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sales pipeline

How can manufacturers build a consistent pipeline of quality leads? 

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Lead generation for manufacturers can be something of an afterthought. There’s a website that gets solid amounts of traffic, a sales team working their existing contacts, and perhaps a stand at a tradeshow or two each year that generates good interest.  Of course, this is still all worthy marketing activity, but the issue is that buyers have changed how they work. Research from Gartner shows […]

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digital footprint

Why a robust digital footprint attracts investors and buyers 

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When preparing a business for investment or sale, most owners focus on financials, assets and operational efficiency. But there’s another factor that increasingly determines whether investors and buyers see value in your business or walk away: your digital footprint.  Digital marketing for manufacturers and industrial enterprises covers everything from your website and search engine rankings

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content marketing

The role of content marketing in showcasing market leadership before a sale 

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Business sales are busy times. With so much to manage amidst a merger and acquisition, it’s easy for brand positioning to fall down the priority list. Yet this is exactly when strategic marketing matters the most.   Content marketing can play an incredibly important role in attracting the attention of potential investors. Indeed, it’s perhaps the

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world-has-changed

The world has changed: sales and marketing need to change too

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It won’t come as any great to surprise to learn that the world in which we live has changed dramatically in recent years, or that it’s continuing to change at an ever faster rate. Ignoring for a moment the thorny subjects of BREXIT, trade tariffs and globalisation, which tend to be outside my sphere of influence, I’d like instead to draw

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demand generation

Demand Generation

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Demand generation practices are normally categorised as inbound or outbound; ideally, the two should be combined to create the optimum conditions for lead generation, nurturing and sales conversion. The challenge businesses face, is to get your offering in front of potential customers and then, given that most B2B purchases have sales cycles measured in weeks,

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