The Forward Observer
Sales and Marketing Insights
for Growth-Focused Manufacturers
 

A blog where growth-oriented manufacturers find expert advice on marketing and sales.
Our goal is to help you generate better leads and close sales faster.

3 Tips For Creating Killer B2B Content That Generates Leads

B2B marketers with quality content can generate more leads by using customer surveys, clear conversion paths and social conversion.

How to Arm Your B2B Blog for Maximum Marketing Firepower

With the right aim, B2B companies can use blogging to increase awareness and preference, attract qualified leads, boost sales and grow their business.

Why Blogging Is The Most Nutritious of the B2B Marketing Food Groups

B2B companies who blog can benefit from all the essential marketing nutrients it provides, including increased awareness, better quality leads and sales.

The Four Ingredients Needed for Scrumptious Inbound B2B Marketing

B2B marketers who artfully blend the four essential ingredients of inbound marketing will have a recipe for consistently delicious success.

How Thought Leadership Can Help B2B Companies Avoid The RFP Process

With a thought leadership marketing strategy, B2B companies can influence buyers, outflank the competition and expedite the purchase cycle.

5 Easy Pieces to Turn Your Website Into a B2B Marketing Machine

To grow a business today, modern marketing techniques are essential. Specifically, businesses need to generate more website visitors, convert them to leads, turn those leads into customers, and continuously analyze every step of the process.

How B2B Companies Can Know If Their Trade Show Marketing Works

B2B companies who measure their trade show ROI are able to increase the effectiveness of their marketing investment and determine which shows are working. And which aren’t.  For many companies, trade show marketing is driven by one the most powerful forces on the planet: inertia. Many companies keep going to the same trade shows every year without much hard analysis of if the trade show is generating a positive ROI. Additionally, there are other trade shows marketers are not attending which might be a better investment.

How To Create Lovable B2B Marketing with HubSpot 3

B2B companies who create marketing that their prospects and customers love can sell more, keep their customers longer and be less reliant on price competition. If you are a marketer, there's good news and bad news about how you are perceived by the general public: The good news is that, according to recent polling, marketers are held in higher regard than lobbyists, car salespeople and members of Congress. That's a relief. The bad news is that marketers are held in lower esteem than stockbrokers, labor union leaders and, gasp, lawyers! Ouch.

How To Evolve as a B2B Marketer in Just 8 Weeks

B2B marketers who adapt to the tectonic shifts in marketing can reap enormous benefits to both their company and career. As the apocryphal Chinese curse goes, “May you live in interesting times.”  Most B2B marketers can relate as they race to keep up with the new and ever-changing best practices of marketing effectiveness. The current revolution from outbound to inbound marketing is akin to when the horse and buggy industry was faced with the automobile.  Some in that industry adapted to the sea change. Many did not.

What B2B Marketers can Learn About Blogging From the U.S. Army

B2B companies that blog effectively can increase awareness, preference and credibility, as well as generate and nurture leads all the way down the sales funnel. The U.S. Army's blogging program, in support of its recruiting efforts, was discussed in an interview conducted by Michael Stelzner from Social Media Examiner. Commenting on the Army's blogging was Greg Swan, VP of Digital Strategy at Weber Shandwick, one of the Army's marketing agencies.

Why B2B Lead Nurturing Can Be The Golden Ticket to Sales Success

B2B marketers who excel at lead nurturing are growing their businesses rather sweetly by generating more sales-ready leads at a lower cost per lead. Leads are the lifeblood of any B2B business, and many companies are good at generating them. However, the problem with leads (and there is one), is that according to Brian Carroll, author of Lead Generation for the Complex Sale, up to 95% of qualified prospects on your Website are there to research and are not yet ready to talk with a sales rep, but as many as 70% will eventually buy from you or one of your competitors.

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