Industrial Marketing Today

MAY 22, 2012

Manufacturers and industrial companies need to be mindful of differences such as: Ability to show different pricing levels depending on the type of visitor. Industrial sales are different from online consumer retailing and so the e-commerce experience has to be different too. Digi-Key – Electronic components distributor.

Advertising Channels 60

Advertising Channels Cable BtoB Distribution 60

Industrial Marketing Today

MARCH 16, 2012

Step 2: Show them why it is a bad idea to treat all leads the same and jump right into creating a detailed price quote or RFQ. Manufacturers and industrial companies can adopt the same blogging strategy instead of reinventing the wheel each time they need to answer questions about their proposed solution and/or RFQ.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 60

Industrial Marketing Today

FEBRUARY 12, 2012

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. I have seen manufacturers use evaluation or engineering kits very effectively for lead nurturing. Another option is Valve Sizing programs for valve manufacturers.

Lead Nurturing 60

Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 60

Industrial Marketing Today

AUGUST 27, 2012

A recent Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier.

RFP 60

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

Industrial Marketing Today

JUNE 29, 2010

One of the key findings from the study was that B2B marketers are realizing that developing brand awareness among their customers’ customers can capture a larger share of channel margins and build loyalty that can protect them against lower-priced competitors. Analytics is the new marketing creative!

Relevance 60

Relevance B2B Marketing Web 2.0 Branding 60

Industrial Marketing Today

JULY 2, 2012

Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. Manufacturers usually want their industrial marketing to generate leads that result in RFQs as quickly as possible.

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 60

Industrial Marketing Today

JUNE 8, 2010

And the way to get found by your target audience is to define your offerings in terms of solutions to their problems then build your content strategy around those problems instead of benefits and features of your products. Before you can deliver your content and engage with your target audience, they need to find you!

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

FEBRUARY 3, 2012

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. It is too late by then. Your industrial website has missed a great opportunity to frame the discussion in their minds in the early stages.

Top of Funnel 60

Top of Funnel Process Marketing Websites Sales Qualified Leads 60

Industrial Marketing Today

JUNE 15, 2010

Please share with your friends and followers: Related posts that may interest you: B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers Is Your Industrial Website Still Just a Business Card? Take a quick poll.

CMS Development 60

CMS Development Marketing Websites Work Management Web 2.0 60

Industrial Marketing Today

MARCH 23, 2012

This is who should be talking to web development companies about their capabilities and prices. Don’t task an admin assistant to call around for prices and fill out a spreadsheet. You’ll truly be able to do an apples-to-apples comparison instead of looking at the price alone.

Marketing Websites 60

Marketing Websites Marketing Budget Creation Budget Programs Marketing Proposals 60

Industrial Marketing Today

AUGUST 10, 2010

It seems the secrets of SEO are known only to a few high-priced consultants. An invisible blog doesn’t draw a crowd and neither will you have the opportunity to engage with them. Organic or natural search engine optimization (SEO) has always been shrouded in mystery, bordering on voodoo. However, you can do it too with some help.

Business Blogging 60

Business Blogging Optimization Web 2.0 Business 60

Industrial Marketing Today

JANUARY 21, 2011

The showpiece of National’s content strategy is their WEBENCH® online design tool (see circled in red on the right in the screenshot). The WEBENCH Tools help engineers strike the right balance between price and performance, find parts that are in stock and order components from an authorized distributor.

Sample 60

Sample Content Sales Qualified Leads Sales Cycle 60

Industrial Marketing Today

MAY 5, 2010

Hand over sales-ready leads to sales – your sales team may provide them with additional content such as data and price sheets, set up an online or a face-to-face demo and ultimately move them to the RFP/RFQ stage. The focus there is to optimize it for keywords or phrases for people to find your website when searching for relevant terms.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Industrial Marketing Today

JULY 7, 2011

The implied C2A is “interrupt your online activity and call us for a price quote.”. Visit Grainger’s current site and you can immediately see how they’ve transformed their business by using online content marketing strategies. Grainger uses a full range of eMarketing and traditional marketing strategies to grow its business.

Enterprise Management 60

Enterprise Management Effectiveness Content Marketing Marketing Management 60

Industrial Marketing Today

AUGUST 17, 2010

Optimizing your marketing content around keywords or phrases is the first step in your content marketing strategy. See Do I Really Need a Content Strategy?) If not, then you need to rethink your strategy to get the most out of optimizing your marketing content.

Optimization 60

Optimization Web 2.0 Planning Buying Cycle 60

Industrial Marketing Today

SEPTEMBER 13, 2010

You should spend considerable amount of time in planning your strategy for effective lead scoring. Instead of taking up more space here, let me direct you to some of my earlier posts about industrial websites and SEO. Scoring or qualifying your site visitors is largely dependent on their behavior. Not every action needs to be scored.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60

Industrial Marketing Today

MAY 6, 2011

Most important things these professionals want to see on a supplier’s Website – pricing information, even if it is only ballpark estimates, detailed product information (datasheets, manuals, etc.) Primary and preferred method of researching products – supplier’s Website.

