Posts Tagged: lead scoring

Why Lead Scoring Is Important for B2Bs (and How You Can Implement It for Your Company)

Do you know a lead's chance of converting? You could if you made it a numbers game.

“Knowing is not enough; we must apply.” —Leonardo da Vinci What’s it like to work in sales and marketing for a company that doesn’t use lead scoring? Well, imagine watching the World Series with your friends, but with one small change: This year the MLB has decided not to keep score. Each time one team… 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 »

Web Metrics to Align Industrial Sales and Marketing

For your website to generate quality leads, marketing and sales must be on the same page.

About ten years ago, we (Industrial Strength Marketing) launched a website for a company that manufactures tube sheets used in balance-of-plant heat exchangers. At the time, we didn’t realize that the company’s URL was just one keystroke away from that of a popular adult-entertainment website. (No, we’re not going to say which one.) Within days,… Read more »

6 Uses for Marketing Automation Forms

A few tips for capturing customer data and keeping them engaged.

By unlocking the potential of forms, you can gather customer intelligence and truly harness the power of marketing automation, enabling you to keep multiple customers engaged at the same time without lifting a finger. The more engaged your customers are, the more likely they are to view your company in a favorable light and do business… Read more »

Marketing Automation Platforms Compared

A fair comparison of some of the big brands in marketing automation.

Editor’s Note: It was brought to our attention that the original version of this post contained inaccuracies about certain platforms. Those inaccuracies have been corrected and discussed with platform representatives. The article now contains the most updated information provided to the writer. Marketing automation is a category of software that streamlines, automates, and measures marketing tasks… Read more »

Lead Nurturing for Industrials: A Perfect Fit

Why lead nurturing and the industrial buying cycle were made for each other.

Recently, there has been a lot of discussion in the B2B marketing world about lead nurturing. The basic idea is to develop communications programs that issue content addressing customers’ informational needs at key moments during their journeys toward making purchases. Essentially, lead nurturing is an evolution of permission-based marketing that rigorously maps out personas and… Read more »