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. This one caught me by surprise.

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Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

JULY 23, 2013

Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking' Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

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Lead Generation Marketing Leads Generation Marketing Qualified Leads 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. The qualified lead comes from being designed in. Relevant content will and/or is…. See below).

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Relevance Sales Qualified Leads Sales Leads Marketing Qualified Leads 60

Industrial Marketing Today

OCTOBER 16, 2023

Industrial content marketing for manufacturers is a powerful tool to help your business achieve its lead generation and sales goals. Ultimately, it aims to drive visitor action leading to conversions. Inbound […]

Lead Generation 106

Lead Generation Content Marketing Generation Marketing & Strategy 106

Industrial Marketing Today

JANUARY 11, 2021

Trade shows have always been a big part of manufacturing marketing for generating new leads that convert into sales opportunities. Of course, the COVID-19 pandemic has made in-person trade shows almost non-existent. This is only a content summary.

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Trade Show Content Marketing Content Course 139

Industrial Marketing Today

MAY 22, 2018

Manufacturers want their industrial content marketing for engineers to generate Sales Qualified Leads (SQLs) and not just Marketing Qualified Leads (MQLs) from content downloads. There is a big challenge faced by manufacturers of components targeting Design Engineers. This is only a content summary.

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Sales Qualified Leads Buy Marketing Qualified Leads Lead Ranking 64

Industrial Marketing Today

MAY 22, 2019

These people are on the right track for wanting to use manufacturing content marketing for generating better quality leads that turn into sales opportunities. I regularly receive email inquiries from industrial companies needing help with their manufacturing content marketing. This is only a content summary.

Content Marketing 93

Content Marketing Content Paid Search Agency Marketing 93

Industrial Marketing Today

OCTOBER 25, 2018

Probably the most common complaint I hear is, “We’ve been blogging for a while but haven’t seen any tangible results (leads, sales opportunities etc.).” Industrial blogging is usually not a favorite subject of discussion with my manufacturing and engineering clients. This is only a content summary.

Tactics 92

Tactics Content Marketing Content Marketing 92

Industrial Marketing Today

NOVEMBER 4, 2013

I can assure you this is not another post about sales and marketing alignment. Plenty has been written on that topic already. I am sure you’ve read many articles about [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

Sales Qualified Leads 60

Sales Qualified Leads Lead Ranking High Quality Lead Inbound Marketing 60

Industrial Marketing Today

MARCH 16, 2012

Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them.

Lead Management 60

Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 60

Industrial Marketing Today

AUGUST 27, 2012

Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).

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

Industrial Marketing Today

OCTOBER 1, 2011

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. Then comes the silence because they are having trouble connecting the dots between inbound marketing and sales.

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Industrial Marketing Today

OCTOBER 25, 2011

B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. Maximize the middle of the funnel (MoFU) for converting more leads into sales opportunities. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”.

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Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

Industrial Marketing Today

FEBRUARY 3, 2012

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.

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Top of Funnel Process Marketing Websites Sales Qualified Leads 60

Industrial Marketing Today

JUNE 22, 2012

The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. Marketing keeps you in sales.”

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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. Forrester, CSO Insights and Marketo reported that lead nurturing produced much better results. Still not convinced?

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Lead Nurturing Sales Management Top of Funnel Sales Qualified Leads 60

Industrial Marketing Today

SEPTEMBER 17, 2012

For the past six years, more than two thirds of manufacturers and industrial companies have said that lead generation or customer acquisition is their top marketing priority according to the latest industrial marketing survey released by GlobalSpec. How will digital marketing improve your sales process without being disruptive?

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Cost Planning Marketing Budget Creation Marketing Budget 60

Industrial Marketing Today

OCTOBER 7, 2010

Lead scoring has become very important in today’s B2B marketing. This has resulted in fewer direct interactions with sales reps from vendors. This has resulted in fewer direct interactions with sales reps from vendors. Sales uses its front-line experience and expertise to validate marketing’s lead scoring assumptions.

Lead Ranking 60

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

JUNE 22, 2011

I’ve heard some of my manufacturing clients call their subscribers free content leads. I’ve also read articles by other industrial marketers where they recommend using free content to generate new leads. However, I do have a problem with classifying these new subscribers as leads. One example would be inviting them to a webinar.

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Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing?

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Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 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

JUNE 5, 2012

Decision makers in these companies want to jump on the content marketing bandwagon but they really don’t have a strategic plan of action and/or a clear idea of how it will drive sales and generate revenues. Some of them are filling the top of their sales funnel but the pipeline of qualified sales opportunities is running dry.