Design 60

Design Work Management Marketing Management Paid Search Agency 60

Industrial Marketing Today

APRIL 22, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website The Distribution Trap – How Innovations Become Commodities by Achinta Mitra on April 22, 2010 in Industrial Marketing Strategies , Sales Strategies I read an eye-opening article by Andrew R.

Distribution 60

Distribution Web 2.0 Lead Ranking Privacy Policies 60

Industrial Marketing Today

APRIL 28, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website A Blogging Style to Call Your Own by Achinta Mitra on April 28, 2010 in Industrial Marketing Blog , Industrial Marketing Strategies , Social Media Marketing Creating a blog is not too difficult but building an active community around it is.

Web 2.0 60

Web 2.0 Privacy Policies Buying Cycle RSS 60

Industrial Marketing Today

APRIL 20, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Social Media and B2B Marketing Do Pair Well by Achinta Mitra on April 20, 2010 in B2B Lead Generation , Industrial Marketing Strategies , Social Media Marketing , Social Networking For a while, it was difficult to find hardcore data to make a business case for social media.

Social Media 60

Social Media Social Marketing B2B Marketing Web 2.0 60

Industrial Marketing Today

SEPTEMBER 29, 2009

Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Small Business Marketing 60

Small Business Marketing Blogger Web 2.0 Tips 60

Industrial Marketing Today

APRIL 21, 2010

How does one generate high quality, educated leads, not just site visitors on a marketing budget that is less than 1% of the projected revenue? webinars website design White Paper Marketing whitepapers YouTube Marketing Matters Marketing Matters is our monthly e-newsletter on best practices in industrial and B2B marketing.

Budget Programs 60

Budget Programs Education Marketing Budget Lead Scoring 60

Industrial Marketing Today

MAY 18, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Top 10 Clichés to Avoid in B2B Marketing Content by Achinta Mitra on May 18, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies You can find plenty of clichés used (overused?) in B2B marketing content.

B2B Marketing 60

B2B Marketing Web 2.0 Planning Demand Generation Agencies 60

Industrial Marketing Today

JULY 29, 2009

Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Social Networks 60

Social Networks Lead Scoring Lead Ranking Web 2.0 60

Industrial Marketing Today

JUNE 19, 2010

Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Industrial Marketing Today

MAY 7, 2010

Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

Industrial Marketing Today

MAY 11, 2010

Leave a Comment Previous post: The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation Next post: 7 Strategies for Using Content to Market Industrial Products FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

APRIL 26, 2010

However, to be successful with social media, you have to provide real value and that usually comes from great content. Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Marketing Budget Creation 60

Marketing Budget Creation B2B Marketing Web 2.0 Marketing Budget 60

Industrial Marketing Today

JUNE 24, 2010

Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Social Media 60

Social Media Email Marketing Social Marketing Web 2.0 60

Industrial Marketing Today

OCTOBER 2, 2010

The old email marketing strategy of batch and blast or spray and pray is no longer effective. Develop your email marketing strategy first Before you begin developing customized content and using sophisticated analytics, the first order of business is to develop a sound and sustainable email marketing strategy.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

JULY 29, 2010

The bad news — more than a quarter (27%) have no specific strategy for customer engagement, and more than a third (34%) feel their companies do only a fair or poor job engaging their audiences. Marketers are getting in their own way when it comes to drafting their engagement strategies. That was the good news part of the study.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Industrial Marketing Today

OCTOBER 21, 2010

SaaS (software as a service) systems are greasing the skids: Subscription pricing eliminates the need for big upfront costs and allows marketers to prove ROI quicker. Marketing channels have changed and grown: Marketing automation helps you quickly to easily track, monitor and see the “big picture” by using a unified dashboard.

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

APRIL 3, 2011

I am sure not too many of these customers will go price shopping every time they need new valves or spare parts. Ready to use reports for planning preventive maintenance work without costly shutdowns. Assistance with regulatory compliance. Ergo, highly personalized and relevant content will build strong long-term customer relationships.

Planning 60

Planning Work Management Marketing Automation Services Marketing Management 60

Industrial Marketing Today

JULY 9, 2010

They forgot to first set a strategy that carefully targets prospects with relevant messaging. As a practitioner in the field of Inbound Marketing Automation, I couldn’t agree more with you, and Mike Gospe’s view points about the need for a strategy before you embark on a quest for Automation tools.

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

NOVEMBER 16, 2009

Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Email Marketing 60

Email Marketing Web 2.0 Planning Opt-in 60

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Industrial Marketing Today

MAY 26, 2010

Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60