Industrial Marketing Today

SEPTEMBER 13, 2010

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

Buying Cycle 60

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

Industrial Marketing Today

JUNE 19, 2010

And they use different sources to get their information. The chart below from a research study done by Forrester illustrates this point very clearly. Copyright © 2010 Tiecas, Inc. Understanding and building accurate profiles of different personas requires a close alignment between sales and marketing. All Rights Reserved.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Industrial Marketing Today

MAY 26, 2010

The stages are: Needs Awareness Research Consideration & Comparison Procurement The white paper then goes on to explain how industrial marketers must match their marketing content to the buyer’s stage in the buy cycle. There are plenty of charts and graphs too. You can download it from here (does require registration).

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

Industrial Marketing Today

JUNE 29, 2010

In the Needs Awareness and Research stages (the first two stages of the industrial buying cycle ), buyers use a broad array of sources, including social media, webinars, e-newsletters, Google, Bing, Yahoo and vertical search engines like thomasnet.com and globalsepc.com. Copyright © 2010 Tiecas, Inc. All Rights Reserved.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Buzz Marketing for Technology

JULY 22, 2008

Diigo ~ more than a research tool - a knowledge. Diigo ~ more than a research tool - a knowledge sharing community. Diigo - Improving how we find, share, and save information. Copyright Notices. Added: March 20, 2008. More info ). Added: March 20, 2008. Less info ). Easy-to-use and so powerful. Check it out! bookmarking.

Youtube 100

Youtube CAN-SPAM Privacy Policies Web 2.0 100

Industrial Marketing Today

JUNE 12, 2010

There have been many studies done over the years that indicate that price information is the very reason why most B2B buyers visit a vendor’s website. The results from three separate studies confirm this: 61% of engineers surveyed indicated pricing information as one of the primary reasons to visit a vendor’s website.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

AUGUST 24, 2009

RESEARCH Even before I open up my trusty word processor, I head over to Google’s Keyword Tool. I use it to research key words/phrases that people are using to search for answers to their particular problem. You’d be surprised how many different ideas and variations you can get from your initial thought after doing your research.

Web 2.0 60

Web 2.0 Copywriting Content Buying Cycle 60

Industrial Marketing Today

SEPTEMBER 3, 2010

According to Jeff Ogden, the Fearless Competitor , you are going to need two critical pieces of information to conduct a content audit. There is plenty of information out there about buyer personas. Read The Anatomy of a Great Web Persona by Brian Massey. Copyright © 2010 Tiecas, Inc. All Rights Reserved. Resources

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

JUNE 8, 2010

Create and deliver useful information such as white papers, industry research and trends and how-to guides for selecting the right solution provider. If you feel stuck for ideas, you can type in the URL of your closest competitor’s website into the research tool, select website content and let Google do the work for you.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

APRIL 30, 2010

Not just any content, but ideas, information and expertise they find relevant and helpful for answering questions they have about problems they’re trying to solve. For example, if you reference research conducted a year ago, is there a new source that will increase relevance? Copyright © 2010 Tiecas, Inc. Resources

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

MAY 21, 2010

Research keywords and phrases used by your prospects and write blog posts with headlines that use those words and phrases. Capture visitor information – Implement a method to capture visitor information from your business blog. It has to be a value exchange for people to give up their contact information to you.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. The shelf life of your content is pretty short because new information is generated very quickly on the Internet.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

The Effective Marketer

JUNE 21, 2009

SEO is such a complex subject that you can barely scratch the surface in one hour so knowing where to go for more information is invaluable. What I liked best was the tips on tools you can use and where to find additional resources.

Inbound Marketing 100

Inbound Marketing Training Planning Work Management 100

Marketing Insider Group

MAY 12, 2010

If you need to create content – research the top trending keywords, article titles, and customer pain points. To be included as the base information for your practical guide to generating real results is an honor. It is nice and refreshing to find an informative post on a different B2B marketing topic, and I thank you for that.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100

Industrial Marketing Today

JULY 20, 2010

Opportunity Development: Research, understand and distill the relevant industry-specific information, key issues and business needs in order to educate the company, especially the sales force, on the specific business requirements of a given market. Copyright © 2010 Tiecas, Inc. The four steps are: 1. All Rights Reserved.

