A few years ago I was the director of marketing for a large material handling company. The traditional way they got qualified leads was that the salespeople prospected, found their leads, qualified them and then launched some of them into opportunities.
Not the most effective use of a salesperson’s time.
Then we discovered Inbound marketing. In six months we were able to increase qualified leads by 1200%. Not a bad R.O.I., right?
Let’s explore why inbound marketing works so well for material handling companies.