Spiro Technologies

NOVEMBER 7, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Today, we’re going to be talking with Chad Moutray, the Chief Economist of the National Association of Manufacturers. Hello and welcome to Make It.

Manufacturing 59

Manufacturing Construction Electricity Non-Profits 59

Partners in Excellence

MARCH 9, 2024

Why I’m So Interested In Selling” Let’s start with a disclaimer. Throughout all my professional life it never felt like “selling” or “following a career plan”. I started off with an electrical engineering degree working for a German manufacturer of electromechanical/electronic sub-systems, e.g. tuner/remote controls for TV-sets.

Electrical Engineering 73

Electrical Engineering Sell Electricity Manufacturing 73

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 inflict our strategy on the customer.

Assembly Line 130

Assembly Line Customers Manufacturing Start-ups 130

Martech

AUGUST 22, 2023

How an industrial chemical pumps manufacturer modernized its go-to-market strategy Finish Thompson is a family-owned manufacturer of pumps for moving fluids — usually chemicals — founded in 1951 and based in Eerie, Pennsylvania. Most of their customers operate in highly regulated industries, too. Let’s review them now.

B2B 71

B2B Process Manufacturing Customers 71

Partners in Excellence

MAY 10, 2023

One morning I was meeting with him, he had just returned from a trip, calling on customers and meeting with people in the branch offices in Boston. It was from a very important customer and was toughly competed. ” But the question George was asking was about what the customer was trying to do.

Customers 91

Customers Manufacturing Finance Meeting 91

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. Condition 1: The customer/opportunity is dead center in our Ideal Customer Profile.

Customers 165

Customers Manufacturing B2C Technology 165

Partners in Excellence

MARCH 2, 2024

Today, he runs a consulting company, helping some of the leading manufacturers and start ups building their GTM strategies. Why I am Interested in Selling (or Why I Love Being a Salesperson) (or Why I Love Being a Sales Guru) By Eric Anderson My parents were teachers, so I was automatically a learner—a terrific trait for a salesperson.

Sell 73

Sell Non-Profits Manufacturing GTM 73

Hubspot

MAY 28, 2024

Over the years, I’ve even dabbled in selling jewelry and vintage on Etsy, so I’ve seen how the marketplace works from both sides. If you’re a seller looking for a different place to sell your crafts — or if you’re like me and want to shop for unique gifts beyond Etsy — here are some of the best Etsy alternatives to consider.

Sell 58

Sell Retail Commission Manufacturing 58

Spiro Technologies

MAY 8, 2024

It’s like, “Well, what do you want to sell?” On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Paula Gamer: Some of our longest and largest customers are, for example, Hormel Foods.

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Start delivering more value-add to customer engagement today by reading the following guide to team selling in a post-COVID business world. What is Team Selling? Ebook: Field Sales Report.

Sell 189

Sell Inside sales Sports Cross-sell 189

Partners in Excellence

DECEMBER 30, 2020

Sometimes, while we think what we sell is important, it may not be on the radar of the executives we are trying to reach—nor should it be. One of the RVPs learned that I had a relationship with the Chairman of our largest customer. You are our largest customer, we value the relationship and want to grow it as much as possible.

Sell 129

Sell Manufacturing Appointment Trust 129

Partners in Excellence

MARCH 8, 2024

Preface : Ron Guilbault has been a thoughtful sounding board for all sorts of ideas on selling. At times I’ve been asked for help in areas outside of what I was selling. To be trusted in this way let me know the customer knew I was invested in their success. Such trust is a key component of successful selling.

Sell 73

Sell Retail Commission Territory 73

Partners in Excellence

MARCH 5, 2024

I had managed a few billion + deals in my career, but his dwarfed mine (Marc’s and mine were in the early days of selling massive multiyear service agreements to very large customers). Why So Interested In Selling? As I recall, it was a multi-year deal for somewhere around $4-5B. Hope I did a fair job in the translation.

Sell 73

Sell Non-Profits Manufacturing Clients 73

Partners in Excellence

MARCH 4, 2024

He got into selling, without really intending to do so. He just wanted to build a business and help his customers. Here is how I discovered my love for selling and how I became obsessed about integrating coaching skills to sell and help others sell better. In other words, help customers to buy better.

Sell 77

Sell Territory Manufacturing Represent 77

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

Partners in Excellence

NOVEMBER 14, 2021

We struggle to be “customer focused.” ” Somehow, our priorities and goals have precedence over understanding and helping our customers. At the same time, we know the most effective/efficient path to achieving our goals is through our customers, creating great value with them.

