InsightSquared

SEPTEMBER 20, 2018

Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Sales Hacker

JUNE 14, 2021

ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck” manufacturer. Driving this, most tech implementation consultants functioned like the manufacturers’ line workers: reacting, not proactively strategizing.

GTM 81

GTM E-commerce B2B Profit margin 81

Partners in Excellence

JUNE 1, 2012

They were focused on identifying great improvements in my client’s go to market and sales strategies. One of the profound things about these workshops was that 70% of the participants came from non-sales or marketing functions—manufacturing, development, operations, quality, legal, human resources, and executive management.

Manufacturing 88

Manufacturing Sales Legal Clients 88

Understanding the Sales Force

NOVEMBER 11, 2013

Due to the way we go to market, I have access, through our partners, to almost any company, anywhere, and as such, trends across those 200 industries, not just the companies I might personally be working with. Manufacturing! When I work with the executives of manufacturing companies I get to see things before they happen.

Objectives and Key Results 83

Objectives and Key Results Manufacturing Cross-sell Sales 83

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. What are the key requirements in developing an effective multi-channel go-to-market effort?

Retail 42

Retail Manufacturing Price Up-sell 42

Partners in Excellence

SEPTEMBER 15, 2017

Forecasters can look at orders placed on manufacturers in the summer months, making reasonable guesses about revenue in the 4th calendar quarter (barring unforeseen events). Massive changes in our markets, or our methods of going to market will impact the predictability of revenue.

Retail 52

Retail Territory Manufacturing Pipeline 52

Lead Fuze

JANUARY 1, 2022

So it’s important when negotiating price with your manufacturer to define all parameters beforehand so you can be sure what they mean before deciding on any assumptions. With this approach, manufacturers will not receive as many volume discounts because they only make smaller commitments. Using an OEM go-to-market strategy.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Cience

OCTOBER 6, 2020

When getting ready to launch their first Outbound Go-To-Market, the same personas that took initial meetings (referrals from CEOs and CMOs) will be much more difficult to entice without the benefit of familiarity. Most of their clients have 200-1,000 employees and yearly revenues of $10M – $50M.

B2B 105

B2B Lead generation Contact CRM 105

SBI

SEPTEMBER 12, 2018

Zilliant @Zilliant Use data and artificial intelligence to capitalize on business complexity in B2B manufacturing, distribution and industrial services. Quickly deploy strategic sales and pricing plays based on changing market, cost and competitive dynamics. Manufacturing Lodge. Get pricing right on every quote.

Territory 42

Territory Appointment Manufacturing CRM 42

SalesLoft

AUGUST 20, 2015

This is why investing in improvements at the top of the sales funnel, particularly in early prospect and lead qualification are so valuable: they save the time and energy of a startup’s go to market teams and can meaningfully improve unit economics.” – Tomasz Tunguz. Want to connect with Fortune 2000 VPs of Manufacturing?

Angle 52

Angle Cold Call Appointment Manufacturing 52

Partners in Excellence

JULY 26, 2016

” Just like manufacturing executives development executives and other operational executives have cost budgets that influence their designs and manufacturing approaches, sales management has to have a cost budget by which they must evaluate their sales model and the investments they make in selling.

Commission 49

Commission Manufacturing Sales Engineering 49

Lead Fuze

NOVEMBER 30, 2021

ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck†manufacturer. The client was not involved in the go-to-market plan for new products or lines. Most companies don’t think about how to use ABM in order to accelerate accounts towards revenue.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

Gong.io

MARCH 30, 2020

Areas of the country that just aren’t as much of a hotbed, whether it’s tech, eCommerce companies, or manufacturing. Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market. Listen now at gong.io/podcasts. podcasts.

Territory 62

Territory Sales Appointment Manufacturing 62

Heinz Marketing

MAY 11, 2020

If you’re a manufacturer, we have clients in manufacturing, they got to go build stuff together. And so I think there are a lot of things that are going to change. Well it’s to have more of a manufacturing type approach to creating demand. But do we all have to be there every day from nine to five?

Pipeline 82

Pipeline Healthcare Sales Manufacturing 82

Sales Hacker

OCTOBER 16, 2020

Manufacturing. I noticed that over the last fiscal year, the company had pumped in an additional $188 M (33% increase) of marketing dollars in their go-to-market initiatives as they were looking to bring new products to market. There are several subsections you should focus on: The mission statement. Partnerships.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Partners in Excellence

MARCH 15, 2013

Sure, sometimes we sell the quality of our products and selling, but I almost never hear the discussion of quality in selling or marketing. It’s a sharp contrast to discussions I have with manufacturing, engineering, development, and even financial executives. Usually, the root causes are very simple. No pipeline integrity.

Pipeline 95

Pipeline Sales Manufacturing Process 95

SalesLoft

JUNE 20, 2019

What can Toyota Lean Manufacturing teach us about sales performance? It essentially takes Toyota lean manufacturing concepts and turns it into this really cool novel. Jeremey: I did read that book back in business school when we were learning about the whipsaw effect in manufacturing. Hint: AEs aren’t for sale on Amazon).

Territory 63

Territory Sales Construction Manufacturing 63

Spiro Technologies

JANUARY 26, 2023

Adam Honig: Well I know by talking to a lot of manufacturers, there’s often kind of unusual projects that sometimes get made at the request of customers or potentially new customers. We tied that with a proprietary software system in-house as far as our manufacturing. And then utilizing the Spiro CRM connected with that as well.

