Industrial Marketing Today

JUNE 18, 2015

I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. Visit my website for more content on industrial marketing.]. This is only a content summary. This is only a content summary. Please click on the headline to read the full article.

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Industrial Marketing Today

FEBRUARY 24, 2012

Every manufacturing or industrial company that I talk to wants more leads. However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. Google sales and marketing disconnect and you will find thousands of articles written on this topic.

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Lead Generation Sales Qualified Leads Lead Ranking Marketing Qualified Leads 60

Industrial Marketing Today

DECEMBER 7, 2010

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.

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Industrial Marketing Today

JULY 24, 2012

Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. You could use some of these findings to validate your own industrial marketing strategy and/or find some new ideas to fine-tune it for the remainder of 2012.

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Lead Generation Tactics Peer-to-peer Generation 60

Industrial Marketing Today

SEPTEMBER 20, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Lead Generation Using a Business Blog by Achinta Mitra on September 20, 2010 in B2B Lead Generation , Industrial Marketing Blog In B2B lead generation, quantity versus quality is probably the biggest challenge faced by industrial marketers.

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Lead Generation Business Blogging Lead Scoring Lead Ranking 60

Industrial Marketing Today

JANUARY 11, 2021

Trade shows have always been a big part of manufacturing marketing for generating new leads that convert into sales opportunities. Read more The post, %Content Marketing for Manufacturers is filling the Trade Show Void% by %Achinta Mitra% was originally published on %Industrial Marketing Today%.

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Industrial Marketing Today

APRIL 15, 2011

For a while now, manufacturers have been using online searchable product catalogs to generate new leads and sales. That in turn helps manufacturers get in early in the industrial sales cycle and generate more sales opportunities. Now that’s truly relevant and engaging content.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

APRIL 21, 2010

How does one generate high quality, educated leads, not just site visitors on a marketing budget that is less than 1% of the projected revenue? Now, that doesn’t sound very different from most b2b and industrial marketers but wait till you hear/read about the phenomenal results that Holly and her team have produced.

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Budget Programs Education Marketing Budget Lead Scoring 60

Industrial Marketing Today

MAY 7, 2010

Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. However, the role of B2B marketers is changing and evolving more into revenue generation. 58% of respondents said their role, as marketers did not end even after they handed off qualified leads to sales.

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

Industrial Marketing Today

SEPTEMBER 1, 2015

Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. Visit my website for more content on industrial marketing.]. This is only a content summary. This is only a content summary.

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Industrial Marketing Today

MARCH 16, 2012

Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them.

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Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 60

Industrial Marketing Today

FEBRUARY 12, 2012

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.

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Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 60

Industrial Marketing Today

JUNE 22, 2011

I’ve heard some of my manufacturing clients call their subscribers free content leads. I’ve also read articles by other industrial marketers where they recommend using free content to generate new leads. That is good advice and it is a proven tactic for inbound marketing.

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Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

MAY 22, 2018

Manufacturers want their industrial content marketing for engineers to generate Sales Qualified Leads (SQLs) and not just Marketing Qualified Leads (MQLs) from content downloads. Visit my website for more content on industrial marketing.]. This is only a content summary.

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Industrial Marketing Today

OCTOBER 17, 2010

While working on an email campaign for a client who markets to manufacturers in the Process Controls and Automation industry, I was asked if there was an easy way to combine web analytics with email marketing. While researching the problem, I found that there was a real need for easy integration of web analytics with email marketing.

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Industrial Marketing Today

OCTOBER 7, 2010

Lead scoring has become very important in today’s B2B marketing. Marketing’s role in interacting with prospects has expanded and goes further into the buy cycle than before. This has resulted in fewer direct interactions with sales reps from vendors. Lead scoring increases sales productivity and drives revenues.

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Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

NOVEMBER 9, 2010

I wrote this post because Chris, a regular reader of this blog, emailed me recently with a question on B2B lead scoring. His question – “Could you briefly describe the tools/process you use to ‘score’ sales leads?”. Instead, I’ll give you my “Go-To” list of online resources from marketing automation software companies.

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Lead Scoring Lead Ranking Resources Marketing Automation Services 60

Industrial Marketing Today

MAY 22, 2019

I regularly receive email inquiries from industrial companies needing help with their manufacturing content marketing. These people are on the right track for wanting to use manufacturing content marketing for generating better quality leads that turn into sales opportunities. This is only a content summary.

