Industrial Marketing Today

Industrial Email Marketing for Targeting Engineers in Long and Complex Sales Cycles

Industrial Marketing Today

Typically, […] The post Industrial Email Marketing for Targeting Engineers in Long and Complex Sales Cycles by Achinta Mitra appeared first on Industrial Marketing Today. Industrial email marketing doesn’t get as much respect as it deserves.

Industrial Content Marketing’s Role in Sales

Industrial Marketing Today

Here’s a reality check—only […] The post Industrial Content Marketing’s Role in Sales by Achinta Mitra appeared first on Industrial Marketing Today. You’ve probably read all the buzz surrounding industrial content marketing. You are in good company if you are already doing it.

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How Manufacturing Content Marketing Sets the Table for Sales

Industrial Marketing Today

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.

Making Industrial Content Marketing Engaging for Engineers and Industrial Buyers

Industrial Marketing Today

They have a good grasp of industrial content marketing’s contributions at the top of funnel but can’t quite connect the dots when it comes to measuring its effectiveness in driving sales.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

BANT May Not Work in Qualifying Leads for Industrial Sales

Industrial Marketing Today

Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. Industrial Lead Generation BANT Industrial Marketing leads for industrial sales

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Industrial Content Marketing Boosts Sales for Distributors

Industrial Marketing Today

My conversations with distributors about industrial content marketing almost always start with them needing help in growing their sales. Most distributors define their problem as “lack of sales.” Content Marketing Industrial content marketing Industrial Marketing Industrial sales

Industrial Content Marketing: Awareness to Conversion Takes Time and Hard Work

Industrial Marketing Today

Arguments about quality vs. quantity tend to fall on deaf ears because these companies with long sales cycles need a certain volume of quotes to keep their pipelines full and active.

Lead Generation for Industrial Companies is a Process not a Campaign

Industrial Marketing Today

Buyers are looking for information online and interacting with sales people on […] The post Lead Generation for Industrial Companies is a Process not a Campaign by Achinta Mitra appeared first on Industrial Marketing Today.

How Industrial Content Marketing Increases Awareness and Creates True Differentiation

Industrial Marketing Today

Content Marketing content marketing for distributors Industrial content marketing Industrial salesIndustrial content marketing can be very effective in solving two common problems that many manufacturers and distributors face.

Content Marketing for Manufacturers: What’s real and what’s hype?

Industrial Marketing Today

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.

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Digital Marketing for Manufacturers: Making a Business Case

Industrial Marketing Today

Sales are slow; you need to do something right now to make the phones ring. The directive comes from the top – add more sales people, start working the phones and drop those prices just to book orders.

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How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies

Industrial Marketing Today

This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. Industrial Marketing Industrial Marketing Automation Sales Strategies marketing automation Marketing Qualified Leads (MQLs) Sales Qualified Leads (SQL

Content Marketing for Manufacturers Isn’t Just Publishing More Content

Industrial Marketing Today

However, the same study also found that only nine percent can demonstrate how content marketing contributes to sales (ROI) [.] Content marketing for manufacturers has become a staple of industrial marketing with 61 percent using it as a marketing tactic and 54 percent planning to increase their spending on content creation (Source: IHS GlobalSpec Research Report).

Inbound Marketing won’t Boost Short-term Sales for Industrial Companies

Industrial Marketing Today

Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days.

Marketing to Engineers is a Big Challenge

Industrial Marketing Today

Content Marketing Sales Strategies Industrial content creation Industrial Marketing Marketing to engineers Many industrial companies find it challenging to market to engineers. The biggest complaint that I hear is that engineers just don’t respond to marketing like others do. These companies are at a loss and need to figure out a better way to market since their target audience is primarily engineers from various disciplines. You’ve probably [.]

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Content Marketing for Manufacturers Must Go Deeper than ToFu

Industrial Marketing Today

Many manufacturers are using content marketing but few consider it effective in generating leads that turn into sales opportunities. According to the 2014 study done by Content Marketing Institute and MarketingProfs, 86% of manufacturing marketers use content marketing but only 30% of manufacturing marketers say they are effective at it. Here’s another finding, according to [.]

Are Manufacturers Turning a Deaf Ear to Content Marketing?

Industrial Marketing Today

Content Marketing Inbound Marketing Sales Strategies B2B Content marketing Industrial Marketing

Most Industrial Websites Miss the Mark

Industrial Marketing Today

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

How Manufacturers Use 3D CAD Models and 2D CAD Drawings as Sales Enablers

Industrial Marketing Today

Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. That’s why I like to call them “sales enablers.”. Overall, I think 3D CAD models and 2D drawings are extremely effective in generating more sales-ready leads for manufacturers and industrial distributors. Content Marketing Inbound Marketing Industrial Lead Generation Industrial Marketing Sales Strategies 2D CAD drawings 3D CAD models industrial lead generation

Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales

Industrial Marketing Today

Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. 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.].

