Industrial Marketing Today

OCTOBER 9, 2012

A Value Proposition plays an important role in differentiation, which in turn affects lead generation. However, my clients look to me for answers for overcoming their lead generation challenges using my knowledge and experience in industrial marketing. These work best for middle of the sales funnel (MoFU).

Top of Funnel 60

Top of Funnel Differentiation Lead Scoring Lead Ranking 60

Industrial Marketing Today

OCTOBER 21, 2010

If you believe everything you read (and lately there’s been a lot) about marketing automation, you’d think it is the killer app to solve all your lead generation problems. Then there are scores of B2B marketers who swear by inbound marketing as the path to lead generation nirvana. How manufacturers are marketing today. It scored 8.6

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

APRIL 2, 2012

In the early stages of lead generation, you are primarily dealing with “suspects” – people who you have not yet qualified as prospects or leads. For top of the funnel content, infographics are very effective because of their focus on educating the reader rather than being product-centric.

Top of Funnel 60

Top of Funnel Ideal Customer Profiles Content Marketing Planning 60

Industrial Marketing Today

OCTOBER 1, 2011

They agree it helps them get found in search engines early and often, drives hordes of traffic to their site and fills the top of their funnel with qualified leads at a lower cost per lead. I know how strange that might sound, but for most companies, leads mean more work and very little to show for it.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 60

Industrial Marketing Today

SEPTEMBER 24, 2012

Generating leads is always the central theme in my daily conversations with manufacturing, engineering and industrial companies. However, a qualified lead means different things to different people and it is rare for me to find too many of these companies to have a clear definition of what a lead means to them.

Lead Ranking 60

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

Industrial Marketing Today

FEBRUARY 17, 2011

Use it to map out your own plays for generating more high-quality leads, increasing sales and growing revenues. Lead nurturing for better lead generation. How to feed your sales funnel with a business blog. Content includes: Understanding the industrial buy cycle. What inbound marketing with content will do for you.

Paid Search Agency 60

Paid Search Agency Top of Funnel Companies Buying Cycle 60

Industrial Marketing Today

JANUARY 25, 2012

They are very good for engaging with prospects and leads that are at the top and the middle of the sales funnel. See Use Content Marketing to Manage Industrial Sales Funnels and Creating Digital Content for Industrial Marketing ).

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60

Industrial Marketing Today

JULY 2, 2012

Manufacturers usually want their industrial marketing to generate leads that result in RFQs as quickly as possible. Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. 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

FEBRUARY 3, 2012

If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), You may have a clear picture in your head but until you put it down on paper, you will miss several smaller steps that lead to the conversation between the customer and your sales team. make sure the site is aligned with your sales process.

Top of Funnel 60

Top of Funnel Process Marketing Websites Sales Qualified Leads 60

Industrial Marketing Today

JUNE 22, 2012

See Manufacturers Need Lead Management to Close the RFQ Gap ). I understand that it is not always easy to recognize exactly which marketing strategy generated an actual sales lead, especially in a long sales cycle involving many decision makers as is typical in industrial sales. Marketing keeps you in sales.”

Top of Funnel 60

Top of Funnel BtoB Buying Cycle Advertising Funnels 60

Industrial Marketing Today

JUNE 5, 2012

Some of them are filling the top of their sales funnel but the pipeline of qualified sales opportunities is running dry. After doing all the heavy lifting of SEO to drive traffic, site visitors reach a dead end because there has been no thought given to converting that traffic into leads.

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 60

Industrial Marketing Today

DECEMBER 22, 2010

Marketing automation is very effective in moving prospects through the middle of the marketing funnel until the handoff to sales and provides a good closed-loop system for lead recycling that would otherwise go to waste. However, you shouldn’t count on marketing automation to solve all your lead generation problems.

Top of Funnel 60

Top of Funnel B2B Thought Leadership Marketing Analytics Tools Curation 60

Industrial Marketing Today

SEPTEMBER 6, 2011

Industrial companies have realized the importance of inbound marketing and its impact on lead generation. B2B marketers with blogs generate 67% more leads according to a study done by HubSpot (See Why Your Sales Funnel May Run Dry Without a Business Blog ).

CMS Development 60

CMS Development Curation Inbound Marketing Marketing Management 60

Industrial Marketing Today

MARCH 17, 2011

As an industrial marketer, you recognize the importance of constantly publishing fresh and relevant content to attract qualified visitors and convert them into leads. Generate new prospects and leads by compiling several FAQs on a particular topic or product line. Add a link…you know the drill!

Top of Funnel 60

Top of Funnel FAQ Case Studies Content 60

Industrial Marketing Today

OCTOBER 14, 2011

IMO, for effective “pull” marketing, you need both Inbound Marketing and MA to maximize the top and the middle of your sales funnel. I recommend starting with inbound or content marketing and then moving on to marketing automation to make the entire lead generation process smooth and efficient.”.

Inbound Marketing 60

Inbound Marketing Top of Funnel Marketing Automation Services Allocation 60

Industrial Marketing Today

JANUARY 18, 2012

The two main reasons are 1) Not showing up in Google search results ( SEO – Organic Search Engine Optimization ) and/or 2) Not getting enough qualified leads from the website (Traffic and Conversion). A website audit is a wise investment if you want a site redesign that will feed your sales funnel with more high quality sales leads.

Marketing Websites 60

Marketing Websites CMS Development High Quality Lead Top of Funnel 60

Industrial Marketing Today

JULY 29, 2010

Also see a very interesting post from Junta42, “Engage and Inspire Employees First, Customers Second.” ) Because of the longer cycles and the complexities of B2B and industrial sales, marketers find it very difficult to associate leads to specific marketing content. Get the free “Step-by-Step Guide to Website (re)Design” now.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Industrial Marketing Today

OCTOBER 26, 2010

Accountability and ROI – inbound marketing coupled with lead nurturing and scoring from marketing automation , optimizes the funnel for marketing to demonstrate contribution to revenues and prove ROI. I have written several posts about some of the inbound marketing tactics mentioned in the chart.

Marketing Budget Creation 60

Marketing Budget Creation Marketing Budget Inbound Marketing Tactics 60

Industrial Marketing Today

JUNE 12, 2010

Because pricing information is now sought much higher up in the sales funnel than most marketers suspect. Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

JUNE 4, 2011

If you are an industrial or a manufacturing marketer, you know all about the constant pressure of generating high-quality sales leads. There are three key ideas in the headline of my post – 1) Industrial blogs, 2) Lead generation and 3) Inbound marketing. Marketing does not end with filling the top of the funnel.

Inbound Marketing 60

Inbound Marketing Lead Generation Top of Funnel Lead Scoring 60

Industrial Marketing Today

OCTOBER 26, 2009

Hordes of traffic that convert poorly are useless for generating qualified leads that convert well into paying customers. A Home page is great for attracting prospects at the top of the sales funnel that may have found your site using generic search terms and are just looking for information on companies in your market.

Traffic 60

Traffic Lead Scoring Lead Ranking Top of Funnel 60