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5 Most Popular Industrial Marketing Blog Posts from 2010

We’re almost at the end of the year and you made it. Congratulations!

2010 has been another tough year for the industrial sector but I’m encouraged by all the good news that I’ve heard throughout the year about a modest rebound in U.S. manufacturing.

This is the time of the year when most of us tend to reflect upon the year that is coming to an end and look forward to the coming year with renewed hope.

December is also a popular time for bands and musicians to release their “Best of” compilations, bloggers like to summarize their best posts and publishers publish their own “Top XX” lists.

In keeping with that spirit, here are my five most popular industrial marketing blog posts from 2010. I’ve compiled these based on a combination of the traffic, time spent on the page etc. from my Google Analytics, the number of inbound links received, retweets and other social sharing.

I hope you’ll get some value and practical help from reading or rereading these articles.

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B2B Lead Generation without Lead Nurturing is Doomed to Fail

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. (Source: Marketing Sherpa/ KnowledgeStorm). B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance.

Why is lead nurturing important?

It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.

Handing off these semi-qualified and not sales ready leads to sales before adequate lead nurturing only reinforces the impression that “marketing generates crappy leads.”

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Don’t Count on Marketing Automation to Solve All Your Lead Generation Problems

Some B2B marketers tend to think of Marketing Automation as the silver bullet that will solve their lead generation crisis. Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame.

That is unfortunate because Marketing Automation software is a very useful tool and in my opinion, a necessity these days. However, B2B and/or industrial marketers must learn to use it correctly in order to harness its true power.

Let’s get one thing straight from the get go, if you are in a declining market with low demand for your products and services, no amount of automation will help you generate new leads. You need to rethink your business model first and fast.

Marketing Automation software is widely used to execute key marketing functions like lead scoring and routing, nurturing via drip marketing, creating email campaigns and landing pages, tracking, measuring and reporting using a unified dashboard. There’s is no question that marketing departments do become a lot more efficient by automating many of these marketing tasks.

However, is improving efficiency enough to justify investing in Marketing Automation? Or do we need to show a verifiable ROI? To most C-level execs that really means answering the question, “How much revenue did it generate?” It is the second question that seems to cause the most problems. Read more