Industrial Marketing Today

JANUARY 14, 2016

Every discussion I’ve had with manufacturers and industrial companies starts with “we need more leads” or ends with “we need results.” I understand and accept the fact that the main goal of industrial marketing is to generate leads. I have no issues with that but do these companies know what a qualified lead is?

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Industrial Marketing Today

DECEMBER 12, 2010

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). Quantitative lead definitions reduce the friction between sales and marketing. Oh, what a waste!

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Industrial Marketing Today

MARCH 1, 2011

Plenty has been written about the importance of lead nurturing in B2B and industrial marketing. If you need a quick primer, read my earlier post, “ B2B Lead Generation without Lead Nurturing is Doomed to Fail. ”. Most of the lead nurturing best practices guides and articles that I’ve read are from a marketing perspective.

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Industrial Marketing Today

MARCH 22, 2018

Industrial content marketing plays an important role in driving sales for manufacturers and engineering companies. Of course, going from publishing content to growing sales is not as easy as going from point A to point B. This is only a content summary. This is only a content summary.

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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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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.].

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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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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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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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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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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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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.

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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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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.

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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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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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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

NOVEMBER 9, 2010

I wrote this post because Chris, a regular reader of this blog, emailed me recently with a question on B2B lead scoring. His question – “Could you briefly describe the tools/process you use to ‘score’ sales leads?”. From Marketo : Lead Scoring Success Kit. Lead Scoring Cheat Sheet. Best Practices in Lead Scoring.

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Industrial Marketing Today

JULY 24, 2012

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. What were the most effective SEO tactics used for lead generation in 2012? Both marketing tactics produced traffic, leads and new customers. ThomasNet: ( www.thomasnet.com ).

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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.

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Industrial Marketing Today

FEBRUARY 25, 2013

No matter the size of the company or the industry they are in, my conversations always boil down to them wanting more leads from their industrial marketing. Yet I see [.]. 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.].

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Industrial Marketing Today

SEPTEMBER 20, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Lead Generation Using a Business Blog by Achinta Mitra on September 20, 2010 in B2B Lead Generation , Industrial Marketing Blog In B2B lead generation, quantity versus quality is probably the biggest challenge faced by industrial marketers.

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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.

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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.

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Industrial Marketing Today

MAY 22, 2012

I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Annual Sales: $1.5+ billion with no outside sales force.

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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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Industrial Marketing Today

APRIL 21, 2010

How does one generate high quality, educated leads, not just site visitors on a marketing budget that is less than 1% of the projected revenue? Over the past six months, their website traffic is up 89%, their free download program is up over 200% and they’ve generated over 1,500 leads. All I can say is WOW!

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Industrial Marketing Today

MAY 7, 2010

Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. However, the role of B2B marketers is changing and evolving more into revenue generation.

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Industrial Marketing Today

JULY 9, 2010

Let’s get one thing straight from the get go, if you are in a declining market with low demand for your products and services, no amount of automation will help you generate new leads. I’ve seen too many marketers crash and burn because they believed that by “automating” all of their lead gen problems would be over.

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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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Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Convert prospects into leads – a prospect that has made an inquiry or responded to an offer is now a lead. Ardath Albee, CEO of Marketing Interactions, Inc.

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Industrial Marketing Today

OCTOBER 17, 2010

My client wanted to gain a better understanding of Web site interactions that could be tied to a specific email and help him refine his landing pages to improve his lead generation efforts. Tags: B2B E-Mail Marketing B2B Lead Generation Measurement & Tracking Benchmark Email email marketing Google Analytics Web analytics.

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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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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.

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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.

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Industrial Marketing Today

JUNE 22, 2020

I don’t think manufacturers have much of a choice because the pandemic has negatively impacted their sales pipelines. Your industrial marketing strategy may have changed recently because of the coronavirus. There is no getting around that fact. This is only a content summary.

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