RAIN Group

MAY 22, 2019

Fitness centers are packed in January—everyone's motivated to lose those holiday pounds. I can tell you: their motivation crashed and burned. What happens, though, is that most people wait for motivation. They don't do what they can do to manufacture their own motivation. Then, a month later, the place clears out.

Drivers/motivators 79

Drivers/motivators Manufacturing Product 79

Martech

MAY 21, 2025

There are four consistent psychological drivers. Companies like UserEvidence are solving for this better than your standard, often manufactured, quote on your website. It’s a mental outcome shaped by how someone feels about a choice, not only what they know about it. They do this through shortcuts and patterns.

B2B 124

B2B Pitch Drivers/motivators Manufacturing 124

Partners in Excellence

NOVEMBER 16, 2016

I’d probably not have the CMO or VP of Manufacturing as a target persona. Understand their strategies and priorities as a company, within their organization, and their personal drivers. For example, if I sell financial systems, I’d obviously target CFO’s, controllers, treasurers.

Drivers/motivators 125

Drivers/motivators Manufacturing Sell Closing 125

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. Understand Your Buyers’ Business Drivers.

Manufacturing 55

Manufacturing Contract Pipeline Drivers/motivators 55

Hubspot

AUGUST 27, 2024

Surge pricing increases fares during peak demand periods to ensure there are enough drivers to get riders where they need to be. Gain a Competitive Edge with an AI Pricing Strategy AI-driven dynamic pricing is a great way to maximize your profitability in industries like retail, SaaS, and manufacturing.

Price 72

Price Profit margin Contract Retail 72

Search Engine Land

MAY 22, 2024

Doing so takes personal motivation from the author, ongoing dedication to a topic to the level where you become a subject matter expert , and maintaining that reputation. Brands cannot easily manufacture such a reputation for their authors at scale without the author’s involvement and personal investment.

Manufacturing 83

Manufacturing Follow-up Contract Start-ups 83

Partners in Excellence

SEPTEMBER 12, 2016

The solutions his company develops address very complex issues in “manufacturing.” ” We went through a discussion of the level of expertise in manufacturing, the need to really understand their manufacturing processes, metrics and drivers. The CEO had been a VP of Manufacturing at a large company.

Manufacturing 111

Manufacturing Objection handling Drivers/motivators Up-sell 111

Martech

FEBRUARY 7, 2025

For example, a manufacturing company investing heavily in software to transition into the SaaS space faced resistance from its sales team. Dig deeper: How to find your next, best customers with ABM Put your best athletes in the drivers seat B2B is personal it always has been and always will be. Back it up with a human touch.

B2B 80

B2B GTM Drivers/motivators Manufacturing 80

Cerebral Selling

OCTOBER 5, 2020

When it comes to high-impact messages that break through your customer’s armor and motivate them to purchase, the best ones are emotionally-charged. Now imagine, you’re a food manufacturing giant, Kraft. One of the key drivers of the emotional response to hidden enemies lies in simply teaching the customer something new!

Drivers/motivators 130

Drivers/motivators Entertainment Manufacturing High impact 130

Partners in Excellence

AUGUST 19, 2021

We’ve seen shifts to mass manufacturing. Values, culture, identity are drivers to why we work, where we choose to work, who we choose to work with. We are in the midst of a massive “industrial revolution” that is profoundly changing the nature of work. “We’ve” been here before.

Drivers/motivators 131

Drivers/motivators Manufacturing Sell Conversion 131

Partners in Excellence

JULY 2, 2013

How do you get a sales person to call on a grizzled VP of manufacturing, a master of lean operations, and say, “There is a better way to run your manufacturing operations.” They understood the industry structure, the markets, competitors, key strategies and business drivers. They understood the customer themselves.

Sell 115

Sell Manufacturing Objectives and Key Results Appointment 115

Spiro Technologies

JUNE 3, 2024

If they’re going into manufacturing at the high school level, they made that decision a long time ago. What we really have to do is show people, young people and those that influence them, parents, counselors, peers, friends, that manufacturing really is cool. Welcome to the podcast, Ray. Ray Dick: Thank you. Adam Honig: Gotcha.

