Industrial Marketing Today

SEPTEMBER 15, 2021

I know of two industries that have adopted e-commerce quickly—distributors of industrial automation products and electronic components. The pandemic has accelerated the trend towards online sales. However, times have changed. Industrial manufacturers and distributors are poised to dive right into e-commerce. According to.

Trends 145

Trends Automation Marketing Websites Product 145

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. Design wins lead to prototype and production orders. That’s why I like to call them “sales enablers.”. CAD can also be a powerful differentiator for precision machining shops and fabricators.

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 60

Industrial Marketing Today

NOVEMBER 14, 2010

In most manufacturing and industrial companies, engineering, sales and marketing operate in their own silos, barely acknowledging each other’s existence. Or as Adele would say, “Got a great product? The design of products and systems entails a host of details that must be integrated. The disconnect is strong and distinct.

Advertising Agencies 60

Advertising Agencies Paid Search Agency Work Management CMO 60

Industrial Marketing Today

JANUARY 3, 2011

Are you leaving additional sales leads and revenues on the table? Industrial marketers who don’t use a business blog are missing a key component of feeding the top of their sales funnels. A business blog will help you do all that but what about finding new leads and more sales opportunities? Happy New Year! Source: HubSpot ).

Top of Funnel 60

Top of Funnel Business Blogging High Quality Lead Business 60

Industrial Marketing Today

MARCH 1, 2011

Let’s switch gears for a moment and think of it from a sales point of view. What does lead nurturing do for sales? IMO, the two key contributions of lead nurturing to sales are: Realigns the timing of buyers and sellers. Salespeople mail out marketing brochures and product datasheets in an effort to maintain a relationship.

Lead Nurturing 60

Lead Nurturing Cold Calling Leads Lead 60

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This one caught me by surprise.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

FEBRUARY 21, 2011

And I have used some of these tactics to help my industrial clients make their content more relevant in engaging with their target audience and converting more of them into qualified sales leads. Long on details, short on fluff – The first thing an engineer wants to know about your product is, “Does it meet my design specifications?”

Relevance 60

Relevance Sales Qualified Leads Sales Leads Leads 60

Industrial Marketing Today

FEBRUARY 12, 2012

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. Helped 9% more sales reps make quota and shortened ramp up time of new ones by 10%. Still not convinced?

Lead Nurturing 60

Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 60

Industrial Marketing Today

APRIL 15, 2011

For a while now, manufacturers have been using online searchable product catalogs to generate new leads and sales. Their unique CAD technology allowed manufacturers to put 3D CAD models of their products directly into the hands of more than 100,000 engineers and architects who had registered on their site. That was back in 2005.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

MARCH 16, 2012

For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales. I have to politely disagree with them because “activity is not the same as productivity.” See my article, “Inbound Marketing Must Set the Table for Industrial Sales.”.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 60

Industrial Marketing Today

OCTOBER 7, 2010

This has resulted in fewer direct interactions with sales reps from vendors. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing. Sales uses its front-line experience and expertise to validate marketing’s lead scoring assumptions. Leads sent to sales 1,372 1,058.

Lead Ranking 60

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

AUGUST 1, 2011

However, have we gone too soft with content marketing when it comes to selling industrial products and services? At the end of the day, every content marketer must help sell more industrial products and services. Talk about: The number of sales qualified leads generated. The percentage of quotes that converted to sales.

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Planning Paid Search Agency 60

Industrial Marketing Today

JULY 6, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Translate Features into Benefits if You Want Your Marketing Content to Engage and Sell by Achinta Mitra on July 6, 2010 in Content Marketing , Industrial Marketing Strategies , Sales Strategies Marketing 101 teaches you “Customers buy benefits and not product features.”

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

JANUARY 21, 2011

It persuades readers to take action and guides them along in their sales cycle in a logical manner. It is a balancing act to create content that solves real problems for your readers (prospects and customers) without hawking your products and services. billion of sales in 2010. National Semiconductor Corp.

Sample 60

Sample Content Sales Qualified Leads Sales Cycle 60

Industrial Marketing Today

AUGUST 26, 2011

Their pipeline of leads would dry up quickly and sales would come to a grinding halt if they depended entirely on inbound marketing for prospects to come to them. The bulk of new sales comes from referrals and repeat business for many manufacturers and industrial companies. That is not always the case in the industrial sector.

Inbound Marketing 60

Inbound Marketing Paid Search Agency Companies Ad Frequency 60

Industrial Marketing Today

JULY 16, 2012

These companies have always thought of marketing as sales support, so it requires a lot of convincing to change that mind-set. 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. They are the specifiers of your product.

Lead Ranking 60

Lead Ranking Lead Scoring Marketing Management Paid Search Agency 60

Industrial Marketing Today

JANUARY 25, 2012

It is very common to find marketing content from manufacturers and industrial companies that is all about how great their products are or that their technology is innovative. Buyers can easily find information about your products and that of your competition from their online research. Online product configurators.

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60

Industrial Marketing Today

JUNE 22, 2011

Developing an effective scoring system requires marketing to work closely with sales. A close alignment between sales and marketing is crucial to your success, and lead scoring is a step that brings the two together. See SAL is the Glue that Binds Sales and Marketing in Lead Generation ).

Sales Qualified Leads 60

Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

JULY 7, 2011

Websites of most industrial distributors follow the same basic format – the focus is on their product line card. In other words, the online content is very product-centric. They have traditionally relied on their 4,000-page big red catalog with over 900,000 industrial supply products that is published once a year around February.

Enterprise Management 60

Enterprise Management Effectiveness Content Marketing Marketing Management 60

Industrial Marketing Today

JUNE 12, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question by Achinta Mitra on June 12, 2010 in Industrial Marketing Strategies , Sales Strategies , Website Design & Development Do you show prices on your B2B website?

