Discover your next big idea for life sciences at PACK EXPO Las Vegas
Experience a breakthrough in life sciences packaging—explore solutions from 2,300 suppliers spanning all industries, all in one place this September

Marketers, Are Your Most Promising Prospects Going Unnoticed?

Use these tools to detect interest signals from potential buyers earlier in the sales funnel.

Screen Shot 2020 03 01 At 11 06 06 Pm

How well do your marketing metrics aid your sales process?

In far too many instances, they don’t. That’s because many of the marketing KPIs that suppliers typically rely on tend to focus on outcomes around a single campaign, whether it be email clicks or the number of new names scanned after exhibiting at a trade show.

Although tracking outcomes this way can give valuable insight into the performance of a particular campaign, they can do only so much to inform the sales process, as the marketer has limited ability to recognize the quality of the interaction.

So, what is a more meaningful metric to track? Signals of intent.

Importance of tracking intent signals
Packaging has notoriously long sales cycles, with 49% of machinery buyers beginning their research at least six months to a year or more before their project is funded, according to PMMI Media Group’s Machinery End User Buying Process and Perspective Report. This period of research and consideration is when suppliers are most likely to get on the buyer’s radar, but it’s also a time when most buyers prefer to remain anonymous. As such, many instances of a prospect’s interest will go unnoticed, occurring long before an official hand-raise seeking product information.

Now imagine the power a marketer can have once they are able to look across the multiple intent data sources associated with their efforts. Consider what is more valuable: someone who clicked on an email, or someone who not only clicked on an email but also downloaded a white paper, visited your booth, and attended a webinar you hosted? Suddenly, you begin to see the latter prospect has far greater value, as an uptick in engagement is more likely to occur when someone may be coming into market.

Medical Device Innovations Report
Cutting-edge packaging technologies are transforming the medical device sector in PMMI’s “Innovation in Medical Device” report, featuring advanced materials, smart solutions, and evolving regulations. Editors share insights from nearly 300 PACK EXPO booth visits—each product deemed new and truly innovative—alongside video demonstrations of the equipment and materials on display.
Learn More
Medical Device Innovations Report
Break out of the ordinary: see what’s new in life sciences packaging
<strong>At PACK EXPO Las Vegas, you’ll see machinery in action and new tech from 2,300 suppliers, collaborate with experts and explore transformative solutions. Join us in September to experience a breakthrough for life sciences products.</strong>
REGISTER NOW & SAVE!
Break out of the ordinary: see what’s new in life sciences packaging