Salesforce

OCTOBER 8, 2021

As every manufacturer knows, demand forecasting is critical to operational success. Underestimate, and you’ll be trying to mend fences with customers who can’t get what they need quickly enough, or trying to juggle schedules and shift priorities at the last minute, only to alienate other customers.

Manufacturing 98

Manufacturing Gaming Technology Technology 98

Spiro Technologies

JANUARY 23, 2024

But I would say that at the time I started, we were probably 80% to 85% ordering out of a catalog and 15% to 20% manufacturing and designing custom splice kits and solutions for electrical utilities. We realized that for us to really move the needle and grow our business, we needed to become more of a solutions-based manufacturer.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. ” Apologies, the article was rather long, but the selling process is so important. In recent years, we’ve acknowledged the concept of a customer Buying Process. And why would manufacturing care about a new content management system.

Process 113

Process Manufacturing Legal Contract 113

Salesforce

JULY 28, 2021

Discrete manufacturing has entered the digital world. Companies with field service capabilities that rely on digital technology continue to build customer relationships and drive revenue with field service — even without an on-site visit. In fact, 88% of customers expect companies to accelerate digital initiatives.

Manufacturing 98

Manufacturing Service Appointment Customer Relationship Management 98

Spiro Technologies

NOVEMBER 7, 2023

Today, we’re going to be talking with Chad Moutray, the Chief Economist of the National Association of Manufacturers. Chad Moutray: The National Association of Manufacturers was founded in 1895, making us fairly old, in Cincinnati. I think when people think manufacturing, they think tremendous factories, big plants, and so on.

Manufacturing 59

Manufacturing Construction Electricity Non-Profits 59

Salesforce

JANUARY 8, 2024

You’ve heard the adage about salespeople telling a customer “Of course we can do that!” To be effective, a sales contract needs to be written in direct, plainspoken language so that anyone who reads it, including contractors, manufacturers and delivery people, can clearly understand its terms and conditions.

Contract 110

Contract Process Legal Real Estate 110

Partners in Excellence

MAY 26, 2021

When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. And then we “Go To Customer.” We discover the customer doesn’t care.

Assembly Line 130

Assembly Line Customers Manufacturing Start-ups 130

Sales Pop!

JUNE 3, 2022

Most businesses don’t need to set up their own high-end machinery manufacturing plants to offer their products to customers. Instead, it’s much cheaper to outsource the production of your goods to a manufacturing company. Location is a crucial factor when it comes to choosing your future high-end machinery manufacturing plant.

Manufacturing 52

Manufacturing Transportation Territory Price 52

Martech

MARCH 4, 2024

Prompt What are the top five metrics to track with a customer journey orchestration tool? Conversion Rate: This metric measures the percentage of customers who complete a desired action or goal, such as making a purchase or signing up for a newsletter. By addressing these issues, businesses can improve customer retention and loyalty.

Customers 93

Customers Objectives and Key Results Manufacturing CRM 93

Partners in Excellence

MAY 25, 2024

But that model is no longer serving customers or SaaS companies well, so we need to innovate. There are some invoices that a small number of customers don’t pay, but we will set that to the side.) In selling we looked at standardized work by starting to segment parts of the selling process. That’s fair.

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73

Martech

JANUARY 26, 2024

Focusing deeply on the customers you serve. Satisfied customers don’t just come for more, they’ll spread the word about you. This is where an ideal customer profile (ICP) comes in. An ICP identifies your best-fit target customers that you can serve exceptionally well. A client wants to target a nationwide manufacturer.

B2B 119

B2B Customers Appointment Objectives and Key Results 119

Spiro Technologies

FEBRUARY 19, 2024

As Ceramic Pro expanded their business, scale demanded technology that could effectively manage their distribution network in order to ensure a quality experience for their customers and prospects. With no way of knowing when leads are contacted or converting, it was impossible to run an effective sales and marketing process.