Manufacturing 59

Manufacturing Electricity Education Territory 59

A Sales Guy

DECEMBER 1, 2016

Good provoking content puts you in the driver’s seat. Challenging content like, “Why ABM doesn’t work for Manufacturing” or “Why social selling offers little return” forces prospects to evaluate what they are doing. If ABM doesn’t work for Manufacturing what does? Yes, I said wrong.

Manufacturing 117

Manufacturing Drivers/motivators Gaming Prospecting 117

Salesforce

OCTOBER 5, 2021

“I design, manufacture, distribute, and sell elevator buttons. We pulled some great comedic lines from our interviews with sales experts, plus a few favorites from around the web, for this worth-sharing-around-the-office article. If you have a funny sales quote that belongs on this list, tweet it to us. I specialize in the fourth floor.

Drivers/motivators 98

Drivers/motivators Manufacturing Negotiate Sales 98

Martech

MAY 20, 2024

If your motivations are insincere, your entire house of cards crumbles. They see through the manufactured enthusiasm. Empathy-driven marketing framework checklist: Building trust and measuring success Before you begin: Partner selection with empathy [ ] Research potential partners: reputation, motivations and target audience.

Drivers/motivators 128

Drivers/motivators Pitch Trust Manufacturing 128

A Sales Guy

MARCH 5, 2015

Products in the “image” business rely on how they make people look, their image as the driver to sales. No matter how bad Apple, Samsung and all the other manufacturers want watches to be the next thing, they won’t and dumping money into sales and marketing aint’ gonna help. Cars, are an image business.

Drivers/motivators 115

Drivers/motivators Manufacturing Technology Technology 115

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. As the existing manufacturing sales force retires , more millennials enter a field that looks very different from what their mentors grew.

Manufacturing 50

Manufacturing Entertainment Sports Technique 50

Miller Heiman Group

AUGUST 13, 2019

American manufacturers face a shifting landscape between unpredictable geopolitical struggles, overseas competition, a looming talent crisis and radically changed expectations from their buyers. Buyers Expect More From Manufacturing Sellers. Download the Report. Getting the Most Out of Technology.

Manufacturing 50

Manufacturing CRM Sales Technology 50

Heinz Marketing

NOVEMBER 2, 2021

the pharmaceuticals manufacturer. . Here are some ways you can prioritize all three together: Understand the drivers of good and not-so-good experiences for both employees and customers. Before we dig further into revenue growth, let’s take a step back…. How do you define EX and CX?

Intrinsic 128

Intrinsic Pharmaceutical Drivers/motivators Manufacturing 128

Partners in Excellence

APRIL 4, 2013

” There may be functional levels of insight, “Manufacturing/Engineering/Finance/HR/Sales/Marketing (pick one) executives are seeing these issues as critical to the performance of their organizations in the next 18 months. It just takes a little sleuth work, as well as deep knowledge of key metrics and drivers you can impact.

X-functional 120

X-functional Manufacturing Drivers/motivators Finance 120

Miller Heiman Group

JULY 23, 2019

This is abundantly true in manufacturing sales. To better serve customers, manufacturers must connect sales and service in a holistic manner that places the customer’s needs at the center of every decision. Manufacturing sellers often focus on larger deals. Sales Sells the First Deal, Service Sells Future Deals.

Manufacturing 51

Manufacturing Service Cross-sell Sales 51

Salesforce

OCTOBER 11, 2022

As the Rocky Mountain Institute explains , performance-based regulation (PBR) “is an approach to regulating electric utilities that aims to align a utility’s profit motives with societal goals, such as decarbonization and resilience. Grid infrastructure and utility revenue models will keep evolving.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Partners in Excellence

SEPTEMBER 7, 2012

Here are some elements of your sweet spot (this is just a starter list, I’d love to hear your additions and refinements): Market and geographic definitions: You are more competitive and offer greater value in select segments–for example financial services and not manufacturing.

Manufacturing 114

Manufacturing Territory Niche Finance 114

Martech

MARCH 22, 2024

It’s original mission was to work with mobile carriers and device manufacturers to develop an infrastructure to support a mobile app economy. “We help mobile device manufacturers and carriers interact with the entire app economy,” said Cohen. But it raises significant issues for mobile marketing too.

Manufacturing 137

Manufacturing Campaign Technology Technology 137

Understanding the Sales Force

FEBRUARY 10, 2025

While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency. You could also say that the Kanas City Chiefs made it clear that they lacked that same urgency.

