Industrial Marketing Today

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B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

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?

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Rules of B2B Lead Scoring – Who’s Hot, Who’s Not

Industrial Marketing Today

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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10 Helpful B2B Lead Scoring Resources

Industrial Marketing Today

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?”. Lead scoring is a key component of marketing automation and a very effective tool for aligning sales and marketing.

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Manufacturers Use Evaluation Kits for Effective Lead Nurturing

Industrial Marketing Today

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. Still not convinced?

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Industrial Email Marketing is NOT Dead

Industrial Marketing Today

B2B E-Mail Marketing Content Marketing Industrial Lead Generation email marketing industrial email marketing Industrial Marketing lead nurturing Marketo' Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

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If You Want Better Leads, Set Your Content Free

Industrial Marketing Today

What does that have to do with lead generation and content marketing? Traditional lead generation tactics usually involves creating some valuable marketing content such as a white paper to use as a giveaway for the purpose of collecting names and email addresses. How then do you generate leads if you set your content free?

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Inbound Marketing won’t Boost Short-term Sales for Industrial Companies

Industrial Marketing Today

These steps take time, at least six months for all the moving parts to mesh together like a finely tuned engine that will drive lead generation and generate sales. Here is an excellent infographic from Marketo ( @marketo ) that visually explains what inbound marketing is all about.