

Industrial Marketing Today

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. Forrester, CSO Insights and Marketo reported that lead nurturing produced much better results. Still not convinced?

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B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people. Source: Marketing Sherpa/ KnowledgeStorm).

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Industrial and B2B Customer Engagement Simplified

Industrial Marketing Today

However, accurately defining and measuring customer engagement in complex business or industrial sales is still elusive. However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers.

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Creating Relevant B2B Marketing Content: Walk the Talk

Industrial Marketing Today

The chart below from a research study done by Forrester illustrates this point very clearly. Understanding and building accurate profiles of different personas requires a close alignment between sales and marketing. And they use different sources to get their information. This white paper aims to change that perception of them.

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7 Strategies for Using Content to Market Industrial Products

Industrial Marketing Today

Once they find the correct part number, offer datasheets with performance characteristics, applications and tolerance information, include a way for the visitor to send a quick question to your engineering department and if applicable, add a “buy now” button to take advantage of online sales. Share your thoughts by leaving a comment.

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3 Business Blogs with Proven ROI from Industrial Companies

Industrial Marketing Today

I found three industrial blogs that have produced measurable ROI in terms of lead generation and sales – key performance metrics that resonate with the C-suite. They need to see verifiable results and not just screen shots in our online portfolios. Exhibit #3: Kinaxis Supply Chain Expert Community. Results: 2.7