Partners in Excellence

JULY 2, 2013

We prep our sales people with training, information, case studies, data, teaching pitches. 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.” No one argues that. .

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

Partners in Excellence

AUGUST 7, 2013

I used to sell process equipment and testing solutions to semiconductor manufacturers. Semiconductor manufacturing is one of the most complex manufacturing processes I have ever encountered (by the way, manufacturing Pampers diapers is also one of the most complex processes in manufacturing).

Customers 121

Customers Manufacturing Trust B2B 121

Spiro Technologies

APRIL 24, 2024

Transcript Adam Honig: Because I feel like the lasting impression that people have of manufacturing is from the really old I Love Lucy episode where they’re making chocolate. That’s how people think about manufacturing. As such, I had the opportunity to visit hundreds of manufacturing locations throughout my career.

Manufacturing 59

Manufacturing Education Electrical Engineering Electricity 59

Partners in Excellence

NOVEMBER 11, 2013

Whether it’s developing a new product, improving manufacturing, improving operational efficiency, improving market share, improving the top or bottom lines, or anything else. We look for customers to buy our products and services, we pitch everyone that will listen to us.

Manufacturing 112

Manufacturing Pitch Market share Service 112

Highspot

FEBRUARY 20, 2025

This level of expertise allows well-trained reps to pivot on the fly, tailoring their pitch to different buyer needs. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. Industry-specific applications: Tailor your pitch to fit specific verticals or buyer personas.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Heinz Marketing

JANUARY 15, 2021

Sales calls should no longer be a sale pitch. Retail and manufacturing are very different, so don’t treat them the same way, even if your functionality serves them similarly. Personalized sales calls. Because it should be a personalized conversation addressing the potential buyer’s pain points and needs. My last tip.

Technique 138

Technique Prospecting Manufacturing Sales 138

Salesforce

DECEMBER 20, 2024

You can also send content targeted to the buying committee within a company that builds on presentations, pitch decks, and overall messaging. When I used to work for a construction manufacturer, we had to engage with various personas. For example, you can host personalized events to get face-time with customers.

B2B 59

B2B Contract Cross-sell Construction 59

Hubspot

APRIL 23, 2025

Use HubSpots Free Business Startup Kit to align you and your cofounders vision and even pitch your new venture to investors. Honda gets a steady supply of high-quality battery modules, while LG secures a long-term manufacturing partner. Misalignment here can be a dealbreaker later. in an Ohio battery plant. government incentives (e.g.,

X-functional 57

X-functional Manufacturing Non-Profits Government 57

Cerebral Selling

APRIL 20, 2020

In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. Consider these real-world sales outreach examples: “We are the first to design, manufacture and sell industrial plasma cutting solutions.

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

Partners in Excellence

MAY 17, 2021

We learn as programmers, engineers, financial, manufacturing, operations, HR and other functions, that if we are to communicate effectively with each other, we have to learn the languages, functions/processes of those that we are trying to communicate with. And we have a mismatch with so many of our customers.

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

Partners in Excellence

NOVEMBER 20, 2020

I get endless notes, trying to “engage me,” “I see you are in the manufacturing industry…” I’m not, though many of my clients are manufacturers. Sure, they look them up on LinkedIn, Facebook, or other social platforms, trying to find clues about how to have that first prospecting conversation.

Customers 113

Customers Manufacturing Cross-sell Pitch 113

Highspot

JULY 23, 2021

Overfamiliar, aggressive, awkward — we’ve all been on the receiving end of a terrible sales pitch from a pushy seller. But sales pitches are so much more than an uncomfortable phone call or an unwarranted email. How can you maximize the potential of your sales pitch? How do you make a sales pitch?

Pitch 52

Pitch Real Estate Sales Healthcare 52

Partners in Excellence

JULY 5, 2013

” So much of the discussion around Challenger has been on providing Insight and the Teaching Pitch. Sales organizations have been investing a lot in preparing sales people to go out and challenge, providing pitches and decks the sales person uses to “teach the customer.”

Pitch 120

Pitch Sales Manufacturing Represent 120

Partners in Excellence

APRIL 12, 2023

Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

SEPTEMBER 15, 2022

My inbox is filled with emails with people pitching their products and services. Most are about products and services that are not applicable to our business—we don’t manufacture anything, so I’m really not interested in supply chain management solutions. But maybe even that is overthinking it.

Customers 103

Customers Manufacturing Pitch Promote 103

Partners in Excellence

JUNE 19, 2013

They may be manufacturers, so they build things, and so on . The customer is doing this, all while holding down their day jobs. Their primary function is within an operation. Maybe they are engineers, so they design and develop products. Finally the customer may not be expert at solving problems–or at least these types of problem.

Manufacturing 123

Manufacturing Pitch Engineering Presentation 123

Partners in Excellence

NOVEMBER 15, 2013

When they are fortunate enough to have someone pick of up the phone, they launch into a pitch about the product. Too often, when all the sales person does is pitch their product and solution, it is left up to the customer to figure out “What can you do for me?”

Manufacturing 115

Manufacturing Pitch Up-sell Conversion 115

Partners in Excellence

SEPTEMBER 16, 2020

” When the customer replies, our usual response is to start cherry picking what they say to start pitching our solutions. What Sales Can Learn From Lean Manufacturing Why's This Deal Keep Slipping? After-after-afterword: This approach is a great approach for leaders in coaching their people. Why Did This Happen?"

Manufacturing 129

Manufacturing Technology Technology Pitch 129

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’s not just a teaching pitch, it’s specific and actionable.

