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

SEPTEMBER 24, 2012

Let me make it clear from the outset, this post is not about sales vs. marketing. I firmly believe that complex industrial sales require both sales and marketing to work together. I advise my clients to embrace that philosophy and not to think of industrial marketing as mere sales support.

Lead Ranking 60

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

Industrial Marketing Today

FEBRUARY 17, 2011

It is 15 pages that are packed with bite-sized, actionable digital marketing ideas to help you score more wins for both sales and marketing. Use it to map out your own plays for generating more high-quality leads, increasing sales and growing revenues. How to feed your sales funnel with a business blog.

Paid Search Agency 60

Paid Search Agency Top of Funnel Companies 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?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. Define your sales process in details.

Top of Funnel 60

Top of Funnel Process Marketing Websites Sales Qualified Leads 60

Industrial Marketing Today

JUNE 22, 2012

The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. Marketing keeps you in sales.”

Top of Funnel 60

Top of Funnel BtoB Buying Cycle Advertising Funnels 60

Industrial Marketing Today

JUNE 5, 2012

Decision makers in these companies want to jump on the content marketing bandwagon but they really don’t have a strategic plan of action and/or a clear idea of how it will drive sales and generate revenues. Some of them are filling the top of their sales funnel but the pipeline of qualified sales opportunities is running dry.

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 60

Industrial Marketing Today

JULY 2, 2012

Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. That’s why I like to call them “sales enablers.”. Overall, I think 3D CAD models and 2D drawings are extremely effective in generating more sales-ready leads for manufacturers and industrial distributors.

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 60

Industrial Marketing Today

JUNE 22, 2011

Developing an effective scoring system requires marketing to work closely with sales. A close alignment between sales and marketing is crucial to your success, and lead scoring is a step that brings the two together. See SAL is the Glue that Binds Sales and Marketing in Lead Generation ).

Sales Qualified Leads 60

Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 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. There is a lot more to fixing your lead generation problems and nurturing those that are not yet “sales ready” before handing them off to sales. You can read his full article here.

Inbound Marketing 60

Inbound Marketing Top of Funnel Marketing Automation Services Allocation 60

Industrial Marketing Today

JANUARY 18, 2012

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. Think of the report as a plan or a roadmap for your website redesign project. Another useful resource is my free Step-by-Step Guide to Web (re)Design. Share your experiences here.

Marketing Websites 60

Marketing Websites CMS Development High Quality Lead Top of Funnel 60

Industrial Marketing Today

JULY 29, 2010

The primary metrics measured are retention (58%), sales (44%), and revenue per customer (35%). As a result, most BtoB marketers tend to credit sales-ready leads to the last marketing touchpoint. This tendency often neglects the other marketing channels that played a role in early stages of the purchase funnel.

B2B Marketing 60

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

Industrial Marketing Today

SEPTEMBER 6, 2011

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 ). If you are still not convinced about the power of industrial blogs and inbound marketing, let me highlight some of the facts and findings that I have written about in the past.

CMS Development 60

CMS Development Curation Inbound Marketing Marketing Management 60

Industrial Marketing Today

OCTOBER 17, 2010

I did some online research to find a solution that wouldn’t require my client to spend a lot of money on additional tracking software and/or training his internal sales and marketing team. Take it a step further by defining your conversion funnel. So my client’s request was not an isolated case. (A

Marketing Analytics Tools 60

Marketing Analytics Tools Lead Generation Analytics Google 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. 79% of marketing leads never convert into sales opportunities. Marketing Automation vs. Inbound Marketing.

Top of Funnel 60

Top of Funnel B2B Thought Leadership Marketing Analytics Tools Curation 60

Industrial Marketing Today

FEBRUARY 12, 2011

If you are still sitting on the fence, read my post, “ Why Your Sales Funnel May Run Dry Without a Business Blog.”. “Story-telling is important.” Blake Landau. You can download the full report from [link] (doesn’t need registration).

Co-Registration 60

Co-Registration Paid Search Agency Companies B to B 60

Industrial Marketing Today

MARCH 17, 2011

Here are some suggestions for repurposing existing content to make them reader-centric while driving lead gen and sales for your company: Drive traffic back to product pages on your site by turning Frequently Asked Questions (FAQs) into individual “how-to” blog posts. The key is to repurpose it to make it more relevant for your readers.

Top of Funnel 60

Top of Funnel FAQ Case Studies Content 60

Industrial Marketing Today

JUNE 12, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question by Achinta Mitra on June 12, 2010 in Industrial Marketing Strategies , Sales Strategies , Website Design & Development Do you show prices on your B2B website?

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

MARCH 16, 2012

For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales. I talk about how the job of inbound marketing does not end with lead generation but extends into setting the table for sales so they can be more productive.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 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. 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. Marketing does not end with filling the top of the funnel.

Inbound Marketing 60

Inbound Marketing Lead Generation Top of Funnel Lead Ranking 60

Industrial Marketing Today

APRIL 2, 2012

For top of the funnel content, infographics are very effective because of their focus on educating the reader rather than being product-centric. Filling the top of the funnel with interested readers is one of the key objectives of content marketing. Infographics fit the bill the perfectly for this purpose.

Top of Funnel 60

Top of Funnel Ideal Customer Profiles Content Marketing Planning 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. Same goes for budget, time frame, company size, gross sales etc. This white paper aims to change that perception of them.

Traffic 60

Traffic Lead Ranking Lead Scoring Top of Funnel 60