Spiro Technologies

APRIL 7, 2023

Manufacturers and distributors rely on healthy customer communications to run a sustainable business. By bringing this information to light, AI can help manufacturers and distributors avoid lost revenue. Manufacturers and distributors need to maintain strong customer relationships in order to thrive.

Manufacturing 52

Manufacturing Customers Account management CRM 52

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 Product Start-ups Process 52

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 Engineering Up-sell Start-ups 52

Salesforce

JULY 28, 2021

Discrete manufacturing has entered the digital world. If you’re a decision maker in discrete manufacturing looking for ways to adapt field service management to meet customer expectations for digital service experiences, here are the top five areas to focus on. Deliver a digital-first customer experience with field service.

Manufacturing 98

Manufacturing Service Appointment CRM 98

Understanding the Sales Force

OCTOBER 7, 2020

With Eddie Van Halen's passing yesterday, I was thinking about great guitarists and that led me to who actually manufactured your well-known Japanese guitar brand ? But we all know this. What about something you might not know? And then there are the cheap Chinese rip-offs of quality American products.

Manufacturing 126

Manufacturing Sales Product 126

Spiro Technologies

DECEMBER 6, 2022

Incorporates New AI-Generated Content into Sales Platform to Accelerate Manufacturing Agility appeared first on Spiro. The post Spiro.AI

Manufacturing 52

Manufacturing Sales 52

Miller Heiman Group

MARCH 22, 2019

For more than 50 years European manufacturers built their reputation on high quality—and then the tides turned. New competition from Asia and the Americas, higher production costs and requests for more personalization caused European manufacturers to reevaluate current practices. What European Manufacturing Sellers Need to Do.

Manufacturing 54

Manufacturing Up-sell Sell Sales 54

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. How do we add value to each of those?

Manufacturing 90

Manufacturing Sales Process Sell 90

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 Sales Pipeline Contract 55

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? This process can take months or even years in the manufacturing industry.

Manufacturing 75

Manufacturing Cold Call Objectives and Key Results Lead generation 75

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 Sales Quota Finance 61

Miller Heiman Group

AUGUST 20, 2019

As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. 8 Strategies to Revive Manufacturing Sales. Get Sellers Buy-In. Why Predictive Analytics Matter.

Manufacturing 56

Manufacturing Sales CRM Technique 56

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. In the old days of manufacturing, production was separated from customer demand.

Manufacturing 72

Manufacturing Sales Assembly Line Process 72

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. How Manufacturing Sellers Stack Up Against World-Class Sellers. Download the Report.

Manufacturing 50

Manufacturing Sales CRM Up-sell 50

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 Up-sell Sell Sales 50

Membrain

MARCH 29, 2023

Among manufacturers, the concept of Lean is well established and practically universal in its application. Along with Six Sigma and Just In Time (JIT), these approaches have transformed the manufacturing world so profoundly that it’s no longer possible to compete in manufacturing without some version of these practices in place.

Sales 104

Sales Manufacturing Process 104

Iannarino

SEPTEMBER 13, 2022

These were short interviews for people who worked in distribution centers and manufacturing companies. For five years, I interviewed people. Some days, I interviewed as many as 40 people. Part of this experience was in my family's business in Columbus, Ohio.

Sales 244

Sales Outside Sales Manufacturing 244

Partners in Excellence

JUNE 11, 2017

We’re almost through the 14 principles of lean manufacturing that underlie the Toyota Production System (TPS). If you haven’t read the three preceding articles, you may find them helpful: What Sales Can Learn From Lean Manufacturing , Part 2 , and Part 3. They are sound business practices. Think about it.

Manufacturing 71

Manufacturing Sales Networking Customers 71

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 Sales Technique 58

Miller Heiman Group

SEPTEMBER 17, 2019

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Furthermore, some manufacturers fail to nurture relationships with indirect channel sellers to provide the skills and resources they need to effectively sell your solution. Clearly Define Your Channels. Find the Right Sellers.

Manufacturing 50

Manufacturing Sales Territory/region Sell 50

Partners in Excellence

JUNE 8, 2017

Ir you haven’t had a chance to read the first two articles in this series, take a moment to skim them, What Sales Can Learn From Lean Manufacturing and What Sales Can Learn From Lean Manufacturing–Part 2. It is the foundation form much of our thinking on lean manufacturing. This post follows on those.

