A Modest Proposal: Fire Your Salesman & Hire an Inbound Marketer

Business owners get sticker shock when they see the cost of inbound marketing for industrial…until they dig a little deeper

industrial_salesmanThat’s right.  Stay with me on this.

Your typical, quality, industrial sales professional makes around $100,000 per year. Round numbers. I am sure you have factored in vacation time, sick time, training expenses, golf outings, technology equipment, etc.  Right?

At the same time, you are watching your sales expenses go up. You are also a little queasy about what you hear on the street & read on the web; “Cold calling is dead”,  “Nobody likes interruptive marketing”,  “The trade shows don’t seem to pull in the leads they used to”, “Your buyer is 70% through the buying process before they even talk to a salesperson”.  Reading data from surveys like GlobalSpec’s 2014 Trends in Industrial Marketing confirms your gut feelings.

The disruption continues.

In your gut, you know there needs to be a fundamental shift in sales & marketing resources. You are just not sure where to begin.


Remove one of your lower producing salespersons and instead outsource the $100,000 (again, round numbers) to an inbound marketing specialist or agency. Inbound marketing for industrial will improve top-of-mind awareness, build your brand and generate marketing qualified leads for your better producers. More importantly, you are building a growth-driven strategy for the future.  If developed properly…a very predictable growth strategy.

It just makes economic sense to outsource at this point. Building a quality inbound marketing effort in house would cost you a minimum of $300,000.

It would take at least a year to hire and staff an inbound marketing group and get some traction with a content/inbound marketing campaign. Time is money, right? And, frankly, most industrial business owners don’t even know the right questions to ask an inbound marketing applicant.

On the other hand, you can start right way. It is your decision.

THIS is the future of industrial marketing. 

Want to know more about blending traditional industrial marketing channels with inbound marketing (search, mobile & social) ? DOWNLOAD, The Essentials of Industrial Marketing…The Inbound Way.

Maybe you are ready to raise your hand and say, “Help”.   Click the graphic below for a COMPLIMENTARY 30 minute consultation.

Author: Tom Repp

A traditional industrial marketer...now a passionate evangelist for leveraging the digital channel for lead generation.

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