Marketing to Help Fill the Industrial Sales Funnel

If you are searching for ways to generate more industrial sales leads, consider marketing to help fill the industrial sales funnel. Traditionally, sales teams work independently from marketing, as they don’t think marketing can create enough sales leads or quality industrial sales leads. However, did you know that according to research from MarketingSherpa, as many as 73% of prospects are not ready to buy? These sales leads need to be nurtured before they are able to be handed off to the sales team. Let’s first take a look at some ways industrial sales teams can get better at taking care of their sales leads. 

What are Some Improvements for the Industrial Sales Funnel?

1. Continue to prospect. If your industrial sales team has several deals in their sales pipeline, it’s easy to forget about prospecting. ‘I don’t have time’. As this can create a rollercoaster effect, as well as cash flow and a decrease in revenue, be sure to keep prospecting going with our appointment setting services from Industrial SalesLeads.
2. If a potential customer stops responding to any communication, the industrial prospect should be removed from the sales pipeline. Keep your industrial sales pipeline decluttered. This clutter can lead to inaccurate forecasting for sales.
3. It’s easy to get ahead of yourself and fast track a sale. It can be tempting to move a prospect through the sales pipeline quickly, which means skipping steps. This can lead to lost deals and a long sales cycle, especially if work has to be redone.

Marketing to Help Fill the Industrial Sales Funnel with Creating Compelling Content

Content is crucial in industrial marketing to help fill the industrial sales pipeline. Whether it's blog posts, videos, white papers, or infographics, your content should provide value and education to your audience.

• Additionally, social media to your industrial marketing agenda, if you haven’t already. Social media is a powerful tool for reaching your target audience.
• By posting regularly and interacting with your followers, you can build brand awareness and drive traffic to your website.
• Social media also allows you to run targeted ads to reach specific industrial personas and demographics, further increasing your industrial sales lead generation efforts.
• Lastly, use email marketing campaigns to nurture your industrial sales leads through the sales pipeline. By sending personalized, relevant emails to your subscribers, you can keep your brand top of mind and encourage them to take action. 

Building an Industrial Sales Pipeline

• Work in conjunction with marketing and share with them detailed data that they can use to help you uncover ‘like’ customers. Data such as reasons for purchase, price, what was the customer need, and what business problem did it solve. Be sure to find out more information such as the prospects goals, fears, and frustrations. Give this information to marketing to help build high quality personas for an industrial marketing campaign to develop interest so these leads can go into your pipeline. The best part? You have great information to share on your industrial sales calls to qualify the sales lead and (hopefully) put it into your sales funnel.
• Take a look at reviews of your competitors on the internet. Look for reviews that are both positive and negative. Share this again with marketing. Have them write articles, posts on the findings so they can help educate the market. Now you have great information on how you can create a competitive advantage.

The Journey Through the Industrial Sales Funnel

As you place qualified prospects into the industrial sales funnel, determine which actions will help your industrial sales lead to a conversion.

Now determine where marketing can assist you in moving it down the funnel. For instance, determine what information would be best for continued education and have marketing set that up on a regular basis so your message can stay in front of them.

Be sure to use marketing to help fill the sales funnel and help within the pipeline to help you close deals more efficiently.