Manufacturing 71

Manufacturing Sales Process Sell 71

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 Sales Service Cross-sell 51

Miller Heiman Group

AUGUST 6, 2019

Modern manufacturing sellers are no different. Let’s explore how manufacturing sellers switch buyers focus away from price by showcasing solutions that demonstrate value, emphasize the total cost of ownership and helping your stakeholders succeed. . As an example, many manufacturers experience consolidation in some form.If

Manufacturing 49

Manufacturing Price Prospecting Sales 49

Iannarino

FEBRUARY 28, 2022

With the iPhone, Steve Jobs created a single device that eventually destroyed the two largest phone manufacturers. Occasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category that they dominate the market.

Sales 253

Sales B2B Transportation Manufacturing 253

Pointclear

OCTOBER 24, 2011

An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like? —noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter.

Lead generation 75

Lead generation Manufacturing Prospecting B2B 75

Partners in Excellence

JUNE 13, 2017

If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4. Some of the overarching goals in applying TPS to manufacturing was the reduction of waste, improving quality, and making the process as efficient as possible.

Manufacturing 49

Manufacturing Sales Process Start-ups 49

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 70

Manufacturing Customers Engineering Prospecting 70

Partners in Excellence

MAY 10, 2023

It was a large manufacturing company, he wanted to understand it the systems were to help manage their manufacturing plants, or for their engineering teams, or finance, or some other area. ” The response came quickly, “$45M!” ” But the question George was asking was about what the customer was trying to do.

Customers 122

Customers Sell Manufacturing Meeting 122

Partners in Excellence

MARCH 1, 2023

In 2002, I cofounded a company that offered an AI tool focused on a couple of problem areas–manufacturing process control and prescriptive maintenance. For example, we could analyze millions of pieces of data, with thousands of variables, to give people insights into, in this case, their manufacturing processes.

Manufacturing 124

Manufacturing Process Customers Technology 124

Spiro Technologies

MAY 3, 2023

Many manufacturers and distributors rely on ERPs, such as Epicor, Microsoft Dynamics, Plex, and others to manage customer orders, finances, and other core business functions. But often these systems and their data are isolated from sales teams.

CRM 52

CRM Manufacturing Finance Sales 52

Partners in Excellence

MAY 26, 2021

It’s become fashionable, recently, to apply manufacturing principles to our Go To Customer strategies. Unfortunately, the people that promote this mechanization of our customer engagement strategies, leveraging manufacturing principles, don’t understand manufacturing principles. And it works, until it doesn’t.

Customers 155

Customers Assembly Line Manufacturing Up-sell 155

Partners in Excellence

AUGUST 5, 2021

They said their ICP was “manufacturing companies.” ” “That’s interesting,” I replied, “What type of manufacturing companies?” ” “What do you mean, manufacturing is manufacturing! Our ICP is manufacturing companies!”

Customers 112

Customers Manufacturing Sales Pipeline 112

Partners in Excellence

JUNE 28, 2022

For example, the invention of 3-D printing has driven the disruptive innovation of additive manufacturing–changing dramatically how things are manufactured. For example, within complex B2B organizations, the adaptation of many of the approaches used by retailers or CPG manufacturers in consumer markets.

Manufacturing 115

Manufacturing Represent Non-Profits Sales 115

Membrain

AUGUST 21, 2022

If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at 65 MPH. Okay, maybe not the last one.

Sales 109

Sales Manufacturing 109

Partners in Excellence

DECEMBER 20, 2020

As a side note, manufacturing experts would be appalled looking at the design of our sales assembly lines. Manufacturing experts set up their manufacturing lines to minimize waste and error (in sales speak–that’s maximizing our ability to connect effectively with the customer and win).

Sales 147

Sales Assembly Line Up-sell Sell 147

Engage Selling

DECEMBER 17, 2021

They are a manufacturer and they sell through distributors. Why does team selling work? A client recently reported interesting results to me. They have a core sales team of experts that are assigned to all of these distributors.

Sell 131

Sell Sales Manufacturing Clients 131

Membrain

FEBRUARY 28, 2021

Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency.

B2B 147

B2B Sell Manufacturing Product 147