Industrial Marketing Today

DECEMBER 12, 2010

Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads. Marketing must be willing to adjust scoring rules based on feedback from sales to refine lead scoring for optimal results (closed loop system).

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 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

JANUARY 10, 2012

The rule of thumb is to have the minimum number of links between the home page and any internal page. On the right is a case of bad internal linking where the internal pages may be invisible to search engines even though you may have spent considerable time and effort optimizing them.

SEO 60

SEO Long Tail Marketing Link Building Domain 60

Industrial Marketing Today

JUNE 3, 2010

Please share with your friends and followers: Related posts that may interest you: 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers The 6 essential rules of a website redesign – Ignore them at your peril Should You Set Your Content Free? Please share your ideas by leaving a comment.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60

Industrial Marketing Today

OCTOBER 1, 2011

The two need to work together in setting up rules for lead scoring that closely match reality and more importantly, refine them over time with constant feedback to create a closed-loop system. Marketing can assign scores to incoming leads based on demographics and site interactions.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Ranking 60

Industrial Marketing Today

SEPTEMBER 13, 2010

One can dedicate an entire site to SEO because it is such a wide and deep online marketing topic. Instead of taking up more space here, let me direct you to some of my earlier posts about industrial websites and SEO.

Buying Cycle 60

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

Industrial Marketing Today

JULY 29, 2010

The New Rules of Engagement: CMOs Rethink Their Marketing Mix is based on a survey of 314 marketing executives at companies with more than $500 million in annual revenue. The majority of Chief Marketing Officers (CMOs) consider customer engagement as their top priority according to a recent study done by Forbes Insights and George P.

B2B Marketing 60

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

Industrial Marketing Today

MAY 6, 2011

and 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers. It is definitely worth it. You may also want to read my earlier posts about industrial Websites, Most Industrial and Manufacturing Websites are Still Stuck in Web 1.0

Design 60

Design Work Management Marketing Management Paid Search Agency 60

Industrial Marketing Today

SEPTEMBER 21, 2011

You may also want to read a few of my earlier posts: 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers. With some foresight, planning and a little bit of effort, you can make your website content a valuable resource for engineers and help them sleep better at night.

Marketing Websites 60

Marketing Websites Wiki Content Buying Cycle 60

Industrial Marketing Today

MARCH 23, 2011

Joe Pulizzi refers to this as his 80/20 rule. (See my post “Industrial Content Reengineering for Improving WIIFM Relevance” ). Check your content for the right balance of useful content versus promoting your products and solutions. 80% of the information (content) that is developed inside companies is about their customers.

Content 60

Content SEO CAN-SPAM Buzz 60

Industrial Marketing Today

AUGUST 26, 2011

Dynamic content will automatically insert relevant content within your emails based on trigger rules and segmentation that you set up (See my post, Boost Email Relevancy With Dynamic Content ). Add Personalized URLs (PURLs) to drive people to specific landing pages. Use dynamic content in your email marketing.

Inbound Marketing 60

Inbound Marketing Paid Search Agency Companies Ad Frequency 60

Industrial Marketing Today

APRIL 20, 2010

Leave a Comment Previous post: The 6 essential rules of a website redesign – Ignore them at your peril Next post: Generating More “Educated Leads” on a Small Budget FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales.

Social Media 60

Social Media Social Marketing B2B Marketing Web 2.0 60

Industrial Marketing Today

NOVEMBER 16, 2009

Leave a Comment Previous post: Driving Traffic to Your Homepage All the Time May Be a Big Mistake Next post: The 6 essential rules of a website redesign – Ignore them at your peril FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales.

Email Marketing 60

Email Marketing Web 2.0 Planning Opt-in 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

MAY 26, 2010

Leave a Comment { 9 trackbacks } Tweets that mention Industrial Buy Cycle: Four stages and how to align your marketing content | Industrial Marketing Today -- Topsy.com WordPress SEO – DiY Tactics | Industrial Marketing Today The Industrial Buy Cycle Shortened in 5 Simple Steps | Industrial Marketing Today How Relevant Marketing Content Helps (..)

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

Industrial Marketing Today

JUNE 12, 2010

Please share with your friends and followers: Related posts that may interest you: 5 Things Industrial Marketers Must Do to Attract Engineers and Turn Them into Loyal Customers What Not To Do For Better B2B Customer Relationships Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle 5 Rules of Website Redesign for Engaging Engineers (..)

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

AUGUST 3, 2010

Please share with your friends and followers: Related posts that may interest you: The Disconnect Between B2B Content Marketing and Customer Engagement Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle How Relevant Marketing Content Helps B2B Branding High-Performance Email Marketing for Attracting and Engaging Industrial (..)

