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

Partners in Excellence

MARCH 5, 2024

I had managed a few billion + deals in my career, but his dwarfed mine (Marc’s and mine were in the early days of selling massive multiyear service agreements to very large customers). Why So Interested In Selling? As I recall, it was a multi-year deal for somewhere around $4-5B. Hope I did a fair job in the translation.

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Sell Non-Profits Manufacturing Clients 73

Partners in Excellence

MARCH 4, 2024

He got into selling, without really intending to do so. Why I Love Selling: A Journey of Curiosity In response to a conversation initiated by my “LinkedIn friends” David Brock and Christian Maurer, exploring the essence of what we love about selling, I found myself reflecting on my own journey. Enjoy this fascinating story!

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Sell Territory Manufacturing Represent 77

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. A New Perspective on Your Selling Strategy.

Manufacturing 54

Manufacturing Up-sell Technology Technology 54

Partners in Excellence

AUGUST 15, 2022

While optimizing each step was important, the governing design principle for effective manufacturing processes was the flow of the entire line. When this was done, the manufacturing process was suboptimized. Alternatively, WIP might build up after one manufacturing step. Otherwise we may never complete the process successfully.

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Sell Manufacturing Objection handling Government 97

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” If we are so prepared to ignore those who don’t back up their roles with deep experience in selling, then we must challenge ourselves with another question. The post Do Sales Enablement Professionals Need Selling Experience?

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Sell Manufacturing Finance Trust 103

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

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Conversion Sell Manufacturing Healthcare 68

Partners in Excellence

FEBRUARY 16, 2024

It’s particularly confusing to see the mindset around “settling for what we get,” in selling. So much of “modern selling” seems based on lean and agile principles. And these principles have their original foundations in manufacturing. A foundational principle is continuous improvement.

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Manufacturing Technique Pitch Up-sell 118

Miller Heiman Group

SEPTEMBER 24, 2019

Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. A strong funnel management plan is one that uses your pipeline to guide decisions about your daily sales activities, strategies and selling time spent in order to achieve both short-term and long-term goals.

Manufacturing 55

Manufacturing Contract Pipeline Drivers/motivators 55

Understanding the Sales Force

SEPTEMBER 18, 2023

Hurricane paths make a really useful analogy to effective selling. Freddy wrote: “My biggest AHA was really making sure I talked with the owners instead of going to ‘Marketing or IT’ I worked the [Well-Know Manufacturer] channel for 9 years and never once went to the owners first.

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Sell Manufacturing Contact B2B 77

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 76

Manufacturing Cold Call Objectives and Key Results Lead generation 76

Cerebral Selling

FEBRUARY 16, 2021

All the jams were made by the same manufacturer, and customers were allowed to sample them as they walked by. When the burden of choice is imposed on customers, who are left to approach providers with questions and challenges (in other words, reactive selling), they report a decrease in the ease with which their purchasing decisions are made.

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Sell Gambling Manufacturing Up-sell 163

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 70

Manufacturing Sales Territory Process 70

Martech

AUGUST 24, 2022

This is understandable because 79% say they have a clear understanding of digital-first selling. Unfortunately, they don’t feel the same about their organizations: Only 27% say their business sales team fully incorporates digital selling. The post Why B2B buyers now hate traditional B2B selling appeared first on MarTech.

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B2B Sell B2C Manufacturing 121

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.

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B2B Process Manufacturing Customers 95

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

The report also found that sales leaders consider their sellers to be less effective at the vast majority of common selling activities today than they were five years ago. As the existing manufacturing sales force retires , more millennials enter a field that looks very different from what their mentors grew. Why it Matters.

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Manufacturing Entertainment Sports Technique 50

Partners in Excellence

AUGUST 24, 2022

Some years ago, I was responsible for leading sales/marketing for IBM’s manufacturing sector. Those were the years when we were introducing software solutions, not just selling naked hardware. We went to market with a solutions focus, helping manufacturers solve their toughest design and production problems.

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Sell Manufacturing Up-sell Presentation 52

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.

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Manufacturing Engineering Government Technique 58

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. Download the Report. Getting the Most Out of Technology. Getting the Most Out of Technology.

Manufacturing 50

Manufacturing CRM Technology Technology 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. Why Predictive Analytics Matter.

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Manufacturing Technique CRM Sales 56

Partners in Excellence

MARCH 2, 2024

And I started my career with a chemical company doing the things you would expect a chemical engineer to do…research, development, manufacturing, operations and beyond. ” The post “Why I’m So Interested In Selling,” Maria Boulden/Gartner appeared first on Partners in EXCELLENCE.

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Sell Manufacturing Technical Sales Engineering 73

TrackStreet

OCTOBER 11, 2023

No brand protection strategy can keep your brand 100% safe at all times—especially if you sell through online resale channels. Manufacturers and brand owners today have access to tools and technologies that can help them protect their brands in the marketplace more effectively than they’ve ever been able to before.

Sell 52

Sell Manufacturing Retail Objectives and Key Results 52

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. Enable Indirect Channels.

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Manufacturing Territory Technique Government 50

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.

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Manufacturing B2B Sell Product 149

Highspot

FEBRUARY 4, 2024

Guided selling. In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. What is Guided Selling? How Does Guided Selling Work? Guided Selling Technology Features to Look For The Future of Guided Selling What is Guided Selling?

Sell 52

Sell Cross-sell B2C Manufacturing 52

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. Sales Sells the First Deal, Service Sells Future Deals. Manufacturing sellers often focus on larger deals.

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Manufacturing Service Cross-sell Repeat business 51

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

Adaptive Business Services

MAY 11, 2022

One of the techniques often discussed in selling is that of creating a sense of urgency in order to move a client from the thinking to the acting stage. Allow 45 to 120 days for manufacturing and installation dependent on the complexity of the project, materials needed, and our current workload. . As in … placing the order.

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Sell Electricity Manufacturing Technique 71

Partners in Excellence

MARCH 26, 2024

” There are lots of outstanding books on selling. While the basic principles at the core of high performance selling are the same, each book has a slightly different perspective on how to implement them. We learn more about selling by reading sales books. What should we be reading?”

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Manufacturing Technique Sell Customers 127

Sell Or Die

OCTOBER 24, 2023

BOOKS – - ARE SYNONYMOUS WITH PROFESSIONAL SELLING! HE WAS THE #1 SALESPERSON IN A LARGE ORGANIZATION OF MANUFACTURERS’ REPRESENTATIVES IN A MAJOR FOOD BROKERAGE COMPANY IN THE LARGEST NETWORK MARKETING COMPANY IN THE WORLD AT THE TIME! BEN HAS WORKED CONTINUOUSLY AS A COMMISSIONED SALESMAN SINCE HE WAS 14 YEARS OLD!

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Sell Commission Manufacturing Represent 40

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.

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Manufacturing Networking Sales Represent 60

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.

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Manufacturing Sales Technology Technology 60

Partners in Excellence

FEBRUARY 17, 2024

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 cycles could be optimized much more quickly, reducing manufacturing cost and cycle time.

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Manufacturing Represent Clients Education 120

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

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Manufacturing Price Territory Government 49

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.

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Manufacturing Assembly Line Sales Process 60

Spiro Technologies

OCTOBER 5, 2022

Adam Honig: Hello and welcome to Make It, Move It, Sell It. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. John Lund: Well, actually, we manufacture a winch for a company in Texas that makes lariots for roping bulls. Transcript.

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Manufacturing Sell Electricity Construction 59