Industrial Marketing Today

SEPTEMBER 2, 2012

Let me explain by using my personal experience. The more detailed you make your content BOM, the smoother will be the site design process and chances are, you won’t be disappointed again by the performance of your new site. What went wrong? The short answer – no content BOM (Bill Of Materials).

Design 60

Design Wikipedia Content Sales Qualified Leads 60

Industrial Marketing Today

SEPTEMBER 26, 2011

Automatically triggered emails (personalized and customized) based on certain events, dates and/or rules will make the entire process function 24/7 without manual intervention. The last step needed to convert email marketing into a lead generation tool is some form of automation. While this may sound complicated, it isn’t.

Lead Generation 60

Lead Generation Auto Responder Generation Marketing Analytics Tools 60

Industrial Marketing Today

JULY 7, 2011

You can even save your personalized list for future reference. These are all B2C online shopping experiences that their visitors are very familiar with in their personal lives. Need to create a bulk order? There’s an app for that! Again with a choice, type in the details or copy and paste.

Enterprise Management 60

Enterprise Management Effectiveness Content Marketing Marketing Management 60

Industrial Marketing Today

JULY 25, 2011

IMO, the decision making process is more complex and there are many more stakeholders involved in industrial and B2B purchases but it still boils down to people doing business with people. This manufacturer offers an extension of a familiar personal online experience to improve and increase visitor engagement.

Tactics 60

Tactics Online Marketing B2B Thought Leadership Merchandising 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. It will give you the opportunity to interact with them at a more personal level than just passive reading of a white paper on their part. One example would be inviting them to a webinar.

Sales Qualified Leads 60

Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

OCTOBER 1, 2011

I can’t help but think that the person at the other end is silently telling me, “Show Me the Money!” They agree it helps them get found in search engines early and often, drives hordes of traffic to their site and fills the top of their funnel with qualified leads at a lower cost per lead. just like in the movie Jerry Maguire.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 60

Industrial Marketing Today

OCTOBER 21, 2010

Sales cycles are longer in a down economy: Marketing automation supports drip marketing campaigns for lead nurturing to maintain top of mind awareness over a longer sales process. B2B sales processes are becoming “consumerized.” It is not an either–or proposition.

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

MAY 6, 2011

As an industrial marketing consultant, I interact on a daily basis with engineers and technical professionals from the Automation and Process Control industry. I receive valuable firsthand feedback on what this audience wants and needs from their digital marketing initiatives.

Design 60

Design Work Management Marketing Management Paid Search Agency 60

Industrial Marketing Today

AUGUST 3, 2010

These metrics are all linked to 10 stages in Sopheon’s sales process. This way the company can see exactly where the leads are coming from, how old they are, where they are in the process, which account executive is handling them and where leads typically fall out. Bigger the number, the better is your name recognition.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

APRIL 30, 2010

Marketers need to create a process for content planning that helps them maximize the return from their investments in developing the content resources that fuel their online marketing programs. Designing content for 1X use is wasteful. See my post Rule of 5 for B2B content development. Refresh - Content gets stale over time.

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

MAY 3, 2010

I’m assuming you want your business blog to be more than just a personal journal. You want your business blog to become the hub that attracts traffic, establishes your credibility and ultimately, moves those readers forward in their decision making process and become paying customers.

Business Blogging 60

Business Blogging Web 2.0 Long Tail Marketing Business 60

Industrial Marketing Today

JULY 6, 2010

The first tool is the Product Analysis Worksheet from the book Personal Selling: An Interactive Approach by Ronald Marks, Ph.D., I have come across two tools for helping you dig deeper and create marketing content that focuses on benefits over features. and professor of marketing at the University of Missouri.

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

NOVEMBER 1, 2010

Exhibit #1: Emerson Process Management Experts. A niche business blog run by Jim Cahill that targets process manufacturing engineers and professionals. Objective: Connect process manufacturing professionals with experts at Emerson Process Management who have valuable industry, application and technology expertise.

Business Blogging 60

Business Blogging Enterprise Management Paid Search Agency ROI 60

Industrial Marketing Today

JUNE 17, 2011

Over the years, they’ve relied heavily on their personal contacts, business networks, sales reps and traditional outbound marketing to generate new leads and sales. Show them how, with their help (lead scoring, qualifying, feedback), you can refine the process and deliver higher quality leads that improve their closing rate.

Paid Search Agency 60

Paid Search Agency Content Marketing Companies Marketing Budget 60

Industrial Marketing Today

JULY 8, 2012

Google defines bounce rate as “The percentage of single-page visits or visits in which the person left your site from the entrance (landing) page.” These industrial professionals prefer self-service over talking to a salesperson until they are ready (aka, listening to a sales pitch early in their decision making process).

Marketing Websites 60

Marketing Websites Sales Qualified Leads Lead Ranking Leads 60

Industrial Marketing Today

DECEMBER 15, 2011

Even though the content marketing adoption rate for these companies is at an impressive 83%, I am surprised that it is even that high; the Manufacturing/ Processing industry (as defined in the report) is dead last among the six industries studied. Then have that person edit the content into compelling blog posts. See chart below ).

Paid Search Agency 60

Paid Search Agency Trends Content Marketing Companies 60

Industrial Marketing Today

AUGUST 24, 2010

Then you’d put that person in front of the audience and check with them.” White papers continue to be very successful in generating registrations, especially in the early stages of the decision making process. If you were going to put them on the street, what would you do? You’d arm them with information about the marketplace.

Marketing Websites 60

Marketing Websites Marketing Budget Buying Cycle Web 2.0 60