You worked hard to market your capabilities and nurture your prospects. Now your sales team has a healthy list of leads. However, research shows that 40-50% of inbound sales leads are ignored and never followed up on, which can add up to a lot of lost revenue for your business.
Developing an effective lead follow-up process can ensure that you don’t leave potential opportunities on the table. Here are the strategies that should be a part of your process.Read More »
According to Forrester Research, rich omni-channel experiences deliver several competitive advantages for B2B businesses and manufacturers — especially those with complex products. A multi-channel experience is about providing more options while omni-channel supply chains serve customers across different channels and are fully integrated in order to provide a seamless customer experience.
Engineers and sourcing professionals rely on comprehensive, digitized product data in order to do their jobs. They need accurate data, and they need it fast. But some manufacturers are challenged with meeting the needs of B2B buyers and delivering a seamless customer experience.
We’ve listed out five things all OEMs and industrial manufacturers must know to generate more leads, satisfy customers' needs and increase sales.Read More »
Sellers know all about leads. You know the difference between marketing-qualified leads (MQLs) and sales-qualified leads (SQLs). You know you need more of the former in order to get more of the latter.
That’s great. You can see the destination. But what about the traffic that's on your website? How can you identify MQLs in your sales pipeline and, more importantly, how can you offer effective nurturing that turns them into SQLs? Let's break down the basic steps.Read More »
If you were to ask any business leader what their main goals for their company are, the answer would most likely be something along the lines of increasing sales and leads. In fact, even if they mentioned other goals, such as improving website performance and SEO, or redesigning a website for better user experience — the main objective behind these actions is to get more people onto the site, ideally leading to more sales.
For Corrugated Metals, Inc., these were the goals in a nutshell. But as with many companies in the industrial space, carving out time to improve their online footprint was a daunting task. As a roll forming manufacturer creating necessary products for the construction, equipment, transportation, and defense industries, focusing on customer needs usually trumped their own business development.Read More »
Industrial buyers are typically 70% of the way through their purchase decision process before they reach out to a supplier.
If you are a manufacturer trying to grow your business, this is an eye-opening, game-changing stat. It means that the buyers you want to do business with — the ones you need to connect with in order to grow your company — are researching, designing, evaluating, shortlisting, and, ultimately, making their purchase decisions online, all with very limited interaction with your sales people.
How, then, can you forge the connections you need while staying top of mind throughout the long and complex buying process?Read More »
Imagine if you could immediately and continuously identify the companies that are researching you online.
Imagine being able to track those companies throughout the buying journey, ensuring you never miss a sales opportunity.
Imagine having all of this actionable information at your fingertips, so that your sales team can have more meaningful — and more successful — calls with prospects.
More than 11,000 manufacturers don't have to imagine any of this at all. They can do it, with Thomas WebTrax.Read More »
When it comes to digital marketing, capturing leads is the ultimate goal. Always has been, always will be. How those leads are being captured, however, is changing right before our eyes.
Contact forms — which have been the dominant lead capture tool since the days of dial up — now have some new competition: chatbots. But the fact is, industrial marketers don't need to choose between forms or bots; they just need to know how they differ, and how to use them both effectively.Read More »
Long before there were LinkedIn Groups, people who wanted to get together to discuss similar interests or professions did so by actually getting together. In person. Really!Read More »
We can all use a little bit of luck. Unfortunately, many industrial marketers seem to rely on it a little bit too much.
Instead of taking the time to implement a comprehensive, forward-thinking marketing strategy, they expect industrial buyers to find them. It just doesn’t work that way.Read More »