First, industrial marketers must understand that not all leads are created equal — and the industrial buyer's journey is actually pretty complicated.Read More »
The B2C space has adapted quickly to using technologies and tools to connect with more customers, and B2B businesses (including industrial companies) making a move too. We've pulled together some tips to incorporate tactics that fall under the sales transformation journey (and tied to inbound marketing) to help you become more competitive in the current market and have meaningful conversations with high-quality leads.Read More »
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 »
Looking to increase your sales? Although successful, well-executed B2B marketing strategies take time to build and require ongoing, consistent effort, there are some things you can do today to help drive sales — and they only take a few minutes.
In combination with a long-term marketing strategy, these quick free tips can go a long way in getting new leads and increasing sales for your manufacturing business.Read More »
It's no secret that email marketing is one of the best ways to drive leads to your sales team. However, most manufacturers and industrial companies don't realize that it's also one of the best ways to close those leads and convert them into customers.
So while a lot of time and energy is going into optimizing marketing emails, sales emails are often relegated to an afterthought. In fact, the task of writing, designing, and deploying sales emails often falls on individual sales reps, who have little guidance, direction, or support. That's a recipe for disaster, and it shouldn't be the case.
If you want to optimize your sales emails for maximum results, be sure to follow these suggestions.Read More »
Not all customers are created equally. Some will come to you fully informed and ready to buy. Others — likely the majority — require a great deal of time nurturing and educating. Oftentimes, many manufacturers spend a great deal of time and effort with a lead, only to reveal that they are not the right kind of customer for their business.
Thankfully, industrial businesses can leverage their website to help streamline and potentially expedite the sales process, while simultaneously weeding out unqualified buyers.Read More »
With an increase of opportunities for private label manufacturers, we’ve been covering topics like challenges in the industry and popular website designs to help business owners and marketers grow their business. Recently, private label manufacturing sourcing activity has seen steady growth — up 45% year over year.Read More »
When it comes to measuring the return on investment (ROI) of your marketing activities, it’s essential that you’re actually measuring all of it. Thanks to the increasing prevalence of digital marketing, most marketers look at things like clicks, open rates and conversions. But if you’re like many industrial suppliers, you could be overlooking an essential piece of the marketing metrics puzzle — phone inquiries.
It doesn’t matter if your sales team is converting leads at a record rate or struggling to meet quotas — there’s always room for improvement. People at every level of your team from directors and managers to consultants and representatives can benefit from new insight and perspective.
There are so many great resources available for sales folks these days: webinars, podcasts, eBooks, white papers, and conferences (click here for those resources!) but I’ve gained so much knowledge by reading plain old books. Take a look at some of my favorites below:Read More »