Process 59

Process CRM Networking Manufacturing 59

Partners in Excellence

AUGUST 18, 2021

But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. Look at the number of budgeted buying initiatives that never result in an order (even though the customer could give the right answer to all the BANT questions).

Customers 165

Customers Manufacturing B2C Technology 165

Spiro Technologies

MARCH 13, 2023

Instead, today we’re talking to Tim Marvel, who’s the Vice President Business Development and Technology for SEF Energy, an oil field manufacturing company. One is Downing, which manufacturers really well heads and pressure control equipment for the industry. Welcome to the show Tim. What’s your perspective on that?

Manufacturing 52

Manufacturing Technology Technology Engineering 52

Spiro Technologies

MAY 8, 2024

Instead, today we’re going to be talking to Paula Gamer: , the president and CEO of Gamer Packaging, which is a professional packaging company that offers custom packaging solutions. Paula Gamer: Some of our longest and largest customers are, for example, Hormel Foods. We do a lot of private-label manufacturing.

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

Salesforce

FEBRUARY 14, 2024

Then your business might be a good candidate for customer service automation. According to our research , 65% of high-performing service organizations rely on automated customer service to save time, reduce human error, and make time for new projects, compared to only 41% of underperformers. If you’re thinking, Great! not so fast.

Service 98

Service Customers Contract Legal 98

Partners in Excellence

APRIL 12, 2023

What we fail to recognize in all these conversations is our customers are quietly changing how they buy faster than we are changing how we sell. And customers have quickly recognized these and adapted, not responding to our clever outreaches, multichannel, multitouch. As a result, sellers are playing a losing game of catch up.

Assembly Line 90

Assembly Line Customers Tradeshows Manufacturing 90

Martech

MAY 19, 2022

“We work with sales organizations, primarily B2B, to help them equip their teams with effective processes and the right sales skills,” said VP of sales performance research Michelle Richardson. Some dealers find it difficult to have repeated conversations about problems with manufacturing or delivery. Be transparent.

Trust 116

Trust Customers Manufacturing Transportation 116

Partners in Excellence

AUGUST 5, 2021

Not every customer is “our” customer or even a potential customer. We know we are supposed to focus on our Ideal Customers, those that are in our Sweet Spot. We develop, or at least we should be developing Ideal Customer Profiles (ICPs) to help focus our engagement strategies on the customers we can best help.

Manufacturing 89

Manufacturing Customers Represent Pipeline 89

Partners in Excellence

APRIL 23, 2021

The target customers for these are very different, their reasons for buying are very different, the “problem” they are trying to solve is very different. The buying journey and the customer buying experience is very different. ” This is driven by the flawed thinking of “SaaS selling.”

Process 112

Process Manufacturing Government Sales 112

Partners in Excellence

JULY 31, 2023

As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success. Sometimes, though rarely, we think about their buying process.

Customers 89

Customers Manufacturing CRM Contact 89

Hubspot

JUNE 9, 2015

You run a very busy manufacturing business and you most likely aren’t sure where to start. This means you need to have very detailed information about the fabricating and manufacturing services that you offer. Frequently your machine list will say a lot about who you are as a business and what you are capable of manufacturing.

Manufacturing 72

Manufacturing Customers Engineering Promote 72

Partners in Excellence

NOVEMBER 29, 2022

Every organization has goals—revenue, earnings, growth, market penetration, geographic penetration, product/offering growth, how they are perceived by customers, how they are perceived in their communities, expansion, competitive positioning, and on and on. The post Can You “Connect The Dots” With Your Customer?

Customers 93

Customers Objectives and Key Results Manufacturing Legal 93

Hubspot

MARCH 29, 2017

Manufacturers have the chance to reach a wide audience, improve their sales, and increase their revenue with the help of inbound marketing and automation. Why is Inbound Marketing Important for Manufacturers? These customers are also looking for complex and expensive services and products that need to give them exactly what they need.

