Call it digital marketing or inbound marketing with content, the fact is marketing is now playing a much more active role in complex industrial sales. For the sake of simplicity, I’ll refer to it as digital marketing in this post and state that content is what drives this engine for generating qualified leads and creating sales opportunities.
Manufacturers and industrial companies often use solutions or consultative selling to add value for their customers and transform themselves from suppliers into trusted partners. This has worked great in the past but the Internet and digital marketing have changed how that process works today.
Here are three quotes from well-known sources to validate my claim in case you have doubts about my statement.
I don’t want to open a can of worms here by taking sides on whether the Internet has killed the industrial sales job or not. One thing is certain; “business as usual” is not working in the industrial sector.
How can digital marketing help industrial companies gain an edge?
There are many ways that digital marketing can help industrial companies make their consultative selling process more productive.
Read my post, The Real Value of Content Marketing for Industrial Companies for a better understanding of the value of digital marketing. You will find more insights on digital marketing for industrial companies using content from my other articles published here.
I am not suggesting that digital marketing can replace your crack sales team. On the contrary, I am saying that a good digital marketing strategy will make your salespeople more productive by engaging with fully qualified leads where conversations lead to RFQs/RFPs and more wins.
How do you use digital marketing to improve your industrial sales process?
Let’s start with a free 30-minute consultation to determine if this will be a good fit for both of us. It will be a friendly chat to get to know each other better, not a high-pressure sales pitch.