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. What were the most effective SEO tactics used for lead generation in 2012? With that in mind, here are some useful data and charts from various sources.

Lead Generation 60

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.

Lead Generation 60

Lead Generation Business Blogging Lead Scoring Lead Ranking 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. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 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

OCTOBER 17, 2010

My client wanted to gain a better understanding of Web site interactions that could be tied to a specific email and help him refine his landing pages to improve his lead generation efforts. However, there really wasn’t a good way for him to track site activity after each email campaign went out.

Marketing Analytics Tools 60

Marketing Analytics Tools Lead Generation Analytics Google 60

Industrial Marketing Today

NOVEMBER 4, 2013

I can assure you this is not another post about sales and marketing alignment. 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. 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

MARCH 22, 2018

Industrial content marketing plays an important role in driving sales for manufacturers and engineering companies. Of course, going from publishing content to growing sales is not as easy as going from point A to point B. This is only a content summary. This is only a content summary.

Sales Qualified Leads 70

Sales Qualified Leads Content Marketing Content Paid Search Agency 70

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. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”.

Top of Funnel 60

Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

Industrial Marketing Today

OCTOBER 1, 2011

Then comes the silence because they are having trouble connecting the dots between inbound marketing and sales. This is when I have to take a step back and start talking 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.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 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!

Top of Funnel 60

Top of Funnel Business Blogging High Quality Lead Business 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.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 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. This is only a content summary. This is only a content summary. Please click on the headline to read the full article.

Sales Qualified Leads 60

Sales Qualified Leads High Quality Lead Leads Lead 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. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).

RFP 60

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

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Score this lead according to your preset BANT (Budget, Authority, Need, and Timing) criteria to determine if they are “sales-ready.”

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

MARCH 1, 2011

If you need a quick primer, read my earlier post, “ B2B Lead Generation without Lead Nurturing is Doomed to Fail. ”. Most of the lead nurturing best practices guides and articles that I’ve read are from a marketing perspective. Let’s switch gears for a moment and think of it from a sales point of view.

Lead Nurturing 60

Lead Nurturing Cold Calling Leads Lead 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.

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

NOVEMBER 10, 2011

It is only at the last stage, Procurement when buyers have already prepared a shortlist of vendors do they contact a manufacturer’s sales rep. On the contrary, it makes them more productive by providing valuable insight into the lead. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Leads Lead 60

Industrial Marketing Today

SEPTEMBER 24, 2012

Truth be told, lead generation is a catchall for “We want our phones to ring.”. Then again, I had better be careful about what I wish for because if it were that easy, my clients wouldn’t need my help solving their industrial lead generation problems. I wish it were that easy. I call it the critical “last mile service.”

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Paid Search Agency Sales Qualified Leads 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. How will digital marketing improve your sales process without being disruptive?

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

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

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. That is the reality today. This is only a content summary.

Paid Search Agency 60

Paid Search Agency Marketing Lead Generation Marketing Websites 60

Industrial Marketing Today

OCTOBER 1, 2014

Strong relationships have always been the cornerstone in complex industrial sales. Content Marketing Industrial content marketing industrial lead generation Industrial Marketing' That hasn’t changed and won’t change in the foreseeable future. How we start and build new business relationships have changed in today’s digital age.

Trust Marketing 60

Trust Marketing Content Marketing Ad Building Content 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).

Top of Funnel 60

Top of Funnel Differentiation Lead Scoring Lead Ranking 60

Industrial Marketing Today

JUNE 22, 2011

This is a critical step in making your lead generation and management an objective, quantitative process instead of a purely qualitative exercise. Developing an effective scoring system requires marketing to work closely with sales. 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

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

AUGUST 26, 2013

If storytelling sounds too “Kumbaya” to you for hardcore industrial marketing and sales, then I suggest you read on for a fresh perspective. Content Marketing Industrial Lead Generation Inbound Marketing Industrial Marketing storytelling' There is a very good reason centuries [.]. This is only a content summary.

Storytelling 60

Storytelling Content Marketing Content Inbound Marketing 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. Encourage marketing and sales to work together as a team.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 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.

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

JANUARY 5, 2016

It is a fact that today more manufacturers are using content marketing for increasing awareness (Branding), lead generation and sales. If you are a manufacturing marketer, I’m sure you’ve heard all the buzz and the hype surrounding content marketing for manufacturers.

Content Marketing 60

Content Marketing Buzz Content B2B Sales 60

Industrial Marketing Today

JUNE 22, 2020

I don’t think manufacturers have much of a choice because the pandemic has negatively impacted their sales pipelines. Your industrial marketing strategy may have changed recently because of the coronavirus. There is no getting around that fact. This is only a content summary.

Marketing & Strategy 155

Marketing & Strategy Marketing Strategy Marketing Marketing Websites 155

Industrial Marketing Today

JULY 9, 2010

Don’t think of it as the panacea for your lead generation problems. FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame.

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 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

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

AUGUST 11, 2011

They now find themselves in uncharted waters where they have to think of and appreciate marketing as something more than mere sales support. Sending warmed up prospects to your telemarketing team to qualify before your sales team gets involved. 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

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.

Lead Nurturing 60

Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 60