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Buzz Marketing for Technology

JULY 24, 2008

Research is part of the prcoess that allows you to lay the foundation knowledge you have created. Information management. One of the first things you need to do before you start sharing what you know with anyone else is to make sure that you have your information managed properly. Create a solid foundation. Push versus pull.

RSS 100

RSS Work Management Marketing Management CAN-SPAM 100

Industrial Marketing Today

JUNE 3, 2010

Harness that power by gathering all the information and then editing the material into cohesive content. Retrofitting optimization is much harder and it isn’t as effective as creating content from the ground up that is optimized for carefully researched keywords and phrases. Copyright © 2010 Tiecas, Inc. of Tiecas, Inc.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60

Buzz Marketing for Technology

JUNE 27, 2008

Comments on this article can be sent to the author at chris_dede@harvard.edu and/or can be posted to the web via the link at the bottom of this page. The term Web 2.0 Whereas the twentieth-century web centered on developer-created material (e.g., Interactive media that facilitate these Web 2.0 tools (e.g.,

Web 2.0 100

Web 2.0 Wikipedia Opinions Peer-to-peer 100

Marketing Insider Group

JULY 27, 2010

The buying process begins with a stage of discovery where buyers are searching for clear definitions to problems and general information that will enable their teams to be better informed. Source: The Google/TechTarget Behavioral Research Project: Phase 2) The message: Don’t call me! So how do you mine these contcts for leads?

Sales Management 100

Sales Management Paid Search Agency Lead Scoring Lead Ranking 100

Industrial Marketing Today

JULY 1, 2010

Buyers of technical products and services do look to vendors for providing relevant information for solving their problems. That was the key finding of a research study done by McKinsey & Co. Copyright © 2010 Tiecas, Inc. Achinta offers his industrial clients marketing for engineers by an engineer. { of Tiecas, Inc.

Marketing Automation Services 60

Marketing Automation Services Web 2.0 B2B Lead Ranking 60

Industrial Marketing Today

OCTOBER 26, 2009

A Home page is great for attracting prospects at the top of the sales funnel that may have found your site using generic search terms and are just looking for information on companies in your market. Do they ask for information that you feel is irrelevant to your intent? What’s the solution? How did they find your site?)

Traffic 60

Traffic Lead Scoring Lead Ranking Top of Funnel 60

Buzz Marketing for Technology

JUNE 23, 2008

Computer Information Systems Department. course materials over the World Wide Web. early days, faculty would create web pages by hand. for posting this information. as Blackboard and Web CT have become the norm for. as Blackboard and Web CT have become the norm for. course information. As Internet.

Wiki 100

Wiki CMS Development Class Wikipedia 100

Buzz Marketing for Technology

JULY 22, 2008

For readers of my subscription-based journal, The Information Advisor , it serves as an online supplement to the March 2007 Knowledge Management Supplement article â??Social Research value. Remember: these grades are in the context of what is valuable for researchers, and particularly business researchers in an enterprise.

Enterprise Management 100

Enterprise Management Work Management RSS Tagging 100

Marketing Insider Group

SEPTEMBER 30, 2010

Gather Sales’ Marketplace Insights: which starts with information gathering and ends with sales validation of any marketing plan. internet, email, search tools and specialized research tools, statistics etc including direct access to clients! Gather Sales’ Contacts and Feedback : by offering to clean up their records.

Sales Management 100

Sales Management Top of Funnel Planning Paid Search Agency 100

Hubspot

OCTOBER 9, 2012

Yearly plans of a few major initiatives would lumber forward with rigid hand-offs between the different stakeholders -- researchers, strategists, creatives, media buyers, etc. The new media landscape has reshaped the ways in which audiences access information. 4) Copyright. 3) Citizen Journalism. 6) Inbound Marketing.

Planning 28

Planning Web 2.0 Copyright Viral Marketing 28

Buzz Marketing for Technology

OCTOBER 7, 2008

Research E-mail Newsletters. E-Business & Web 2.0. 40 years of the most authoritative source of news and information for IT leaders. • Researcher finds evidence of massive site compromise. Zones White Papers Editorial Calendar. Small Enterprise. E-mail Newsletters. IT Blogwatch. Shark Tank. Development.

Enterprise Management 100

Enterprise Management Work Management Webcast Web 2.0 100