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 Transportation Territory Price 52

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 131

Process Customers Manufacturing Sales 131

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 118

Process Customers Manufacturing Pipeline 118

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 Technology Technology Engineering 52

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. The company realized they needed to reposition themselves as a solution provider rather than a manufacturer.

B2B 92

B2B Process Manufacturing Customers 92

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 Technology Technology 54

Partners in Excellence

APRIL 23, 2021

We wouldn’t want to apply the same selling process that we use for the lowest priced Honda to a customer considering a Bugatti. ” The argument suggested that other than differences in what the product does, the onboarding process and time to results wouldn’t vary significantly.

Process 113

Process Manufacturing Government Sales 113

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 companies market to serious individuals including scientists, plant managers, and engineers.

Manufacturing 77

Manufacturing Cold Call Objectives and Key Results Lead generation 77

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. The Right Process Will Produce The Right Results.

Manufacturing 69

Manufacturing Sales Territory Process 69

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

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 Government Finance Sales 61

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. One important reason that sales leaders lose confidence in sellers is that the buying process has changed, and sellers haven’t kept up.

Manufacturing 50

Manufacturing Entertainment Sports Technique 50

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.

Manufacturing 56

Manufacturing Technique CRM Sales 56

Partners in Excellence

FEBRUARY 2, 2024

We had several manufacturing companies using it for improving manufacturing processes, quality, and yields. So for our first few years, we focused exclusively on manufacturing process control and prescriptive maintenance. Some changing the settings in their manufacturing machines.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

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 Government Technique 58

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. Principle 8: Use only reliable, thoroughly tested technology that serves your people and processes.

Manufacturing 60

Manufacturing Assembly Line Sales Process 60

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 CRM Technology Technology 50

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 Territory Technique Government 50

Force Management

MARCH 19, 2024

Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. For publicly traded companies, the snowball effect can be devastating.

Territory 121

Territory Manufacturing Finance Process 121

Spiro Technologies

JANUARY 3, 2024

Keith Smith: Vonco Products is a medical device contract manufacturer and flexible packaging provider for medical devices and consumer products. Adam Honig: Now I know you said contract manufacturing, so is everything that you guys are making basically to the customer’s specification? What was the qualitative process there?

Process 59

Process Hospitality Manufacturing Sales 59

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 Repeat business 51

Miller Heiman Group

AUGUST 6, 2019

Price is a common objection that sellers face during every sales process in every industry. Modern manufacturing sellers are no different. The earlier in the process sellers engage buyers, the more opportunity they have to identify and prioritize their needs. Demonstrate Value by Engaging Early and Establishing Expertise.

Manufacturing 49

Manufacturing Price Territory Government 49

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 59

Manufacturing Sales Technology Technology 59

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 48

Manufacturing Sales Process Start-ups 48

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 59

Manufacturing Networking Sales Represent 59

Partners in Excellence

FEBRUARY 17, 2024

Too often, we engage customers when they have determined a problem and have gone through the problem solving process to determine a solution. For example, in the mid-80s I led a team approaching aircraft manufacturers with the questions, “What might happen if you could design/manufacture airplanes digitally?”

Manufacturing 117

Manufacturing Represent Clients Education 117

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.

Manufacturing 75

Manufacturing Lead generation Strategize B2B 75

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 73

Manufacturing Customers Engineering Promote 73

Search Engine Land

APRIL 15, 2024

Brands that can manufacture these mentions through strategic activations around UGC campaigns, influencer marketing and owned content can effectively develop their share of search. Business email address Subscribe Processing. In the process, we can facilitate brand search and improve share of search – a win-win!

Manufacturing 111

Manufacturing Real Estate Strategize Territory 111

Partners in Excellence

MARCH 31, 2024

Even before I transitioned into a quota carrying, dedicated sales role, I loved being part of the sales process. Once I made the transition, my passion for the sales process has grown even stronger. As a degreed engineer, I had some hesitation about jumping into sales.

Sell 124

Sell Electricity Manufacturing Quota 124

Partners in Excellence

OCTOBER 17, 2018

It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear process. That customers don’t go through an orderly process of: 1. They design/develop/launch new products, they manufacture them, they market/sell/service and support them.

Process 85

Process Manufacturing Launch Up-sell 85

Martech

MAY 6, 2024

. “Retail customers, for example, can use bots to access knowledge and generate answers to questions that require information from third-party sources, such as clothing care instructions that come from a manufacturer,” Salesforce said in a release. Email: Business email address Sign up now Processing. Search Answers.

Service 106

Service Manufacturing Retail Customers 106

Partners in Excellence

MARCH 26, 2024

” When I moved to working with manufacturing and process based organizations, I read all sorts of books on modern manufacturing. We create the greatest value with our customers when we connect with them where they are at. When we understand the things they do, how they think, what they care about.

Manufacturing 125

Manufacturing Technique Sell Customers 125

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.

Manufacturing 135

Manufacturing Sales Process 135

Martech

APRIL 11, 2024

Facilitating a frictionless buying process as possible for those who are interested. Note: Demand creation does not mean manufacturing demand from scratch at a prospective client’s organization. Most of what manufacturers demand is internal.) Business email address Sign up now Processing. Demand conversion (e.g.,

B2B 133

B2B Manufacturing Technology Technology 133

Search Engine Land

APRIL 8, 2024

How this prompt could be improved: You are a mid-market corporate finance boutique providing advisory services to businesses across our five key sectors: Sustainability; Software, Media & Technology; Business Services; Manufacturing & Distribution; and Health & Education. Here’s a step-by-step breakdown of the process: 1.

Finance 102

Finance Manufacturing Referrals Construction 102

Membrain

MARCH 15, 2020

In manufacturing companies, production departments are generally efficient and effective. Unfortunately, most sales departments are not.

Process 84

Process Manufacturing Sales Product 84