A prospect that you’ve been chasing for months has been researching you as well, checking out your product catalog on a distributor’s website and downloading your CAD models. They’ve narrowed down their shortlist to you and a couple of your competitors, and now they’re visiting your website to gather additional details.Read More »
Content marketing is not a new concept, but for building product manufacturers, it is probably a foreign one. Even those BPMs who understand what content marketing is believe that it is an approach reserved purely for B2C businesses.Read More »
Digitized information offers vast flexibility. When employed at its best, digital information can make the most complex processes simpler and more efficient. This especially applies to the selling of complex industrial parts.
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Everyone knows we live in the Information Age, but how useful is it if the information never reaches the right people? This is especially true for manufacturers and their quest to get product information to the appropriate audience.Read More »
When industrial buyers aren’t at work, they behave as everyday consumers; they shop online, they compare products for deals that best balance quality and value, and they shop independently, relying on freely available resources rather than salespeople to help them in their decision-making processes.Read More »
The commercial building industry has been undergoing immense change over the past 5-10 years largely driven by the adoption of BIM.
BCS brings Architects, Engineers and Contractors together with Building Product Manufacturers (BPM’s) and Solution Providers to discuss changes in the way content is developed, distributed, selected and specified within the global BIM workflow. The needs of Design professionals are constantly evolving toward richer, data driven, multi-format product information.Read More »
Over the last few years, you’ve probably noticed that the phone doesn’t ring as often in the Sales Engineer bullpen.
There are still prospects out there, though — they’re just now seeking the information they need online rather than calling manufacturers directly.Read More »
International standards like ISO, ANSI, NEMA are well-established across businesses in the industrial market.
These standards, developed by technical experts in national and international trade associations, influence market requirements and have become the benchmark for quality among manufacturers.
However, the standards must be broad enough to apply to different businesses and applications, and thus define form, fit and function at only generic levels.Read More »
Your phone used to ring off the hook with sales opportunities. But there’s a problem — it isn’t ringing anymore.
This doesn’t mean sales opportunities are dwindling. It’s a sign that phones have been replaced by a new tool — your website — and other dynamic sales tools like eCatalogs.
It’s also a reflection of our times where younger millennials look to self-service, digital sources to drive their workflows.Read More »