X-functional 120

X-functional Manufacturing Drivers/motivators Finance 120

Partners in Excellence

MARCH 13, 2019

” We all know, at least I hope we do, that focusing on the customer, their issues/opportunities, and how we help them achieve their goals, is much more effective than pitching our products. ” Without customers, there’s no need for our products and services, there’s no need for manufacturing and development.

Product 123

Product Sell Territory Manufacturing 123

Martech

MAY 20, 2024

They see through the manufactured enthusiasm. Imagine advisory boards that foster expertise exchange, not captive sales pitches. Phase 2: Craft compelling content (Connect with emotion) [ ] Ditch the product pitch! Tactics devolve into transparent tricks, easily seen through by a jaded audience.

Drivers/motivators 128

Drivers/motivators Pitch Trust Manufacturing 128

Highspot

NOVEMBER 2, 2022

Customer growth within the Manufacturing (41 percent increase), Media (45 percent increase) and Professional Services (44 percent increase) industries. Adoption within industries such as Consumer Packaged Goods and Healthcare with increases in customers by 67 percent and 64 percent, respectively. Doubled revenue across the U.K.,

Growth 98

Growth Product Customers Healthcare 98

Partners in Excellence

JULY 9, 2012

We know customers don’t want a pitch, but want to be engaged in a conversation. ” “I don’t want to be a gatekeeper, I want you to work with our engineers and manufacturing people. ” It’s really one of the best questions I’ve heard in a long time. Selling is really about common sense.

Manufacturing 114

Manufacturing Price Technique Pitch 114

SaaStr

OCTOBER 11, 2024

Now, Jasper connects to Salesforce and analyzes all the leads, so when a BDR reaches out to the customer, Jasper provides a script for an ad for that particular business in the pitch. For example, a large shoe manufacturer wanted to bring personalization to the product pages in the product description and the images. Let’s run the ad!”

Healthcare 65

Healthcare Manufacturing Legal Negotiate 65

Pointclear

JANUARY 24, 2012

Manufacturing firms don't watch YouTube! We don't pitch our services to GE or Boeing. We pitch them to Gloria or Bob. Because it's true: Manufacturing firms don't watch YouTube. What is a business-to-business marketer to do with all that? Logistics companies aren't on Twitter. People are. You're a P2P marketer.

B2B 76

B2B Manufacturing Pitch Prospecting 76

Veloxy

APRIL 12, 2023

This will help you tailor your sales pitch to their specific needs and provide them with the information they need to make an informed decision. Many solar panel manufacturers have created sleek, low-profile panels that are designed to blend in with the roof rather than stand out. Showcase the design of the panels themselves.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Hubspot

JULY 11, 2018

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. They run a signature bootcamp aimed at educating female investors and also offer a pitch summit for entrepreneurs seeking funding.

Non-Profits 99

Non-Profits Manufacturing Healthcare Cross-sell 99

Sales Hacker

MAY 24, 2020

Quick Pitch. Do you recall receiving an email from me regarding digital transformation in the manufacturing industry? Quick Pitch. The second part of a successful cold call is the quick sales pitch. Quick pitches are important. Let’s get started, shall we? How to Cold Call: The Framework for Success. Introduction.

Cold Call 120

Cold Call Objectives and Key Results Pitch Contact 120

Partners in Excellence

OCTOBER 26, 2012

” Basically, the pitch was, “what’s it take to keep you?” Top performing organizations recognize it’s their people that create the real differentiation and the most sustainable advantage. But that’s not the real story. The CEO took on the mission of “retaining him.”

Manufacturing 119

Manufacturing Finance Promote Pitch 119

Partners in Excellence

JUNE 18, 2014

This doesn’t mean wandering around an organization, pitching everyone that you see. It can go on to wandering around a manufacturing floor, watching the work flow in an administrative operation, sitting at someone’s desk looking at how they work. As with MBWA, SBWA is really about observing, discovering, and learning.

Sell 115

Sell Construction Manufacturing Education 115

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 Territory Sales 111

Cerebral Selling

OCTOBER 5, 2020

Now imagine, you’re a food manufacturing giant, Kraft. Why Hidden Enemies Transcend Regular Pitches. Now, just for a moment, close your eyes and picture what a jar of hazelnut spread looks like. Chances are you pictured this: Classic Nutella, sold and loved around the world.

Drivers/motivators 130

Drivers/motivators Entertainment Manufacturing High impact 130

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. If you sell financial management systems, it’s useless to talk to your customers about shifts in manufacturing technologies that are impacting them. Proudly, you tell your manager you are prospecting like crazy.

Prospecting 113

Prospecting Pitch Appointment Campaign 113

Partners in Excellence

MAY 17, 2012

Imagine a web based conversation, “Our manufacturing process really sucks, we have too much scrap, bad quality, and poor customer satisfaction and are looking to reduce those problems…in your experience, what are the best solutions to that? Sure, we deserve much of the criticism that is leveled at marketing and sales.

Customers 113

Customers Manufacturing Government Gaming 113

Partners in Excellence

FEBRUARY 3, 2017

To make my point, I have to step back to the 80’s At the time, I was an executive in the Manufacturing Industry segment of IBM. We had responsibility to sell IBM solutions to engineers and manufacturers of everything from toys to semiconductors, automobiles, airplanes. IBM was (is) a great design and manufacturing company.

Sell 68

Sell Manufacturing Pitch Consult 68

Partners in Excellence

JANUARY 23, 2015

Managers and people who know what they should be doing, who’ve been involved in sales training, who are using the best tools, who know we can’t be pitching, that we have to understand our customer problems, that we have to be prepared, knowledgeable… But too many sales people are too busy or too lazy to do this.

Commission 121

Commission Profit margin Quota Sales 121