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 »
You’ve likely read numerous headlines by now telling you which stores will be open on Thanksgiving Day. You also probably read some stories about retailers that have chosen to stay closed on this national holiday.
But beyond that, there’s another movement taking shape that asks consumers to avoid the crowd altogether and head to your local mom-and-pop stores on Small Business Saturday.Read More »
Today’s marketing world is filled with many terms and buzzwords. From acronyms like “KPI” and “CTR” to rising industry trends like “big data” and “hyperlocal,” sales and marketing leaders in the manufacturing space constantly find buzzwords left and right. So when you come across the word “omni-channel,” you may be quick to dismiss it.
That would be a mistake.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 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 potential opportunities on the table. Here are the strategies that should be a part of your process.Read More »
There are tens of thousands of job shops across the country. (As we know — we list many of them on our supplier discovery platform.)
Chances are, some of those suppliers are producing the very same products you are. So how can you stand out from the crowd when customers are deciding between you and your competitors? Start by developing a compelling unique selling proposition.Read More »
Studies show that 68% of B2B marketers struggle with generating quality leads. And lead generation strategies are successful for only 13% of marketers in the space.
All in all, only a mere 5% to 10% of B2B leads actually turn into paying customers. So what can be done to boost these numbers?
First, industrial marketers must understand that not all leads are created equal — and the industrial buyer's journey is actually pretty complicated.Read More »
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 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 Navigator, 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.)Read More »
With B2B marketing, the adage “timing is everything” applies — well, maybe not “everything,” but it is certainly crucial to successful marketing campaigns.
This is key as the the digital marketing space for US manufacturers becomes more crowded. For instance, did you know that more than 80% of manufacturing marketers promote their presence on social media platforms such as Facebook or LinkedIn?Read More »
Facebook? Check. Twitter? Check. LinkedIn? Check.
If you’ve already put in the work of building out profiles on these major social media 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 tips to remember when developing and optimizing your social media marketing strategy. These tips will help you to better leverage your professional online brand to create more relationships with buyers through social media interactions — the process known as social selling. Here's how you can keep your social selling on point.Read More »