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BANT May Not Work in Qualifying Leads for Industrial Sales

Industrial Marketing Today

It made a lot of sense from salesperson’s point of view because they want to know up front if the prospect has the money or can […] The post BANT May Not Work in Qualifying Leads for Industrial Sales by Achinta Mitra appeared first on Industrial Marketing Today. This is only a content summary. Please click on the headline to read the full article.

BANT 101

Lead Generation for Industrial Companies is a Process not a Campaign

Industrial Marketing Today

That mode of thinking is outdated and simply doesn’t work today where you are dealing with mostly invisible and self-directed industrial buyers.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

Digital Marketing for Manufacturers: Making a Business Case

Industrial Marketing Today

The directive comes from the top – add more sales people, start working the phones and drop those prices just to book orders. Imagine this all too common scenario if you are a manufacturer, distributor or an engineering company. Sales are slow; you need to do something right now to make the phones ring. This is only a content summary. Please click on the headline to read the full article.

Case 100

Lead Generation: What’s Working – Tactics, Budgets and Preferences

Industrial Marketing Today

Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. Here are the results from a survey of 1,530 B2B marketers during this year’s B2B Benchmark Study to find what works in online and offline marketing. With that in mind, here are some useful data and charts from various sources.

Content Marketing Playbook: Strategy and Roadmap

back the curtain on the groundbreaking work hap- pening inside a company Thomas Edison founded 130. relaunch while working for Group SJR, a content mar- keting agency. Everywhere I had been working felt like. death—’This magazine is going to close,’ ‘We’re working. that’s proven to work—one we’ve refined after helping. We are still working on freaking really hard.

Industrial Companies shouldn’t Replace Email Marketing with Social Media

Industrial Marketing Today

To make email marketing and social media work together where the whole is greater than the sum of its parts, requires a lot more planning and careful implementation than just adding social media buttons to your email campaigns. Right off the bat let me say that this post is not about email marketing versus social media. Is email marketing effective for engaging with an industrial audience ?

What Does a Content Marketing Strategy Mean for Industrial Companies?

Industrial Marketing Today

In my experience, option number 3 works the best. I’m sure every time you’ve talked with an industrial marketing consultant about content marketing, you’ve been told that you need to start with a “content marketing strategy.” That’s very good advice but what does it really mean if you are on the other side of the table and are responsible for marketing your industrial company? I don’t want to overgeneralize the process of developing a good content marketing strategy because it varies from company to company. The H stands for How. Some consultants begin their process with this step.

2012 Content Marketing Trends for Manufacturers and Industrial Companies

Industrial Marketing Today

These results match what I’m finding on the ground. I am working right now on creating a new blog site for a manufacturing client that is scheduled to launch in mid Q1 2012.  I’m also in serious discussions with two other industrial clients who want to  set up an integrated blog. This report is chock full of statistics and graphs about B2B content marketing.

Content Can Differentiate Industrial Companies When There’s Parity in Value Propositions

Industrial Marketing Today

These work best for middle of the sales funnel (MoFU). Project galleries with photos that have informative captions describing the work done, size and the location of each project. A Value Proposition plays an important role in differentiation, which in turn affects lead generation. Yet, if you read the content on most industrial websites, they tend to sound similar within each industry. Most manufacturers and industrial companies make generic claims that are often copied by their competition and lack validation. Case studies and testimonials for proof of performance.

Staffing and Launching Your Content Marketing Program

success was attributed to work we did months ago. work needed,” he wrote in a blog post. Playbook series—the point where the difficult work. experiences as publishers and the work we’ve done. you excited to come to work every day, pushing you to. We are still working. telling you that certain things work—we want to tell you. actual work.”

Content Marketing for Engineers

Industrial Marketing Today

Yes, I do get it that the lines between work and personal lives have blurred thanks to today’s hyper-connected world where everybody is always “On.” It is not just about facts and figures, engineers want content marketing to talk about challenges and issues that they face in their work life on a daily basis. I’ll go out on a limb and state that content marketing for engineers is different. And I agree that at the end of the day, marketing to engineers is still all about communicating with people. Call it P2P (Person-to-Person) marketing if you will. know it’s Emerson again.

Why Industrial News Releases Make Good Blog Posts

Industrial Marketing Today

They work because the content is mainly about features that help engineers specify these industrial products. [.]. Press or news releases about industrial products have been and still are very popular. 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.]. B2B Marketing Collateral Business Blogs Content Marketing Inbound Marketing Industrial Blogs Industrial Marketing Blogging News Rleases Press Rleases

SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

Best practices of lead scoring and management require at least the following: Sales and marketing must work together in defining what constitutes a qualified lead for their particular business. A lead is a lead, right? Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Oh, what a waste!