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Content Marketing Content Paid Search Agency Marketing 93

Industrial Marketing Today

JULY 9, 2010

Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame. That is unfortunate because Marketing Automation software is a very useful tool and in my opinion, a necessity these days. However, is improving efficiency enough to justify investing in Marketing Automation?

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Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

NOVEMBER 4, 2013

I can assure you this is not another post about sales and marketing alignment. Visit my website for more content on industrial marketing.]. Plenty has been written on that topic already. I am sure you’ve read many articles about [.]. This is only a content summary. Please click on the headline to read the full article.

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Sales Qualified Leads Lead Ranking High Quality Lead Inbound Marketing 60

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This one caught me by surprise.

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Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

OCTOBER 25, 2011

B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. Maximize the middle of the funnel (MoFU) for converting more leads into sales opportunities. A similar trend is seen in the industrial sector. See chart ). See chart ).

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Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

Industrial Marketing Today

SEPTEMBER 17, 2012

For the past six years, more than two thirds of manufacturers and industrial companies have said that lead generation or customer acquisition is their top marketing priority according to the latest industrial marketing survey released by GlobalSpec. Why do you need to implement a particular industrial marketing tactic?

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Cost Planning Marketing Budget Creation Marketing Budget 60

Industrial Marketing Today

AUGUST 27, 2012

Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. This has worked great in the past but the Internet and digital marketing have changed how that process works today. See Problem-centric Industrial Marketing ).

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RFP Peer-to-peer High Quality Lead Lead Scoring 60

Industrial Marketing Today

OCTOBER 1, 2011

In my conversations with industrial companies about inbound marketing, I find my audience agreeing with me up to a certain point and then there is a big disconnect. I see heads nodding in face-to-face meetings or hear plenty of “Uh-huhs” on the phone when I talk about the benefits of inbound marketing.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 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?), 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.

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Top of Funnel Process Marketing Websites Sales Qualified Leads 60

Industrial Marketing Today

JUNE 5, 2012

In my daily interactions with manufacturing, engineering and industrial companies, inbound marketing or content marketing is a popular topic of discussion. Not that I’m complaining, this gap means more business opportunities for me as an industrial marketing consultant. Does that mean content marketing is useless for you?

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Top of Funnel Content Marketing Planning Buying Cycle 60

Industrial Marketing Today

OCTOBER 9, 2012

A Value Proposition plays an important role in differentiation, which in turn affects lead generation. Most manufacturers and industrial companies make generic claims that are often copied by their competition and lack validation. These work best for middle of the sales funnel (MoFU).

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Top of Funnel Differentiation Lead Scoring Lead Ranking 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.”

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Top of Funnel BtoB Buying Cycle Advertising Funnels 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

JULY 16, 2012

In today’s uncertain economy, manufacturing and industrial companies are taking more than a hard look at their marketing spends. These companies have always thought of marketing as sales support, so it requires a lot of convincing to change that mind-set. See Content Marketing: Think Like a Publisher, Act Like an Investor).

Lead Ranking 60

Lead Ranking Lead Scoring Marketing Management Paid Search Agency 60

Industrial Marketing Today

JANUARY 3, 2011

Are you leaving additional sales leads and revenues on the table? Industrial marketers who don’t use a business blog are missing a key component of feeding the top of their sales funnels. By not using every opportunity to generate high-quality leads, they may be leaving money on the table. Happy New Year!

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Top of Funnel Business Blogging High Quality Lead Business 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. It scored 8.6

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Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

AUGUST 1, 2012

Business as usual is not working – referrals are trickling in, if at all and the pipeline of leads is running dry. The old way of hiring away salespeople from the competition with their “ready book of business” is not producing the quick sales they had expected. How can industrial marketing remove this disconnect?

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Industrial Marketing Today

MAY 13, 2016

Industrial marketing precedes industrial sales. That’s because these industrial companies have traditionally depended on sales teams to drive their lead generation efforts from start to finish. Visit my website for more content on industrial marketing.]. That is the reality today.

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Industrial Marketing Today

FEBRUARY 19, 2016

They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. Visit my website for more content on industrial marketing.].

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