Industrial Marketing Today

OCTOBER 21, 2010

Notice how marketers are now talking about quantity of quality leads and not just filling the top of the funnel. 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.

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 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. Social media marketing. B2B Email marketing.

Marketing Budget Creation 60

Marketing Budget Creation Marketing Budget Inbound Marketing Tactics 60

Industrial Marketing Today

JUNE 22, 2012

From BtoB LinkedIn group ). The ‘last ad’ standard misses the all-important concept of the buying cycle and funnel, in which all stages contribute to the final purchase decision. Marketing keeps you in sales.” He summed it up brilliantly.

Top of Funnel 60

Top of Funnel BtoB Buying Cycle Advertising Funnels 60

Industrial Marketing Today

JULY 29, 2010

This tendency often neglects the other marketing channels that played a role in early stages of the purchase funnel. As a result, most BtoB marketers tend to credit sales-ready leads to the last marketing touchpoint. That was one of the key findings of the “2010 Lead Generation Marketing ROI Study” by the Lenskold Group.

B2B Marketing 60

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

Industrial Marketing Today

JUNE 12, 2010

Because pricing information is now sought much higher up in the sales funnel than most marketers suspect. You can’t be sure that the correct information is even getting to prospects. And they’re making those decisions before they agree (or not) to meet with your sales reps.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

JUNE 4, 2011

Various studies and my own experiences with industrial clients show that filling the top of the lead-gen funnel is still the number one goal. Industrial marketers who don’t use a blog are missing a key component of feeding the top of their sales funnels. 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

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. That’s why your Home page may not always be the best entry point.

Traffic 60

Traffic Lead Scoring Lead Ranking Top of Funnel 60