Acadia Blogs

Inbound vs Outbound Marketing: Answers to Common Questions

The primary goal of lead generation is to engage with as many potential customers as possible to increase odds of closing more deals and increasing revenue. It follows that those potential customers need to be vetted to see if they are well-suited to your manufacturing process or that your product meets their need. And that’s where marketing comes in: identifying who those potential leads are and getting your message to them in a way that resonates.

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Quick! What’s the difference between a CRM and marketing automation software?

Hint: it’s not as simple as a CRM is for sales and marketing automation is for marketing. Each type of software has some unique features geared toward sales or marketing audiences, but there is also plenty of overlap. There are many options for sales and marketing tech out there with different combinations of features and the ability to customize to meet your needs. Here we will clarify the general differences and similarities.

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Keep your wheel rolling: what sales and marketing can learn from the Wheel of Life model

When we reflect on our sales and marketing work and assess areas of strength and areas for improvement, it’s hard to know where to start or what benchmarks to refer to. Often, we slip into stream-of-consciousness thinking where one idea leads to the next until we have little direction and even fewer action items as a result.

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What’s the Cost of Not Facing Operational Inefficiencies?

Inefficiency costs companies anywhere from 20% to 30% of their revenue every year, according to research firm IDC.

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A Predictable Sales Forecast: Get Off the Roller Coaster

A predictable sales forecast - is that even possible? We don’t often use "predictable" and "sales" in the same sentence. Our forecast often feels more like a roller coaster ride - not very smooth and not very predictable.

However, we refer to our sales forecast like a prediction of sales to come. So if your sales forecast is a prediction of future sales revenue, we had better stop guessing at the numbers and begin to create a foundation based on information. Oh yeah - and there is no such thing as a crystal ball.

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Finding Ideal Clients With Content Marketing

In the past, we've discussed why you should define your ideal client/prospect – and how to do it! We called this creating your buyer persona(s). Have you described your ideal (or best) clients and written up their professional and personal characteristics? Great! Now you’re ready to delight them with compelling content, i.e., present your company to your ideal buyers as a trusted expert within your market space.

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Timing in Lead Generation Part 3: Inbound Alone is Like Having One Gear

In part two of this series we looked at outbound activities and the time it takes to create, train, and deploy a consistent outreach campaign. It’s not as easy as picking up the phone and closing a deal. It seems simple enough- but if it was easy, everyone would be doing it successfully. The world of sales and marketing – inbound (pulling prospects to you via digital strategies) and outbound (reaching out to engage new opportunities) -- is complex and as a result requires planning and patience. These two activities are interdependent. Consider how gears in synch run smoothly while gears with broken teeth grind and choke. Our two gears, inbound and outbound, need to be tooled well and working in concert. This blog takes a deeper dive into inbound.

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2 Smart Ways to Use Your Marketing Resources

In business, resources are always limited, which means using them wisely for the greatest return. It’s true of how you approach your production lines, employee schedules, and facilities management, and it should apply to your marketing efforts too. If you’re like many companies, you have tools, staff, and a budget in place for marketing already. But are they being used as well as they could be? Here’s our take on the smartest ways to deploy marketing resources.

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SEO - An Engineer's Explanation


In my work helping companies build their businesses in the manufacturing, engineering, and technical markets, I often receive pushback about the importance of inbound, digital, and outbound sales and marketing. So many of the prospects I deal with on a day-to-day basis insist they don't need help. They tell me they know who their customers are, they are too busy to take on new business, or they get their business from referrals. Why are they so resistant to new growth strategies? As an engineer myself, I understand how my fellow engineers and industry professionals think and seek out information, but my experience on the sales and marketing side has given me some insights that I'd like share.

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Storytelling in the B2B World

As  a lead generation company, we're always discussing the importance of being found on the internet through SEO, blogging, content development, the list goes on. But in addition to being found -  you must be REMEMBERED.

Let's face it, getting found is a difficult task unless you have a big budget for marketing (which most  of us don't). So, when you do get found, you'll want to take advantage of that opportunity and draw people in with something special and unique.

How do you do that? By telling YOUR story. Stories are retained, much more so than a list of products or services.  A  story will help you stand out in the crowd of companies vying for attention. You may say, "I don't have a story," but you do.  Everyone has a story.

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3 More Reflections on Business Development for Contract Manufacturing

After my team’s visit to the latest HubSpot conference I got thinking about this post I wrote a while back. It still resonates, but I have three more reflections that I have compiled based on the work we’ve been doing at Acadia and what I learned at INBOUND17. The sales process does not have to be complicated, but it does need to be thorough and planned out.

1. Change your sales behavior. I heard lots of statistics at INBOUND17. For me, most notably:

  •  60% of traditional sales behaviors actually hurt your chances of closing a sale -  David Hoffeld of the Hoffeld Group.
  •  80% of buyers (4 out of 5) feel that time with a sales person is time wasted – Deb Calvert of People First Productivity Solutions
  •  86% of salespeople ask ineffective questions – Tim Wackel of The Wackel Group
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What I Learned From Designing a New Website

If you'd asked me four months about my knowledge of industrial website design, I most likely wouldn't have had much to say.  I had experience in B2C web design, and I thought that it would be similar, but I realized quickly that B2B websites were an entirely different breed. Here I've put together 8 tips I learned from designing Acadia's new website and what you can do to ensure that your project runs smoothly.

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This blog exists to educate manufacturers, engineers and technical minds on the wonders of inbound marketing, sales enablement and more.

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