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

APRIL 30, 2010

See my post Rule of 5 for B2B content development. To get the most from your content, embrace the 7 “R&# s of B2B Marketing Content Planning: Re-use - ideas for content development must be expanded to create multiple assets.

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

OCTOBER 2, 2010

Please share with your friends and followers: Related posts that may interest you: 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers Are You Creating Irresistible Offers with Your Email Marketing? How are you using email marketing to reach and engage with your target audience? Share your ideas here.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

AUGUST 20, 2010

Please share with your friends and followers: Related posts that may interest you: 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers 7 Strategies for Using Content to Market Industrial Products Can Industrial and B2B Marketers Learn Creative Problem Solving from Fifth Graders? What’s on your list that’s not on here?

Web 2.0 60

Web 2.0 Planning Buying Cycle Lead Scoring 60

Industrial Marketing Today

JULY 6, 2010

However, this is the exception and not the rule and is typically used in product specification or data sheets. That conveys a precise benefit to the design engineer who could then specify your valve with complete confidence.

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

JUNE 8, 2010

Please share with your friends and followers: Related posts that may interest you: Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Deconstructing the Four Stages of the Industrial Buy Cycle 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers (..)

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

MAY 21, 2010

A good rule of thumb is 2-3% keyword density but don’t be afraid to experiment. Research keywords and phrases used by your prospects and write blog posts with headlines that use those words and phrases. The content of your posts should be rich in those terms also.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Industrial Marketing Today

JULY 20, 2010

Next post: 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. Tweets that mention Can Industrial & B2B Marketers Learn Creative Problem Solving from Fifth Graders?

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Industrial Marketing Today

MAY 31, 2010

Leave a Comment { 7 trackbacks } Tweets that mention WordPress SEO – DiY Tactics | Industrial Marketing Today -- Topsy.com Successful Industrial Websites Require Part DiY and Part Professional Help | Industrial Marketing Today 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers | Industrial Marketing Today How to: Optimizing Your (..)

Optimization 60

Optimization SEO Buying Cycle Web 2.0 60

Industrial Marketing Today

AUGUST 1, 2011

Notice how discussions about content marketing are full of words like engagement, helpful, sharing, nurturing and community building. These are all great at soft selling without irritating the customer. No complaints there. However, have we gone too soft with content marketing when it comes to selling industrial products and services?

Sales Qualified Leads 60

Sales Qualified Leads Content Marketing Planning Paid Search Agency 60

Industrial Marketing Today

APRIL 26, 2011

Dynamic content will automatically insert relevant content within your emails based on trigger rules and segmentation that you set up. Set up trigger rules for automatic insertion of dynamic content. It goes well beyond just addressing someone by their first name and/or appending the name of the company in the body of your email.

Relevance 60

Relevance Marketing Management Marketing Automation Services Lead Ranking 60

Industrial Marketing Today

DECEMBER 17, 2010

See The 6 essential rules of a website redesign – Ignore them at your peril. See 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers. Form follows function is the golden rule that I follow when redesigning industrial websites. See Is Your Industrial Website Still Just a Business Card?

CMS Development 60

CMS Development Marketing Websites Marketing Budget Creation Work Management 60

Industrial Marketing Today

JULY 8, 2012

One caveat to the above rule of thumb – a page for downloading case studies probably will have a very high bounce rate but that doesn’t mean it is bad. 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.”

Marketing Websites 60

Marketing Websites Sales Qualified Leads Lead Ranking Leads 60

Industrial Marketing Today

OCTOBER 13, 2010

He should know, he is the author of the bestseller “ New Rules of Marketing & PR.”. David Meerman Scott has said “Content from white papers and eBooks would be downloaded between 20 times to 50 times more if they were offered without a registration gate in front of the download.” David is not alone in voicing this opinion.

Lead Ranking 60

Lead Ranking Leads Lead Marketing Qualified Leads 60

Industrial Marketing Today

OCTOBER 26, 2009

Please share with your friends and followers: Related posts that may interest you: The 6 essential rules of a website redesign – Ignore them at your peril Are You Creating Irresistible Offers with Your Email Marketing? It is a great way to combine storytelling with product demonstration tailored to a specific target audience.

Traffic 60

Traffic Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

AUGUST 24, 2010

Please share with your friends and followers: Related posts that may interest you: 5 Rules of Website Redesign for Engaging Engineers and Industrial Buyers 5 Things Industrial Marketers Must Do to Attract Engineers and Turn Them into Loyal Customers Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle The 6 essential rules (..)

Marketing Websites 60

Marketing Websites Marketing Budget Buying Cycle Web 2.0 60