Posts Tagged: industrial buying cycle

Marketing to Manufacturers Depends on Relationships

So how do you establish rapport digitally — with people you don't even know?

Technology continues to drive innovations, and expectations, in manufacturing. Customers are demanding higher-quality, longer lasting parts, and they want them turned around more quickly and for less money. Better, faster, cheaper. The dynamic is similar in many ways in marketing to manufacturers. Despite the fragmented, impersonal nature of digital marketing, manufacturers must know their buyers… Read more »

5 Reasons Industrial Buyers Seek New Suppliers

Will they stay or will they go? Use these reasons to get in their heads and win new business.

Have you ever wondered why industrial buyers seek out new suppliers to work with? Understanding the most common reasons this happens can help you to grow your customer base through simple changes to the way you market your products and services and approach and develop sales opportunities. Understanding an industrial buyer’s particular situation at their… Read more »

Multichannel Marketing for Engineers and Technical Professionals

A conversation with Patrick D. Mahoney of IEEE GlobalSpec about how to reach industrial buyers.

Industrial Marketer recently sat down with Patrick D. Mahoney, CEO of IEEE GlobalSpec — an industrial-focused media company with millions of subscribers interested in technical content — to discuss the importance of various tactics and channels to any B2B multichannel marketing program focused on engineers and technical buyers, beginning with content marketing.   Industrial Marketer: IEEE GlobalSpec has… Read more »

B2B Marketing Automation Basics

So what exactly is marketing automation and why is it a game changer for B2Bs? Let's find out.

Last year, we wrote about the importance of lead nurturing for industrials. As a premise, it makes perfect sense. The industrial buying cycle takes time — often months — and it can be extremely effective to touch base with customers at key moments in the lengthy buying cycle, helping them complete their customer journey by… Read more »

For B2B Sales and Marketing, Defense Does Not Win Championships

In B2B sales and marketing, a good sales team isn’t good enough. You need good marketing to win.

It’s almost football season and there’s an adage any pigskin fan is guaranteed to hear at least once this fall: defense wins championships. It might be true in sports, but when the legendary head coach Paul “Bear” Bryant uttered this phrase some 40-odd years ago, he surely didn’t have B2B sales and marketing in mind…. Read more »

Industrial Marketing Superpower Secrets Revealed!

These softwares and strategies are making progressive industrial marketers superhuman.

Faster than a speeding email! More powerful than a search engine! Able to leap the competition in a single inbound! Look up into the cloud! It’s a run of B2B marketing automation and sales intelligence platforms that are enabling industrial marketing and sales professionals to see more, know more, and convert more business than ever… Read more »

Industrial Digital Marketing Roundup

The latest trends that could affect your digital marketing program.

It’s a new year and time to look at the newest trends in digital marketing for 2015! With every new year comes new projections and predictions about what the “hottest” and “niftiest” digital marketing trends are going to be, but with niche markets, such as industrial B2B (business to business), it’s not that easy to… Read more »

Zombie Coffee: LinkedIn & Industrial Sales

How to use social media and caffeine to drum up new business.

Imagine: You find someone you’d like to connect with on LinkedIn. You email them to ask if you can “pick their brain.” A coffee date is set. You’ve just become part of the phenomenon that’s taking over industrial sales: Zombie Coffee. This no-frills networking strategy fueled by a lethal combination of LinkedIn, caffeine, and brain… Read more »