Better Marketing to Build Value and
Accelerate Your Sales Cycle
Who are Today's Engineers?
Their biggest challenges: TIME and KNOWLEDGE. Our research shows that 79% of engineers are multidisciplinary, working outside of their degreed field on an average of 3.5 technologies/projects at a time.
We sell time with engineers and solutions for the most complex range of your marketing goals/challenges. Understanding the Engineer and using an Educational marketing strategy will in most cases cause him to contact you directly - and that optimizes everyone’s time. Suppliers who educate and are the "go-to" resources will be the ones who win the business.
Step 1 - select a few core "information environments" that are truly useful and educational for engineers - don't spread your marketing budget too thin. Instead, select your core and be there with frequency and continuity.
Step 2 - Connect with the audience with an integrated, multi-channel approach: in print, ads in newsletters, on websites, webinars, eBooks and more.
The 2007 Engineering Sales Channel Preference Study confirms that engineers prefer to gather information throughout their design cycle, at their own pace - and anonymously - until they are at a more serious point, when they need to speak with technically capable people.
(View the Design/Buying cycle chart and uncover marketing tactics you can employ during all phases of the design cycle.)
This is why getting ‘time with engineer’ is so important. Suppliers need time with engineers to change the way they think, set your brand against a meaningful experience (on the engineers’ terms), and most importantly….get the engineer to make the connection. That framework optimizes the experience and time usage of the OEM engineer as well as time invested by your salesforce and other staff.
Our goal is to help you lower your TIME and $$ Investment.
Understanding Your Own Marketing Needs -
* What is your Critical Value Proposition to your prospects/the market?
* What are your company's core competencies?
* What sales channels do you use? Are they effective? What should be improved?
* How do you define and measure the success of your marketing program?
Access Marketing Research and Resources on this site, to help you support your competent and hard-working sales channels with Qualified sales leads, and raise your company's awareness and preference over the noise level of your competitors.
With imaginative marketing programs, you will educate and make meaningful connections with your prospects. This in turn, will help you build more value into your products, get in earlier in the buying cycle, rise above the competition, expedite the sale and grow your sales revenue!
Imaginative Marketing Strategies
for sales abundance
LizStott
Liz.Stott@penton.com
