Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Raised win rates on marketing-generated leads by 7% and reduced “no decisions” by 6%.

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 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? 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? All I can say is WOW!

Budget Programs 60

Budget Programs Education Marketing Budget Lead Scoring 60

Industrial Marketing Today

FEBRUARY 24, 2012

Recently, a manufacturing client retained me to help them improve their industrial lead generation program. In short, very poor ROI from their lead generation efforts. Inside Sales Manager – “Lead generation is outbound telemarketing and appointment setting for my sales people.”. The s**t hit the fan!).

Lead Generation 60

Lead Generation Sales Qualified Leads Lead Ranking Marketing Qualified Leads 60

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. I have written about the benefits of creating an online CAD library in several of my posts in the past.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

JULY 23, 2013

Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking' Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

Lead Generation 60

Lead Generation Marketing Leads Generation Leads 60

Industrial Marketing Today

OCTOBER 1, 2012

I’m sure every time you’ve talked with an industrial marketing consultant about content marketing, you’ve been told that you need to start with a “content marketing strategy.” I don’t want to overgeneralize the process of developing a good content marketing strategy because it varies from company to company.

Paid Search Agency 60

Paid Search Agency Marketing Strategy Marketing & Strategy Work Management 60

Industrial Marketing Today

MAY 7, 2010

Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. 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.

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

Industrial Marketing Today

DECEMBER 12, 2010

Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. They want to know how much revenue was generated from all that marketing activity. And a bulk of the leads generated will fall through the cracks. Defining qualified leads. Oh, what a waste!

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 60

Industrial Marketing Today

APRIL 1, 2013

However, one aspect of this industrial marketing strategy that doesn’t [.]. I’m sure by now you’ve heard about all the great benefits of blogging as a cornerstone of your content marketing. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

Marketing & Strategy 60

Marketing & Strategy Marketing Strategy Marketing Marketing Websites 60

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

JUNE 16, 2022

They come in all shapes and sizes, but they have one thing in common–generate more leads by targeting industrial buyers in North America. I say that from my regular conversations with manufacturers from various industries and from around the world. Industrial website goals and usage. This is only a content summary.

Marketing Websites 154

Marketing Websites Conversion Generation Leads 154

Industrial Marketing Today

NOVEMBER 17, 2015

I find too many manufacturers and industrial distributors basing their entire content marketing strategy with one goal in mind – getting found in Google. In other words, the entire focus is on Search Engine Optimization (SEO). What’s wrong with that?” This is only a content summary.

Paid Search Agency 30

Paid Search Agency SEO Marketing Strategy Marketing & Strategy 30

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. Of course, the COVID-19 pandemic has made in-person trade shows almost non-existent. This is only a content summary.

Trade Show 139

Trade Show Content Marketing Content Course 139

Industrial Marketing Today

AUGUST 1, 2012

Next, they try a series of marketing tactics without a strategy or a plan, hoping something will produce results. In desperation, they start looking for a quick “Band-Aid” fix for their lead generation problems while spending as little as possible since budgets are tight or non-existent. Measure, refine and repeat.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 60

Industrial Marketing Today

MARCH 21, 2017

Some of the people I talk to about industrial content marketing seem to be hung up on adding more technology to solve their lead generation problems. The thinking behind it is that technology will cover up the many holes in their strategy, content and help speed up the process. This is only a content summary.

Content 73

Content Lead Generation Marketing & Strategy Ads 73

Industrial Marketing Today

AUGUST 10, 2012

67 percent of manufacturers, industrial and engineering companies stated that customer acquisition or lead generation is their primary industrial marketing goal in 2012, the same top two marketing goals for the past six years. Either that or we industrial marketers haven’t quite figured out the lead generation puzzle yet.

Planning 60

Planning Marketing Budget Creation PR Paid Search Agency 60

Industrial Marketing Today

NOVEMBER 4, 2013

Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs)' Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

Sales Qualified Leads 60

Sales Qualified Leads Lead Ranking High Quality Lead Inbound Marketing 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. To me, that is only the symptom that you are experiencing.

Cost 60

Cost Planning Marketing Budget Creation Marketing Budget 60

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.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 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. Yet, if you read the content on most industrial websites, they tend to sound similar within each industry.

Top of Funnel 60

Top of Funnel Differentiation Lead Scoring Lead Ranking 60

Industrial Marketing Today

DECEMBER 10, 2013

Developing a good digital marketing strategy and then executing it is complex enough but measuring ROI is proving to be a bigger challenge for marketers within manufacturing and industrial companies. Content Marketing Inbound Marketing industrial lead generation Industrial Marketing Industrial Marketing Blog marketing automation'

ROI 60

ROI Inbound Marketing Marketing & Strategy Paid Search Agency 60

Industrial Marketing Today

SEPTEMBER 24, 2012

Generating leads is always the central theme in my daily conversations with manufacturing, engineering and industrial companies. Truth be told, lead generation is a catchall for “We want our phones to ring.”. Share your challenges and successes using digital marketing for lead generation and increasing sales.