Manufacturing Infographics for Content Marketing

Industrial Marketing Today

Viral content is extremely popular in consumer marketing and it can work just as well in industrial marketing with some tweaking. Infographics, short for information graphics are hot right now. It seems everyone is creating one these days. Infographics have been around for a while and are used to communicate complex concepts visually and easily. Infographics. Infotaining” stuff.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. their work as average, not very effective, or not. at least 25 full-time employees working on content. However, putting in the work to team up with talented creative. almighty question: Does this strategy actually work? blend of data to get the full picture of what’s working. Copyright © 2015 Contently. little.

Do You Know the Cost of Maintaining Your Industrial Digital Marketing Status Quo?

Industrial Marketing Today

How will different digital marketing tactics work together as an effective digital marketing strategy for you? 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. The same survey also found that 42 percent of these companies have increased their budgets for digital marketing in 2012 and 47 percent of the respondents spend more than a third of their overall marketing budgets online.

Industrial Marketing Company Celebrates 25 Years in Business

Industrial Marketing Today

learned my business in the early years by doing production work for other ad agencies and printers around town. By the grace of God, things have worked out very well for us and we have successfully weathered the ups and downs of running a marketing company and the vagaries of the economy. Along the way, I have worked with some great people, both clients and vendors.

Digital Marketing Can Increase Industrial Sales

Industrial Marketing Today

This has worked great in the past but the Internet and digital marketing have changed how that process works today. One thing is certain; “business as usual” is not working in the industrial sector. 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. For the sake of simplicity, I’ll refer to it as digital marketing in this post and state that content is what drives this engine for generating qualified leads and creating sales opportunities.

Don’t Underestimate Industrial Marketing’s Contribution to Sales

Industrial Marketing Today

But how a buyer got your name in the first place is through the work of earlier exposures to your online marketing presence.”. Based on my experience of working with industrial companies, I can guarantee you that none of this will work unless there is close cooperation between sales and marketing, and success requires complete buy in from the leadership of the company. However, ignoring industrial marketing’s role in creating sales opportunities is a fallacy in my opinion. See Manufacturers Need Lead Management to Close the RFQ Gap ). Marketing keeps you in sales.”

5 New B2B Sales and Marketing Strategies

your best people are working blind.”. goals and it takes hard work. 5 New B2B Sales and Marketing. Strategies. Overground. 2. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. Pretty. standard, right? Well, the model has shifted with the customer now in control and. disconnect.

Blogs and Social Marketing in the Upstream Oil & Gas Industry

Industrial Marketing Today

Browse more Environment infographics. I am sure you have your own list of blogs and social media marketing on hydraulic fracturing if you work in the upstream Oil & Gas industry. The Upstream Oil & Gas industry, also referred to as the exploration and production (E&P) sector, has a reputation of being very conservative and conventional. Twitter: Tweets with #shale.

When the Going Gets Tough, B2B Marketers…

Industrial Marketing Today

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. Not surprisingly, they tend to spend less on trade shows.

Do You Believe in Industrial Websites?

Industrial Marketing Today

If you are not convinced, take a look at these two findings from two different research studies done by GlobalSpec: 48% of industrial professionals spend six or more hours per week on the Internet for work-related purposes and 28% say their time on the Web for work is more than nine hours a week. Have an open and honest discussion with 2 or 3 companies on your short list to get a good feel for how they work, their grasp of your industrial customers and their industry experience. We put up a website because all our competitors have one.

Can Digital Marketing Make the Phone Ring for Industrial Companies?

Industrial Marketing Today

firmly believe that complex industrial sales require both sales and marketing to work together. Read Inbound Marketing Must Set the Table for Industrial Sales for ideas on how to get sales and marketing to work together. 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. wish it were that easy.

Definitive Guide to Planning a New Content Initiative

At Divvy, we work closely with many of our. that work just for her. find the beauty tips, tricks and products that work just for her. working very well for them.” “If your content marketing is for everybody, it’s for nobody.” While it might take some hard work and convincing to narrow. Does she even have the skillset to handle the design work on this piece?

You’ve Got Traffic. Now What?

