marketing automation

How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies

I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads. No surprise there! The more I probe, the clearer it becomes what they really want are more requests for quotes or proposals. This is understandable since the sales pipeline needs to be full and active at …

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Better Industrial Marketing Doesn’t Mean More Technology

Marketing Automation vendors have done a great job of spreading the message about the benefits of technology in marketing. Industrial companies are paying attention. I’ve been asked several times about using Marketing Automation (MA) in industrial marketing. I should be excited and jumping up and down with joy, right? Not so fast! Why do I …

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Industrial Marketers Face ROI Challenges

Developing a good digital marketing strategy and then executing it is complex enough but measuring ROI is proving to be a bigger challenge for marketers within manufacturing and industrial companies. Thirty-one percent of industrial marketing professionals stated that measuring ROI is the biggest challenge in their profession. That is one of the findings from IHS/GlobalSpec’s 2013 …

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Take Industrial Lead Generation up a Notch with Marketing Automation

Marketing automation technology is one of the areas where B2B marketers will increase spending in 2014 according to an article I read in the September 16 issue of BtoB Magazine. There are many more choices available today in Marketing Automation (MA) offerings and one can find the right fit at various price points. This post …

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Marketing Automation Alone Can’t Deliver ROI for Industrial Companies

Let me start by saying that I’m a big believer of Marketing Automation (MA) and have seen it produce incredible marketing ROI for some manufacturers and industrial companies. Then why does the headline of this post make me sound like a skeptic? That’s because it’s a case of good news, bad news. First, the good …

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Are Industrial Companies Wasting Their Leads?

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 very few of these companies with a lead nurturing strategy in place to convert leads into sales opportunities. As a result, online leads sit untouched …

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What You Ought to Know About Inbound Marketing

Confused about Inbound Marketing? Never heard of it? View this hilarious and entertaining video from HubSpot and it will tell you everything you ought to know about inbound marketing. [youtube width=”480″ height=”360″]http://www.youtube.com/watch?v=4-lGe5MnBlY[/youtube] In the past I’ve written about manufacturers such as Indium Corporation and Miller Electric Manufacturing Co. and their success stories of inbound marketing with …

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Industrial Blogs for Lead Generation Using Inbound Marketing

If you are an industrial or a manufacturing marketer, you know all about the constant pressure of generating high-quality sales leads. Upper management asking you to fill the pipeline with ever-shrinking budgets is a given these days. There are three key ideas in the headline of my post – 1) Industrial blogs, 2) Lead generation …

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5 Most Popular Industrial Marketing Blog Posts from 2010

We’re almost at the end of the year and you made it. Congratulations! 2010 has been another tough year for the industrial sector but I’m encouraged by all the good news that I’ve heard throughout the year about a modest rebound in U.S. manufacturing. This is the time of the year when most of us …

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