Customers 52

Customers E-commerce Drivers/motivators Technology 52

Heinz Marketing

AUGUST 30, 2021

We need a whole new go to market on sales generated pipeline at scale. I know the people I should be talking to, how do I manufacturer or find, and then leverage and follow up with those right intent signals.” We don’t need people to fill out forms to become a good lead.

Pipeline 116

Pipeline Sales Up-sell Cross-sell 116

Heinz Marketing

OCTOBER 24, 2022

I don’t know if this is a hot take or controversial, but I’m seeing some companies that are maybe in industrial markets, we see manufacturing clients that don’t have a tech stack and are saying, “Okay, what is the modern set of tools that we need?” In good markets, things get hard.

Pipeline 43

Pipeline CRM Sales Start-ups 43

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? I got reps that are used to going to someone’s office with a box of samples.

Pipeline 122

Pipeline Sales Gaming Up-sell 122

SaaStr

APRIL 4, 2019

But they are actually accompanying us in the sales cycle and it’s certainly something that’s accelerated our time-to-market but also our success as well. So I’ll give you a flip perspective from a sales and marketing standpoint. So those are two sides of the equation. Megan Leuders: Well it’s interesting.

Engineering 68

Engineering Strategize Technology Technology 68

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. So if you think about just a manufacturer and you’re making a toy, you might sell it direct to consumer on your own website.

E-commerce 105

E-commerce Manufacturing X-functional Retail 105

Heinz Marketing

AUGUST 20, 2018

We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets. He shares insights applicable in any industry and also touches on building culture within marketing.

Gate keeper 41

Gate keeper Pipeline Non-Profits Sales 41

Heinz Marketing

AUGUST 16, 2021

Join Marne and I as we talk about the things that create and maintain the PFL culture, the importance of the integrated experience between marketing channels and the body of work, the importance of having a personality as a brand, some best practices for enabling experience across go-to-market teams, plus more about hybrid experiences.

Pipeline 110

Pipeline Sales Go To Market B2B 110

Heinz Marketing

JUNE 18, 2018

So customers for us look like everybody from the who’s who in technology, like Tableau or Sales Force or Auto Desk, to British Telecom and Comcast Business in the com space and Honeywell in manufacturing. Matt: Speaking today to Patrick Morrissey, he’s CMO at Altify. Patrick: Great question.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

Partners in Excellence

APRIL 16, 2013

It focused on transforming manufacturing, moving from mass produced products sold to mass markets, to more focused products manufactured for smaller markets-ultimately for individuals. In manufacturing, there is the concept of “lot size.” We see lots of manufacturers doing this.

Manufacturing 95

Manufacturing Customers E-commerce Healthcare 95

Heinz Marketing

MARCH 30, 2020

I imagine that this has done a little bit to pivot your go to market strategy and your content strategy as well. Maybe those, like I’ve talked to a couple people that run sales teams of manufacturing companies. You guys put out a ton of really great content across multiple formats.

Pipeline 79

Pipeline Sell Sales Up-sell 79

ConversionXL

OCTOBER 7, 2022

Industry Average CAC Travel $7 Retail $10 Consumer goods $22 Manufacturing $83 Transportation $98 Marketing agency $141 Financial $175 Technology (Hardware) $182 Real estate $213 Banking/Insurance $303 Telecom $315 Technology (Software) $395. According to Startup Talky , here are some average CACs by industry.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Partners in Excellence

JUNE 12, 2015

Manufacturers are starting to embrace the concept. New tools and analytics enable manufacturers to more effectively engage customers regardless of the channel they choose at the moment. Yet none of our go to market strategies–and none of the strategies of our channel partners account for this shift.

Manufacturing 91

Manufacturing B2C Commission Inside sales 91

ConversionXL

OCTOBER 7, 2021

This stage is used to determine the viability of your product and confirm when it should go to market. On the development and manufacturing side, you’ll have a decision to make: Continue with the product in its current form Make improvements to prolong the decline phase Drop the product completely.

Product 142

Product Minimum Viable Product Price Launch 142

Heinz Marketing

MAY 9, 2022

You do a lot of advising with companies in go-to-markets scale up stages but what interested in me a lot was this relationship with the CRO and the CFO, which quite frankly like, we have an audience that is sales and marketing in particular, the better relationship you have with the CFO, the better off you can be.

Pipeline 96

Pipeline Finance Commission Sales 96

Sales Hacker

SEPTEMBER 2, 2020

Companies working with the start and middle of the supply chain (raw materials, manufacturing, warehousing, etc.). The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you.

Inside sales 110

Inside sales Cold Call Contract Price 110

SaaStr

NOVEMBER 16, 2020

That to me, is where product marketing really comes into play. And then scaling a go to market organization, right? That’s the best product marketers are just as comfortable in the product meeting as they are in the sales huddle. I do want to ask though, because you said about kind of scaling go-to-market.

Pipeline 81

Pipeline Territory Price Product 81

Sales Hacker

APRIL 16, 2018

Understand how big the market is. It’s a gigantic market! It’s a market that already exists that does not need to be manufactured. What was really important is joining a company whose product already serves the needs of the market.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Highspot

SEPTEMBER 12, 2019

Manufactured urgency, like lab-grown diamonds, is inferior to the real thing. Where we humans are limited by time, AI can crawl thousands of data points in minutes, pulling insights that can inform your strategy and uncover areas for improvement across your go-to-market operation. The only complication?

Cross-sell 45

Cross-sell Manufacturing Represent Education 45

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive. Tracks and reviews sales performance metrics.

Assembly Line 72

Assembly Line Territory Strategize Education 72