Industrial Content Marketing for Accelerating Sales Pipelines

Industrial Marketing Today

However, most of the success is at the beginning of the sales pipeline or [.]. Content Marketing Sales Strategies champion content Industrial Marketing pipeline acceleration sales pipelines Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts. 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.].

Industrial Marketing Can’t Succeed Without Sales

Industrial Marketing Today

I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs 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.

How Industrial Content Marketing Builds Stronger Relationships Based on Trust

Industrial Marketing Today

Strong relationships have always been the cornerstone in complex industrial sales. That hasn’t changed and won’t change in the foreseeable future. How we start and build new business relationships have changed in today’s digital age. Ask any successful salesperson and s/he will tell you that trust is the key to building strong and sustainable relationships. [.]

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Is Your Industrial Content Marketing Reaching a Dead End?

Industrial Marketing Today

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. Has it met your expectations for leads and sales?

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

Industrial Marketing Today

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. SAL aligns sales and marketing.

What Does a Content Marketing Strategy Mean for Industrial Companies?

Industrial Marketing Today

Industrial sales typically involve various stakeholders, each with different pain points that your content must address. 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?

E-commerce: An Important Channel for Industrial Sales

Industrial Marketing Today

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. Industrial sales are different from online consumer retailing and so the e-commerce experience has to be different too. Annual Sales: $1.5+ billion with no outside sales force. Is e-commerce a part of your industrial sales?

Industrial Marketing, Lead Generation and Sales: It’s Complicated

Industrial Marketing Today

Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. A hit movie for sure. Sometimes I feel the same way [.]. 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.].

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

Industrial Marketing Today

The priority for many marketers is to attract only those leads that have a high likelihood of turning into sales. 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.

Creating Relevant Content for Industrial Marketing is a Challenge

Industrial Marketing Today

Content Marketing Sales Strategies Engineering Inbound Marketing Industrial distributors Industrial Marketing Manuafcturing ManufacturersI am not referring to the age-old question, “What will we write about?” Creating content that an industrial and technical audience will find relevant is not easy. An industrial marketer [.]. 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.].

Digital Marketing Can Increase Industrial Sales

Industrial Marketing Today

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. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset.

Don’t Underestimate Industrial Marketing’s Contribution to Sales

Industrial Marketing Today

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. However, ignoring industrial marketing’s role in creating sales opportunities is a fallacy in my opinion. Marketing keeps you in sales.”

Storytelling in Industrial Content Marketing

Industrial Marketing Today

If storytelling sounds too “Kumbaya” to you for hardcore industrial marketing and sales, then I suggest you read on for a fresh perspective. There is a very good reason centuries [.]. 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.]. Content Marketing Industrial Lead Generation Inbound Marketing Industrial Marketing storytelling

Industrial Website Redesign Should Fit Your Sales Process

Industrial Marketing Today

I have had many conversations with manufacturers and industrial companies where our discussions began with the statement, “We need to redesign our industrial website.” Great news, right? Not exactly and [.]. 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.]. Industrial Websites Website Design & Development Content Marketing Industrial 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). Content Marketing Inbound Marketing Industrial Lead Generation Industrial Marketing industrial lead generation MoFU Sales funnel ToFUA 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.

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

Industrial Marketing Today

You and I have very little control over those issues but it would behoove you to find out how much it is costing you in terms of lost sales opportunities by maintaining your digital marketing status quo. I understand your skepticism since you don’t really see the value in doing an in-depth marketing assessment because you’ve already identified the problem – not enough high quality sales leads. How will digital marketing improve your sales process without being disruptive?

Sabotaging Industrial Marketing Hurts Sales

Industrial Marketing Today

Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. 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.].

Industrial Marketing Content that Helps Buyers

Industrial Marketing Today

They are very good for engaging with prospects and leads that are at the top and the middle of the sales funnel. See Use Content Marketing to Manage Industrial Sales Funnels and Creating Digital Content for Industrial Marketing ). It is very common to find marketing content from manufacturers and industrial companies that is all about how great their products are or that their technology is innovative.

Industrial Marketing Company Celebrates 25 Years in Business

Industrial Marketing Today

I know I’m excited about the future and look forward to the years ahead working diligently to help my clients generate more leads and drive sales. April 2012 marks a milestone for my industrial marketing company Tiecas, Inc. We are celebrating 25 years in business!