How to build an inbound pipeline of Sales-Qualified Leads
The industrial buying process is quickly changing. According to a 2017 study of 2200 Engineers conducted by GlobalSpec, “Sixty-one percent of industrial professionals visit six or more work-related websites each week, with 50 percent spending six or more hours on these sites each week”. The study also reveals that “Sixty-two percent of technical professionals wait until at least the Comparison & Evaluation stages of the buy cycle to make contact with a vendor”.
So what does this mean for you as a B2B company in the industrial sector?
Two things. First, your potential customers are going online to get their questions answered, solve their problems, and find people and companies that can help them do those things. And second, you need to get discovered, earn their trust and demonstrate that you can solve their problems before you can expect a real sales conversation to happen.
Agenda for the webinar:
In this 38-minute webinar recording, we cover the following three topics:
- The changing industrial buying process: How and where technical buyers are finding solution providers online
- Getting discovered by the right people from the right companies: How the search engines work and what Google cares about
- Earning trust and generating the lead: How to convert an anonymous website visitor into a physical lead with a name, an email address and a phone number