Top of Funnel 60

Top of Funnel Content Marketing Planning Buying Cycle 60

Industrial Marketing Today

JULY 2, 2012

Manufacturers usually want their industrial marketing to generate leads that result in RFQs as quickly as possible. 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.

Lead Ranking 60

Lead Ranking Top of Funnel Sales Qualified Leads Buying Cycle 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. By not using every opportunity to generate high-quality leads, they may be leaving money on the table. Happy New Year!

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Top of Funnel Business Blogging High Quality Lead Business 60

Industrial Marketing Today

MAY 13, 2016

Industrial marketing precedes industrial sales. That’s because these industrial companies have traditionally depended on sales teams to drive their lead generation efforts from start to finish. That is the reality today. This is only a content summary.

Paid Search Agency 60

Paid Search Agency Marketing Lead Generation Marketing Websites 60

Industrial Marketing Today

OCTOBER 21, 2010

If you believe everything you read (and lately there’s been a lot) about marketing automation, you’d think it is the killer app to solve all your lead generation problems. Then there are scores of B2B marketers who swear by inbound marketing as the path to lead generation nirvana. How manufacturers are marketing today. It scored 8.6

Marketing Automation Services 60

Marketing Automation Services Inbound Marketing Marketing Automation Top of Funnel 60

Industrial Marketing Today

FEBRUARY 19, 2016

They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. This is only a content summary.

Sales Qualified Leads 60

Sales Qualified Leads Telemarketing Content Marketing Content 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. That in turn helps manufacturers get in early in the industrial sales cycle and generate more sales opportunities. It is driving engineers to take action, resulting in more leads and sales for manufacturers.

Lead Ranking 60

Lead Ranking Work Management Lead Scoring Marketing Management 60

Industrial Marketing Today

SEPTEMBER 24, 2012

Generating leads is always the central theme in my daily conversations with manufacturing, engineering and industrial companies. However, a qualified lead means different things to different people and it is rare for me to find too many of these companies to have a clear definition of what a lead means to them.

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Paid Search Agency Sales Qualified Leads 60

Industrial Marketing Today

OCTOBER 9, 2012

A Value Proposition plays an important role in differentiation, which in turn affects lead generation. However, my clients look to me for answers for overcoming their lead generation challenges using my knowledge and experience in industrial marketing. These work best for middle of the sales funnel (MoFU).

Top of Funnel 60

Top of Funnel Differentiation Lead Scoring Lead Ranking 60

Industrial Marketing Today

JUNE 18, 2015

I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. That mode of thinking is outdated and simply doesn’t work today where you are dealing with mostly invisible and self-directed industrial buyers. This is only a content summary.

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Lead Generation Process Campaigns Paid Search Agency 60

Industrial Marketing Today

JANUARY 5, 2016

It is a fact that today more manufacturers are using content marketing for increasing awareness (Branding), lead generation and sales. If you are a manufacturing marketer, I’m sure you’ve heard all the buzz and the hype surrounding content marketing for manufacturers.

Content Marketing 60

Content Marketing Buzz Content B2B Sales 60

Industrial Marketing Today

AUGUST 1, 2012

Business as usual is not working – referrals are trickling in, if at all and the pipeline of leads is running dry. 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.

Tactics 60

Tactics Planning Paid Search Agency High Quality Lead 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. Pushing out blatant product-centric sales messages are sure to turn off your audience. billion of sales in 2010. National Semiconductor Corp. Do you know of other industrial companies that use content effectively?

Sample 60

Sample Content Sales Qualified Leads Sales Cycle 60

Industrial Marketing Today

NOVEMBER 16, 2009

by Achinta Mitra on November 16, 2009 in B2B E-Mail Marketing Do you know the key component of email marketing that generates more high-quality leads and drives sales? However, for email marketing to be a true driver of sales, your need something even more valuable and every email that you send out should have it.

Email Marketing 60

Email Marketing Web 2.0 Planning Opt-in 60

Industrial Marketing Today

JUNE 4, 2015

I don’t know of any manufacturer or industrial company that doesn’t want their website to generate more leads and grow sales. Yet, most supplier websites are failing to meet the buyer’s expectations. And that has nothing to do with industrial website design. This is only a content summary.

Marketing Websites 60

Marketing Websites B2B Sales Studies B2B Marketing 60

Industrial Marketing Today

JANUARY 26, 2015

Many manufacturers are using content marketing but few consider it effective in generating leads that turn into sales opportunities. Here’s another finding, according to [.]

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Content Marketing Content SEO Organic Leads 60