The Thomas Blog

Industrial marketing and manufacturing sales tips to help you grow your business.

4 Steps To Get Started With Social Selling

Looking to generate leads and connect with more customers? Of course you are!

All manufacturing and industrial companies want to grow. Unfortunately, many of them are missing out on an amazing resource that can make this goal a reality — social media.

If you don't have any social media profiles, or if you're just using them to share updates about the company softball team, then it's time to get started with social selling.

At Thomas Marketing Services, we've helped hundreds of companies just like yours turn social profiles into sales generators. Based on our experience, here are some first steps that can put you on the path to social success:

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5 Ways To Turn A Lead Into A Customer

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 these 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 leads – and potential revenue – on the table. Here are five strategies that should be a part of your process.

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7 Social Media Mistakes Industrial Companies Need To Avoid

When done right, maintaining an active social media presence can have a significant impact on your business, helping to increase web trafficestablish stronger relationships with customers, and, perhaps most importantly, increase revenue. Social media should therefore be a pivotal part of your inbound marketing strategy.

Unfortunately, when not done right, social media can still make an impact on your business — but not in a good way. One social snafu can cost you customers and do serious damage to your brand’s reputation, as you’ll see in the examples below.

Avoid these setbacks by steering clear of these seven common social media mistakes: 

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Top Tools For Sales & Marketing Collaboration

Love versus hate. Good versus evil. Heaven versus hell. Sales versus marketing?

If you’ve ever worked in or with a sales or marketing department, you know that the statement above might not be as ridiculous as it first seems.

It can be easy to get caught up in a constant back and forth of finger pointing: Typically, sales says that marketing doesn’t produce enough leads or, if there are leads coming in, complains that they’re not good quality. Marketing maintains that they produce plenty of high-quality leads and it’s sales that doesn’t know how to close them.

What seems like an insurmountable gap can actually be bridged quite easily, with a little transparency between the teams going a long way toward better understanding — and better transparency can be achieved with as little as a few carefully chosen collaboration tools.

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2016 Industrial Marketing Year in Review

In the world of marketing, things are constantly changing.

From amorphous Google algorithms and updated UX designs to effective emailing and retargeting methods, there is no shortage of strategies to try — especially as the industrial space continues to catch up with the rest of the B2B marketing space.

As we begin preparing for what’s to come in 2017, we wanted to take a look back at some of the biggest trends we’ve seen over the past 12 months and their impact on your business.

Without further ado, here’s our 2016 year in review.

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4 Steps to Expanding Your Industrial Network on LinkedIn

Chances are you’re already using LinkedIn to keep an up-to-date roster of contacts, check out what connections are up to, scout out potential hires, and send messages.

This powerful tool serves as much more than a social network or recruiting outlet, though — it can play a major role in generating leads and sales for your industrial company.

There are a few steps for you to take to benefit from using LinkedIn to connect with people in their industry, so we wanted to lay out a few tips on how to get started. 

(We do want to note that although there's a paid version of LinkedIn known as LinkedIn Sales, we know you’re as budget-conscious as you are business-savvy, so we’ll be solely focusing on harnessing the power of free LinkedIn in this post.)

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The Secret To Effective Sales Email Outreach

This is a heartfelt love note to all of the sales people out there that strap on the battle armor every day and ride out to find new opportunities that will help the business grow.

Your effort is the biggest driver to success, but style sure can improve results. Let’s take a look at an all too common challenge that all sales people face: the cold email fail.

We get them in our inbox all day and they largely do not incite a response other than to hit the “delete” button, right? Why is that? To begin, take a look at a few cold email openings that have hit my inbox lately:

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6 Tips For Social Selling: How To Convert Connections Into Customers

Facebook? Check. Twitter? Check. LinkedIn? Check.

If you’ve already put in the work of building out profiles on these major platforms and have gained some followers, you’re off to a great start. But even more important than gaining followers, of course, is gaining customers — and simply having a social media presence isn’t enough to reliably convert connections into leads.

Below, we’ve outlined six easy, efficient ways to enhance your social media marketing strategy and successfully turn your connections into customers.

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You’re Probably Making This Fatal Sales Mistake

Think about your current sales process: You probably get leads from marketing, the RFQ form on your website or referrals. You might give a prospect a call, ask a standard set of questions, set a price, send an email and hope your bid is selected. 

Sure, it seems straightforward to the rest of the world, but we all know there’s more we can do — that’s why you’re here, right?

There are plenty of sales methodologies to research and adopt in your company’s process, but there’s one rule that has become universal in today’s world of social selling: Never “cold” call.

To be clear, we’re not completely against picking up the phone and starting a conversation out of the blue, but in this regard, we’re applying “cold” to the idea of no research into the company or contact you’re trying to get in touch with.

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