Customers 114

Customers Manufacturing Finance Engineering 114

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” If we are so prepared to ignore those who don’t back up their roles with deep experience in selling, then we must challenge ourselves with another question. How would customers respond to the same question?

Sell 97

Sell Manufacturing Finance Trust 97

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

Partners in Excellence

DECEMBER 1, 2021

We struggle to be “customer focused.” ” Somehow, our priorities and goals have precedence over understanding and helping our customers. At the same time, we know the most effective/efficient path to achieving our goals is through our customers, creating great value with them.

Customers 118

Customers Manufacturing Finance Engineering 118

Partners in Excellence

AUGUST 15, 2022

Each step in the process flowed naturally to the next step, then the next until the products finally were built and shipped to customers. While optimizing each step was important, the governing design principle for effective manufacturing processes was the flow of the entire line.

Sell 92

Sell Manufacturing Objection handling Government 92

Spiro Technologies

MARCH 13, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products, and of course, having fun along the way. 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.

Manufacturing 52

Manufacturing Technology Technology Engineering 52

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. All the while, we are focused on tracking our customer digital and personal footprints.

Assembly Line 90

Assembly Line Customers Tradeshows Manufacturing 90

Partners in Excellence

NOVEMBER 16, 2021

Usually this focuses on identifying their needs for solutions we sell, understanding how much they know about our products and the competition. Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. What are the critical digital interventions?

Process 128

Process Customers Manufacturing Sales 128

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 82

Customers Objectives and Key Results Manufacturing CRM 82

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 109

B2B Customers Appointment Objectives and Key Results 109

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

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. introduce something new within their own organizations or to their customers.

Customers 89

Customers Manufacturing CRM Contact 89

Cerebral Selling

FEBRUARY 16, 2021

One of the biggest misconceptions sellers have is that customers know exactly what they’re looking for. If you had gone to a customer in 2013 and said “Would you like a black, always-on cylinder in your kitchen about the size of a Pringles can that you can talk to and ask questions, that also turns on your lights and plays music?”

Sell 163

Sell Gambling Manufacturing Up-sell 163

Martech

MAY 19, 2022

“Make sure that when you are dealing with customers you are updated them along the way in terms of what’s happening,” said Richardson.”If Some dealers find it difficult to have repeated conversations about problems with manufacturing or delivery. “Well why wouldn’t you do the same for your customer?

Trust 106

Trust Customers Manufacturing Transportation 106

Partners in Excellence

DECEMBER 1, 2021

Usually this focuses on identifying their needs for solutions we sell, understanding how much they know about our products and the competition. Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. What are the critical digital interventions?

Process 118

Process Customers Manufacturing Pipeline 118

Partners in Excellence

AUGUST 24, 2022

Some years ago, I was responsible for leading sales/marketing for IBM’s manufacturing sector. Those were the years when we were introducing software solutions, not just selling naked hardware. We went to market with a solutions focus, helping manufacturers solve their toughest design and production problems.

Sell 52

Sell Manufacturing Up-sell Presentation 52

Partners in Excellence

OCTOBER 5, 2021

Do you know who your customer is? More importantly, do you know who your customer isn’t? Perhaps the biggest thing that impacts our performance is we don’t know who our customer, we define our ideal customer in such vague terms that we waste a lot of time and brand equity on customers that we should never be selling to.

Customers 107

Customers Healthcare Pharmaceutical Manufacturing 107

Partners in Excellence

FEBRUARY 16, 2024

It’s particularly confusing to see the mindset around “settling for what we get,” in selling. So much of “modern selling” seems based on lean and agile principles. And these principles have their original foundations in manufacturing. A foundational principle is continuous improvement.

Manufacturing 112

Manufacturing Technique Pitch Up-sell 112

Spiro Technologies

OCTOBER 12, 2023

I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. We make custom electronics for what we generally refer to as “off-highway vehicles.” Tell me a little bit about acquiring new customers in this space? on this podcast.

Technology 59

Technology Technology Customers Manufacturing 59

Partners in Excellence

MAY 30, 2019

For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In this post, I’ll do a deep dive into how we sell into organizations operating in the Simple Quadrant. For example, many manufacturing processes are very challenging and difficult.

Sell 81

Sell Customers Manufacturing Education 81

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

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