Manufacturing 76

Manufacturing Cold Call Objectives and Key Results Lead generation 76

Partners in Excellence

FEBRUARY 2, 2024

We had a major European Telecom company using it for customer care, retention, renewal and growth. We had several manufacturing companies using it for improving manufacturing processes, quality, and yields. So for our first few years, we focused exclusively on manufacturing process control and prescriptive maintenance.

Manufacturing 114

Manufacturing Engineering Technology Technology 114

Search Engine Land

MAY 21, 2024

Manufacturer websites. Google Manufacturer Center. Structured info helps Google train their machine learning as manually labeled data with the goal of better understanding unstructured content via natural language processing. Business email address Subscribe Processing. Online shops and product detail pages (PDPs).

Manufacturing 102

Manufacturing Follow-up Technology Technology 102

Partners in Excellence

JUNE 1, 2017

There a number of people with views that sales can learn a lot from manufacturing and applying lean and agile manufacturing methods to the sales function. I tend to agree, a lot of the underpinnings of great manufacturing have great applicability to selling. The Right Process Will Produce The Right Results.

Manufacturing 68

Manufacturing Sales Territory Process 68

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? If it isn’t, you are wasting your and the customer time. To effectively engage our customers in business conversations, we have to understand the and be able to talk to them about their business problem first. How do they maintain that confidence through the whole process?

Customers 110

Customers Territory Manufacturing Finance 110

Miller Heiman Group

SEPTEMBER 24, 2019

Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. Effective funnel management ensures that manufacturing seller’s prospects continue moving through the funnel and are managed at every stage. When you expect your customer to sign a contract.

Manufacturing 55

Manufacturing Contract Pipeline Drivers/motivators 55

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.

Manufacturing 61

Manufacturing Government Finance Sales 61

Spiro Technologies

OCTOBER 12, 2023

Instead, we’re talking to Lloyd Brown, Director of Sales and Marketing of Marlin Technologies, which, if you ask me, is probably the best maker of custom-designed electronic control systems for nearly any severe-duty application. We make custom electronics for what we generally refer to as “off-highway vehicles.”

Technology 59

Technology Technology Customers Manufacturing 59

Partners in Excellence

NOVEMBER 27, 2017

It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I suppose it’s easy to want to believe customers have buying processes. Certainly, procurement has processes they follow in their buying activities.

Process 53

Process Customers Assembly Line Manufacturing 53

The Advantexe Advisor

FEBRUARY 1, 2023

We are now a full month into the New Year and I have noticed a significant and measurable decline in the approach and support of Customer Service. What we found was very interesting. during a simulation workshop which typically averaged about 3 years of running the simulated company.

Service 71

Service Customers Healthcare Manufacturing 71

Partners in Excellence

FEBRUARY 17, 2024

So much opportunity is lost, both for sellers and customers, because of diagnostic problems. But each requires different approaches with our customers. This article will focus on Missed-Diagnosis, or inciting customers to change. Missed diagnoses represent a monstrous opportunity to create value with our customers.

Manufacturing 113

Manufacturing Represent Clients Education 113

Miller Heiman Group

SEPTEMBER 10, 2019

Even more telling is that only 39% of manufacturing organizations feel as though they have the talent to succeed in the future and just 20% assess why their top performers are successful. One important reason that sales leaders lose confidence in sellers is that the buying process has changed, and sellers haven’t kept up.

Manufacturing 50

Manufacturing Entertainment Sports Technique 50

Partners in Excellence

JUNE 6, 2017

As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. If you haven’t read the first post, What We Can Learn From Lean Manufacturing , be sure to read this. Principle 8: Use only reliable, thoroughly tested technology that serves your people and processes.

Manufacturing 59

Manufacturing Assembly Line Sales Process 59

Miller Heiman Group

JULY 16, 2019

Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. The modern manufacturing buyer has changed.

Manufacturing 58

Manufacturing Engineering Government Technique 58