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

MARCH 23, 2012

I am not so sure manufacturing companies are fully convinced that their website is a real sales tool. They are online doing a significant amount of their initial purchase-related research long before they will contact or engage with your sales team. Map out your sales process from the first point of contact to the RFQ and close.

Marketing Websites 60

Marketing Websites Marketing Budget Creation Budget Programs Marketing Proposals 60

Industrial Marketing Today

SEPTEMBER 12, 2011

Most manufacturers of industrial products agree that digital marketing is essential for their success now and going forward. Here are the ones that I have discovered: Most manufacturers have been predominantly sales oriented in the past. Existing marketing collateral focuses primarily on the company and its products.

Paid Search Agency 60

Paid Search Agency Marketing Management Content Buying Cycle 60

Industrial Marketing Today

MARCH 17, 2011

The mantra for effective business blogging is to regularly pump out fresh content that is reader-centric and not focussed too much on you, your products or your company. However, at the end of the day, every manufacturer or distributor of industrial products wants to sell more widgets and not just publish more content.

Top of Funnel 60

Top of Funnel FAQ Case Studies Content 60

Industrial Marketing Today

MARCH 8, 2011

It is heartening then to read about an industrial company’s success in building an engineering community, which in turn generates leads, produces sales and increases the company’s awareness among its target audience. Yet, within a short period of time, the social community has driven real sales and built a huge base of loyal customers.

Communities 60

Communities Peer-to-peer BtoB Sales Qualified Leads 60

Industrial Marketing Today

AUGUST 1, 2012

The old way of hiring away salespeople from the competition with their “ready book of business” is not producing the quick sales they had expected. Encourage marketing and sales to work together as a team. Business as usual is not working – referrals are trickling in, if at all and the pipeline of leads is running dry.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 60

Industrial Marketing Today

AUGUST 20, 2010

For example, segment your products and services by application and/or industry. Give them hardcore specifications typically found in product spec sheets. The first thing an engineer wants to know is do your products, parts and components meet his/her design specifications and standards?

Web 2.0 60

Web 2.0 Planning Buying Cycle Lead Scoring 60

Industrial Marketing Today

SEPTEMBER 2, 2012

Usually I’m forced to bite my tongue since it is still early in the sales call. Wikipedia defines it as “A bill of materials (sometimes bill of material or BOM) is a list of the raw materials, sub-assemblies, intermediate assemblies, sub-components, components, parts and the quantities of each needed to manufacture an end product.”.

Design 60

Design Wikipedia Content Sales Qualified Leads 60

Industrial Marketing Today

JULY 20, 2010

by Achinta Mitra on July 20, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing , Sales Strategies To be successful in industrial and B2B marketing, one has to engage with prospects and customers in a meaningful manner.

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Industrial Marketing Today

MARCH 29, 2011

That statement may come as a shock to many site owners because they are convinced that sales leads will just roll in because their site includes a toll free number in a big bold font, there are links to the “Contact Us” page everywhere and/or there’s a RFQ form on the site. Add a big button to download your online catalog.

Marketing Websites 60

Marketing Websites Web 2.0 Sales Qualified Leads Lead Nurturing 60

Industrial Marketing Today

MAY 7, 2012

Manufacturers and industrial companies cannot be content with just publishing content, their content marketing needs to drive the sales process. If all you do with your content marketing is to promote your company’s industrial products, you are likely to be disappointed. See Problem-centric Industrial Marketing ).

Content Marketing 60

Content Marketing Planning Content Sales Qualified Leads 60

Industrial Marketing Today

APRIL 14, 2012

I owe a big debt of gratitude to the late, great Steve Jobs and his innovative products. I learned my business in the early years by doing production work for other ad agencies and printers around town. If you think Apple charges a premium for its iPhones and iPads today, think again. Wow, we have all come a long way since then!

Paid Search Agency 60

Paid Search Agency Work Management Marketing Management Companies 60

Industrial Marketing Today

SEPTEMBER 3, 2010

How can you use marketing content to generate a decent volume of sales-ready leads at a low(er) cost? and the author of eMarketing Strategies for the Complex Sale , calls this Contagious Content. Are your company, products and services visible in various online channels used across the stages?

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Industrial Marketing Today

APRIL 3, 2011

Ross Perot that exemplifies this business philosophy: “Business is not just doing deals; business is having great products, doing great engineering, and providing tremendous service to customers. Describe or show (videos) how your products/services solve those problems. Finally, business is a cobweb of human relationships. ”.

Planning 60

Planning Work Management Marketing Automation Services Marketing Management 60

Industrial Marketing Today

JANUARY 14, 2011

Nobody cares about your products and services (except you)” was the title of a blog post written by David Meerman Scott (Author of the wildly successful book The New Rules of Marketing & PR and his new book Real-Time Marketing & PR ) back in 2008. Chapman (Authors of Content Rules ).

Content Marketing 60

Content Marketing High Quality Lead Planning BtoB 60

Industrial Marketing Today

AUGUST 3, 2010

However, accurately defining and measuring customer engagement in complex business or industrial sales is still elusive. However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

JUNE 8, 2010

The most frequent complaint that I have heard in the past year from my industrial clients is that their sales cycle has become longer, more complex and increasingly difficult to get on the buyer’s radar screen until it is too late. Don’t just rely on analysis, refine your list based on relevance to your business, products and services.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

JUNE 3, 2010

Six months later, very little traffic, even fewer leads and no sales > The new web site sucks, hasn’t done anything for our business. Our sales people will tell them everything they need to know when they talk to them on the phone or set up a face-to-face meeting. How hard can it be to write some words? We can do it ourselves.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60