Industrial Marketing Today

You’ve done all the hard work of optimizing (SEO) your industrial website and now you have a steady stream of traffic to your site. Congratulations! Sorry to rain on your parade but that is only half the equation. The other half is all about converting that traffic into leads and customers. find there is a strong but mistaken belief among industrial companies that somehow their site visitors will interrupt their online activities and pick up the phone to call their sales people. See my post, “Do You Believe in Industrial Websites?” ). Really? Prove it – are you always the lowest bidder?

Why Industrial Companies and Manufacturers Struggle with Content Marketing

Industrial Marketing Today

Make a business case for content marketing being a sales enabler and that sales and marketing can work together as a team. Many industrial companies and manufacturers struggle with content marketing. It is not because marketers and decision-makers in these organizations don’t understand the value of inbound marketing but implementing an effective content marketing strategy is proving to be quite a challenge for them. Scenario #1: Founders of most small to mid-sized manufacturing and fabrication shops are hands-on people who have built their businesses from the ground up.

Industrial Companies Underuse the One Social Media Tactic with Proven ROI

Industrial Marketing Today

According to the GlobalSpec study, only 25% of the respondents said they used a company blog to participate in social media and rated it a mere 2.6 on a scale of 1 to 7 for “Value” as a resource for researching work-related purchases. Social media usage by industrial companies has received some coverage lately. I’ve read two different survey studies about how companies within the industrial sector use or plan to use social media. Depending on which study you read, the results can be confusing. Here’s one example of the confusion that I’m referring to.

Industrial Marketing is not Disconnected Tactics

Industrial Marketing Today

Business as usual is not working – referrals are trickling in, if at all and the pipeline of leads is running dry. When that doesn’t work, they turn to the Internet in search of information on how to do industrial marketing on a shoestring budget. The advice I’m about to share here is based on my 25 years of hands-on experience working with manufacturers and industrial companies. Encourage marketing and sales to work together as a team. Many manufacturers and industrial companies are learning some hard lessons these days. Measure, refine and repeat.

Content Methodology: A Best Practices Report

This virtuous circle is only possible when the company works to build a culture of. work,” Becker said. “We needed to prove that content can improve marketing’s. culture of content doesn’t emerge overnight, but working to build one across these. Content Methodology: A Best Practices Report A content methodology works in much the same way as a flywheel. Content. In the.

Manufacturers Need Lead Management to Close the RFQ Gap

Industrial Marketing Today

Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. Here are the steps I go through to change their minds and have worked well for me: Step 1: Give them an overview of what inbound marketing is all about and how it differs from traditional outbound marketing. BTW, did you realize that the above plan of action wouldn’t work unless I had a blog that is devoted to industrial marketing? To most of these decision makers winning new business is strictly a numbers game.

Create a Content Series for Industrial Marketing

Industrial Marketing Today

Also, works well for demonstrating equipment capabilities. That is exactly how inbound marketing with content is supposed to work! Happy New Year! This is my first post in 2012 and I want to start the New Year by answering a perennial question about content marketing for manufacturers and industrial companies. The question – what do we write about? The answer – create a content series. Just like popular TV serials, you want to create a series of short blog posts that revolve around a common theme. There are many advantages to this content marketing strategy.

Are Community Forums Good for Manufacturers and Industrial Companies?

Industrial Marketing Today

Similar studies have shown that engineers and industrial professionals prefer more peer-to-peer interactions for work-related purposes. Blogging and mainstream social media sites like LinkedIn, Facebook, Twitter and YouTube get all the attention these days. What about good ol’ community forums? Community forums have been around a lot longer than the newer social media channels. See chart).

Small Manufacturers Use Social Media Effectively

Industrial Marketing Today

Many engineers, specifiers, users and buyers of industrial products regularly use social media in their personal lives but work-related usage is limited among this audience. I’ve read a few articles and blog posts about how some manufacturers are using Twitter, LinkedIn and Facebook to listen, engage and market to their customers. Social media still remains a mystery to many manufacturers and industrial companies even though there is an abundance of evidence of its success in general B2B marketing. However, these have been from other industrial marketing consultants like me.

Study: How Much of Your Content Marketing Is Effective?

What’s working—and what’s not—for over. working remotely. to explore what works for their particular audiences. necessarily work with content. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE?

Translate Features into Benefits if You Want Your Marketing.

Industrial Marketing Today

According to Professor Marks, it is quite simple to use his Product Analysis Worksheet and this is how it works: There are four basic layers – features, advantages, motives and benefits. Another often-quoted marketing lesson is from Theodore Levitt who once told his M.B.A. students at Harvard: “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole.&# Resources