You may have tried a CRM but did you implement it the right way? Do it correctly to grow.
A successful CRM implementation will boost revenue per B2B sales person by 41 percent. Marketing teams who have access to a company-wide CRM deliver three times more revenue than marketing teams without real-time access to customer information. The elongated industrial buying process is challenging, but it offers numerous opportunities to check in with prospects, and… Read more »
Do you know what types of companies you want to be customers? If not, it's time for a useful exercise.
The disruptions of the past few years have sent many industrial companies looking for new partners and customers, perhaps driven by supply chain chaos, replacing lost revenue or taking advantage of emerging markets. Like almost anything else in business, scouting for new business should follow a process, and in this case it begins with creating… Read more »
Times are a changing. Take a moment to pause and reflect on what's new and positive.
The past two years have tested the resolve of the industrial sector with disruptions we could never have imagined. It feels like the global pandemic arrived and someone hit the hyper-speed button on the pace of change. So as we approach the holiday season, Industrial Marketer podcast co-hosts Joey Strawn and Nels Jensen take a… Read more »
Use these tips to align sales and marketing and connect with prospects at the right time.
B2B lead scoring models are primarily based on two types of attributes — explicit and implicit. Each can play a key role in industrial marketing and the successful handoff of leads from marketing to the sales team. Explicit B2B lead scoring is based on demographics and firmographics, such as job titles, industry, company size and… Read more »
Do feel like you're annoying prospects with lead gen? ABM might be right for you — and your customers.
Is account based marketing a way out of how uncomfortable lead generation has become? Let’s face it: We all know when we are being marked as a lead. It starts with a scenario where we are asked to provide our name, email, and perhaps another piece of information in order to read a white paper,… Read more »
Your sales team probably uses some of these materials. But do they have them all?
One way to think of content marketing is equipping your prospects with the right information about your products during the right time in their buying journey. You can think of sales collateral in a parallel universe — equipping your sales team with sales content and materials they can use to enrich a prospect’s experience with your… Read more »
You may have lots of data flowing, but does it cohere? Connect the dots to get at what matters.
The growing segmentation of digital media consumption makes it more important for manufacturers to be able to define marketing metrics that matter by cross-tracking data points in order to gain actionable insights into their marketing initiatives. Data can be overwhelming, and marketing technology is collecting more data than ever. In the latest episode of the… Read more »
Talking about product selection, availability, speed and service? So is everyone else. Time to be different.
Many industrial distributors are dealing with the reality that digital is becoming the dominant sales channel. So while the core distribution functions of product selection, availability and delivery have not changed, how customers vet their distributors has. In the latest episode of the Industrial Marketer podcast, co-hosts Joey and Nels discuss how an industrial distributor… Read more »
