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.
Industrial Marketing Today
OCTOBER 7, 2010
Lead scoring has become very important in today’s B2B marketing. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing. In developing a lead scoring system, marketing has to make certain assumptions to classify prospects as hot or not.
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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. I’ve seen too many marketers crash and burn because they believed that by “automating” all of their lead gen problems would be over.
Industrial Marketing Today
JUNE 22, 2012
See Manufacturers Need Lead Management to Close the RFQ Gap ). I understand that it is not always easy to recognize exactly which marketing strategy generated an actual sales lead, especially in a long sales cycle involving many decision makers as is typical in industrial sales. Marketing keeps you in sales.”
Industrial Marketing Today
JULY 16, 2012
Upper management and key decision makers are skeptical about inbound marketing with content being able to generate qualified leads and set the table for sales. I am also convinced that these executives really want sales opportunities and not more of marketing qualified leads (MQLs). They are the specifiers of your product.
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