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Paid Search Agency Sales Qualified Leads 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. IMO, this all too common scenario is not a realistic industrial marketing strategy; it is “A Hope and a Prayer.”.

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 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. Raised win rates on marketing-generated leads by 7% and reduced “no decisions” by 6%. Still not convinced?

Lead Nurturing 60

Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 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. Cutting down on specification errors in BOMs. Saving customers time and shortening their time to market.

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 60

Industrial Marketing Today

AUGUST 27, 2012

For the sake of simplicity, I’ll refer to it as digital marketing in this post and state that content is what drives this engine for generating qualified leads and creating sales opportunities. P.S. That article has generated a very active conversation for both sides of the argument.

RFP 60

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

Industrial Marketing Today

JULY 9, 2010

Let’s get one thing straight from the get go, if you are in a declining market with low demand for your products and services, no amount of automation will help you generate new leads. To most C-level execs that really means answering the question, “How much revenue did it generate?” Or do we need to show a verifiable ROI?

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

MARCH 29, 2011

Lead generation from their Websites is the number one objective of most manufacturers and industrial companies that I talk to. Yet, their existing Websites have little to no lead generating capabilities. It is worthwhile pursuing these strategies to convert informational Websites into robust lead generators.

Marketing Websites 60

Marketing Websites Web 2.0 Sales Qualified Leads Lead Nurturing 60

Industrial Marketing Today

DECEMBER 22, 2010

However, you shouldn’t count on marketing automation to solve all your lead generation problems. B2B Lead Generation without Lead Nurturing is Doomed to Fail. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Read full article…. Read full article….

Top of Funnel 60

Top of Funnel B2B Thought Leadership Marketing Analytics Tools Curation 60

Industrial Marketing Today

AUGUST 17, 2010

Optimizing your marketing content around keywords or phrases is the first step in your content marketing strategy. See Do I Really Need a Content Strategy?) If not, then you need to rethink your strategy to get the most out of optimizing your marketing content.

Optimization 60

Optimization Web 2.0 Planning Buying Cycle 60

Industrial Marketing Today

JANUARY 3, 2012

There are many advantages to this content marketing strategy. Put these higher value content behind simple sign-up forms for lead generation (Readers are more likely to part with their contact information if they find value in your blog posts). There is also a big hidden benefit of this content marketing strategy.

Long Tail Marketing 60

Long Tail Marketing Thought Leadership Content Marketing & Strategy 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. Making a strong case for inbound marketing.

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

JANUARY 10, 2011

This increased focus on brand awareness is a surprising shift from the traditional industrial marketing goal of generating more high-quality sales leads. That in my opinion is exactly how inbound content marketing is supposed to work for lead generation. Are you using videos as part of your content marketing strategy?

Video Marketing 60

Video Marketing Content Marketing Co-Registration High Quality Lead 60

Industrial Marketing Today

MAY 11, 2010

A vast majority of the survey respondents reported that outbound tactics outperformed inbound initiatives for generating qualified leads. IMO, content is still the king in B2B lead generation, sales and marketing need to agree on a unified lead definition and figure out how best to use relevant content in driving sales.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

JANUARY 3, 2011

By not using every opportunity to generate high-quality leads, they may be leaving money on the table. A business blog is a powerful online marketing tool for inbound lead generation. To prove my point about business blogging for lead generation, here is an eye-opening statistic – marketers with blogs generate 67% more leads.

Top of Funnel 60

Top of Funnel Business Blogging High Quality Lead Business 60

Industrial Marketing Today

JANUARY 21, 2011

(NYSE:NSM), a leader in power management technology and manufacturer of high-performance analog products, has done a fantastic job of using engaging content that helps it core audience of design engineers while generating $1.42 billion of sales in 2010. Do you know of other industrial companies that use content effectively?

Sample 60

Sample Content Sales Qualified Leads Sales Cycle 60

Industrial Marketing Today

AUGUST 11, 2011

It is time to get out of your comfort zones and rethink your industrial marketing strategies and tactics if you want your company to survive and thrive. Before you jump on the blogging bandwagon, carefully consider these caveats: A blog is not a quick-fix for lead generation. Don’t look at your blog to be the primary lead generator.

Word of Mouth 60

Word of Mouth Telemarketing Paid Search Agency Sales Qualified Leads 60