Sell 76

Sell Manufacturing Consult Follow-up 76

Hubspot

JULY 11, 2018

Entrepreneurs have different motivations for starting a business just as consumers have different motivations to buy. They do this by using their power of purchasing to support positive change, keep their manufacturing footprint small and responsible, give back to local communities, and make delicious ice cream. Warby Parker.

Non-Profits 99

Non-Profits Manufacturing Healthcare Cross-sell 99

Sales Pop!

JULY 5, 2023

Test all the functionalities, and if possible, bring along a second driver for a different perspective. If you’re buying new, the manufacturer’s warranty will cover any faults or issues. Don’t rush. Remember, the goal is to see how the car fits into your life.

Electricity 130

Electricity Finance Negotiate Contract 130

Salesforce

AUGUST 31, 2021

For instance, Shaw Industries Group , a flooring manufacturer, committed to improving its EX in 2018. But many organizations have surprisingly little data on their employee satisfaction and its drivers. Case study: Empower employees for more revenue and less turnover. CX tracking studies are fairly commonplace.

Growth 98

Growth Customers Drivers/motivators Manufacturing 98

Understanding the Sales Force

APRIL 23, 2014

If you’re a structural engineer and you screw up…if you’re a cop and you shoot an innocent victim, if you’re a bus driver, train conductor, airline pilot, or ship’s captain and you hit something…if you’re in manufacturing and you turn out defective products…if you’re a safety inspector and you “pass” a product that fails….

Drivers/motivators 114

Drivers/motivators Manufacturing Sales Technique 114

Highspot

MAY 15, 2025

One rep might focus on healthcare, another on manufacturing, and a third on financial services. To help your team stay motivated, keep things fair so everyone has a real shot at hitting their numbers. What is a vertical-based sales structure? In a vertical-based structure, companies assign accounts by industry rather than geography.

Territory 52

Territory Healthcare Hospitality Sales 52

Partners in Excellence

MAY 26, 2023

It talked about how it could help sellers think about the differing business drivers and challenges for each role in the buying group, suggesting the way a seller would talk to a CFO about issues would be specific to their role. ” I described a scenario where I was VP of Product Development in a manufacturing company.

Pitch 127

Pitch Manufacturing Objectives and Key Results Launch 127

Salesforce

NOVEMBER 29, 2023

They may have customers who prefer buying through a channel (for example, a third-party retail store), while other customers might prefer buying from the manufacturer. Dealers serve as an intermediary between customers and the manufacturer. Car manufacturers sell through dealerships. Channel sales types Affiliates. Distributors.

Manufacturing 111

Manufacturing Retail Sales Territory 111

Partners in Excellence

SEPTEMBER 26, 2012

Over time build on it, adding new competencies as you understand the performance drivers in your organization. You can see it can get quite comprehensive, but make it as simple or comprehensive as serves your purposes.

Territory 118

Territory Quota Sales Drivers/motivators 118

A Sales Guy

FEBRUARY 12, 2014

Increased manufacturing costs. Find out what the critical business drivers are. Business problems, Loosing to the competition. Shrinking profit margins. Poor ticket sales. Shrinking ARPU (Average Revenue Per User). Declining subscriptions. Lower sales/revenue. Low customer service scores. Low inventory turns. high employee turnover.

Profit margin 113

Profit margin Drivers/motivators Manufacturing Gaming 113

Veloxy

APRIL 12, 2023

If you’re talking to a homeowner, for example, you’ll need to understand their energy usage patterns and what motivates them to consider solar. To be effective in highlighting the benefits, it’s important to understand the specific needs and motivations of each customer. Showcase the design of the panels themselves.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Salesforce

AUGUST 6, 2021

Lower manufacturing output and increased labor and fulfillment challenges are poised to drive prices up and customer-satisfaction scores down. This way, you can move products from distribution centers to a local store so a driver can pick up and deliver within their particular geography. Make over-communicating a habit.

Retail 98

Retail Manufacturing Transportation Price 98

Hubspot

NOVEMBER 8, 2021

As a wholesaler or supplier of high volumes of certain products, you're going to run into cases where you want a bit more from your buyers — instances where they might have the bandwidth to buy more but lack the motivation to. Once again, the manufacturer is trying to incentivize Walmart to order at least 12,000 TVs.

Manufacturing 88

Manufacturing Price Construction Promote 88