My first reaction is to tell them, “Don’t expect me to discount my price because you made a bad decision to begin with.” What kind of content will educate your customers and help them make an informed buying decision (Move away from price). Now that I’ve given you valuable content marketing advice for free, please don’t ask me for a price break the next time we discuss an industrial web design project. Content BOM is not a typo in my headline. Read on…. Beyond the initial “looks nice” reaction, the new site doesn’t produce the results that were promised and expected. MORE >>

Now it boils down to price and delivery time. You can talk value until you’re blue in the face but your customers and prospects will push back on price. 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. They want their site visitors to call and their crack sales team will take care of everything to close the deal. It is too late by then. MORE >>

After the initial sign up and/or a free needs assessment analysis, qualified leads buy an evaluation kit at a low, introductory price or are given free engineering kits. 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. Raised win rates on marketing-generated leads by 7% and reduced “no decisions” by 6%. Still not convinced? MORE >>

These regional manufacturing expos are billed as “serious working shows” because OEMS attending one of these shoes often find multiple sources to take a project from concept or prototype to finished product quickly and at competitive prices. …fall back on tried-and-true marketing tactics that they have relied on for years. In the current tough economy, cutting edge and innovative marketing is taking a back seat to proven strategies for lead generation. Those three marketing channels received the largest allocation of the budget. Not surprisingly, they tend to spend less on trade shows. MORE >>

Home Marketing Matters About Contact B2B Marketing Store Company Website Deconstructing the Four Stages of the Industrial Buy Cycle by Achinta Mitra on May 26, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Integrated Industrial Marketing B2B marketers agree that lead generation and nurturing campaigns must deliver relevant content to their target audience to be successful. Typically, that means understanding the prospect’s pain and then offering a solution for relief. Sounds simple, right? There are plenty of charts and graphs too. All Rights Reserved. Resources MORE >>