Spiro Technologies

MARCH 13, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products, and of course, having fun along the way. 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.

Manufacturing 52

Manufacturing Technology Technology Engineering 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 Technology Technology 54

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. Sync Your Sales Funnel with Your Production Schedule.

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Manufacturing Contract Pipeline Drivers/motivators 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? These customers are also looking for complex and expensive services and products that need to give them exactly what they need.

Manufacturing 77

Manufacturing Cold Call Objectives and Key Results Lead generation 77

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.

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Manufacturing Government Finance Sales 61

Salesforce

JUNE 14, 2023

But what makes one digital product more appealing to users than another? What attributes help increase the likelihood of product adoption? Those are questions one of our product UX teams in Manufacturing Cloud posed. What inspired us – and is most relevant to the digital product space – is the work by Everett Rogers.

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Product Manufacturing UX B2C 52

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. ” Underlying the 4Ps are 14 principles.

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Manufacturing Sales Territory Process 69

Martech

APRIL 7, 2022

Sitecore has now confirmed the full integration of the core products from those acquisitions. Steve Tzikakis, CEO of Sitecore, listed some of them for us : “Manufacturing, heavy assets, retail, healthcare—which is at the epicenter of everything that’s happening—banking.” Following a headline-grabbing $1.2 Processing.Please wait.

E-commerce 101

E-commerce Product Healthcare Manufacturing 101

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.

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Manufacturing Technique CRM Sales 56

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

Martech

JANUARY 6, 2022

Stop talking up your product and exaggerating its merits. ”In In Silicon Valley, hyping up your product – over-promising – isn’t unusual,” wrote James Clayton. The post Good morning: Should start-ups worry about hyping their products? But is there really no red line between puffery and deception?

Start-ups 104

Start-ups Product Manufacturing Legal 104

Highspot

NOVEMBER 2, 2022

2, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced surging customer adoption and usage as companies leverage its capabilities to equip, train and coach reps, and analyze their programs to improve sales performance. SEATTLE, Nov. Doubled revenue across the U.K., All rights reserved.

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Growth Product Customers Healthcare 98

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. Enable Indirect Channels.

Manufacturing 50

Manufacturing Territory Technique Government 50

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

Richardson

JANUARY 13, 2020

In 2004, productivity growth in the US began to decelerate. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output. In contrast, measuring sales productivity is complex. However, measurement across industries is difficult.

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Product Manufacturing Sales Growth 80

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. As you have already seen, the foundation is “the right process will product the right results.”

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Manufacturing Assembly Line Sales Process 60

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. Then, when the time comes to upgrade or replace the product, they are more likely to purchase from you versus your competitor.

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Manufacturing Service Cross-sell Repeat business 51

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.

Manufacturing 59

Manufacturing Networking Sales Represent 59

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 Territory Government 49

Salesforce

NOVEMBER 7, 2022

Give them access to penny-perfect pricing so they can order and price products competitively. Unfortunately, many consumer goods (CG) brands suffer such losses, even though the industry spends $200 billion each year to promote products in stores. Unlock productivity and empower your field teams with retail execution.

Product 97

Product Retail Price Education 97

Spiro Technologies

MAY 2, 2024

Aster Brands manufactures business opportunities for concrete producers globally. Their business model involves inventing products that they sell locally while also licensing out the technology to other manufacturers across different regions. This is a team that does technical project support. That grows the market over time.”

Manufacturing 59

Manufacturing Customers Territory CRM 59

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

Sales Pop!

DECEMBER 12, 2022

The market for cannabis products is growing by leaps and bounds. Numerous products are available in the market, each promising to provide the best experience. But it can be challenging to identify the real Delta 10 THC products from counterfeits. Why Should You Buy Delta 10 THC Products Online? Look For Lab Test Reports.

Product 52

Product Transportation Manufacturing Up-sell 52

Hubspot

NOVEMBER 1, 2021

When we buy these optional items, they’re usually priced using a strategy called optional product pricing. The model is relevant to all different types and sizes of businesses, from electronics retailers to car manufacturers to software companies. It fulfills the customers needs and doesn’t require the optional product to function.

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Price Product Manufacturing Retail 70

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. Let me go back to this last point.

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Manufacturing Engineering Technology Technology 117

Sales Pop!

APRIL 5, 2022

ERP improves business productivity and helps businesses get ahead in this era of steep competition. ERP software can improve the productivity of a company as well as individual employees. A good ERP system will combine all departments (finance, marketing, manufacturing, inventory control) into one database. Improve Efficiency.

Product 52

Product Finance Manufacturing Consult 52

Hubspot

JANUARY 21, 2021

The companies you buy from know that you need both the film and the games to make these products work, so they sell the core product, the Xbox or film camera, separate from the accessory product, games or camera film, in order to inspire more sales. Captive product pricing can boost sales and increase profit margins.

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Price Product Profit margin Manufacturing 66

Partners in Excellence

JUNE 13, 2017

We’ve gone through the philosophies and principles underlying the Toyota Production System, (TPS), in the past 4 posts of this series. If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4. I’ve really simplified this, but you get the point.).

Manufacturing 48

Manufacturing Sales Process Start-ups 48

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

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

Spiro Technologies

JUNE 3, 2021

Hear directly from Wanco, the leading manufacturer of highway safety and traffic control products, about how they’re using Spiro to: Drive productivity for its mobile sales team. The post How Spiro Drives Productivity and Visibility for Wanco appeared first on Spiro.

Product 52

Product Manufacturing Process Sales 52

Search Engine Land

APRIL 15, 2024

Indirect mentions These may involve product names, services or content closely associated with the brand without explicitly naming it. Developments in search volumes, as well as trends around brand terms and products, are signals we can turn to when reporting on the impact of direct/indirect mentions across channels.

Manufacturing 112

Manufacturing Real Estate Strategize Territory 112

SalesBlog!

DECEMBER 12, 2021

For most of my career I have been involved in technical product sales. Train a sales staff on a product today to only have that product change drastically next month and your efforts negated. This is one of the reasons why I believe that true sales success can never be based on product knowledge alone. Frustrating.

Product 52

Product Manufacturing Sales Presentation 52

Partners in Excellence

APRIL 11, 2024

I toured manufacturing plants. I was learning how and why different businesses used our products. I learned how to get prospective customers to ask me how soon they could get my product/service. Ultimately, I started my own consulting company focusing on new product launches. I felt like a kid in a candy store.

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Sell Manufacturing Up-sell Launch 116

Martech

APRIL 11, 2024

Much of the excitement about AI centers on the promise of increased productivity. Note: Demand creation does not mean manufacturing demand from scratch at a prospective client’s organization. Most of what manufacturers demand is internal.) Technology is great at automation and efficiency. But let’s not forget principles.

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B2B Manufacturing Technology Technology 133

Partners in Excellence

MARCH 31, 2024

One day, I may be touring a production line of one of the world’s leading electric vehicle manufacturers while we discuss the needs they have in staying on the leading edge of that industry. My job is fun! That is why I love sales!!

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Sell Electricity Manufacturing Quota 124