Martech

DECEMBER 20, 2024

Example Instead of : How to streamline operations Try this : How operations managers in mid-sized manufacturing companies can cut costs by 15%. Dig deeper: B2B content marketing: Driving success through strategic content creation 5. Start by asking: What job roles or functions does this content address?

Education 120

Education Manufacturing B2B Trust 120

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Salesforce

MARCH 13, 2025

Finding it can guide your strategic plans, help you prioritize opportunities, and keep all your teams on the same page. How to calculate TAM Common challenges in TAM calculation and how to avoid them How to use TAM in strategic planning What is total addressable market (TAM)? But finding your SOM must also include your business model.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Salesforce

FEBRUARY 20, 2025

Just as AI agents now handle email triage and report generation, freeing knowledge workers for strategic thinking, robotics promises similar liberation in the physical realm. ABB has transformed decades of digital process automation expertise in manufacturing into the world’s most sophisticated industrial robots.

Hospitality 104

Hospitality Objectives and Key Results Healthcare Manufacturing 104

Martech

MARCH 19, 2025

Edwards Demings 14 principles transformed manufacturing by emphasizing quality, efficiency and continuous improvement. Stop depending on inspections In manufacturing, inspections dont improve qualitythey just identify failures after the fact. Andriana18, CC BY-SA 4.0 , via Wikimedia Commons W. Today, marketing faces its own shift.

Assembly Line 78

Assembly Line Manufacturing Campaign Education 78

Understanding the Sales Force

JANUARY 18, 2013

Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. Who are your formal and informal strategic partners? That's where our strategic calling partner comes in. There are so many more examples. Contact Henrik.

Strategic partnership 83

Strategic partnership Strategize Manufacturing Referrals 83

Martech

MAY 19, 2025

For marketers, particularly those navigating manufacturing and international commerce, this moment demands strategic reinvention. Object Edge, a leader in digital transformation for manufacturers, saw that many clients were anxious about tariff volatility affecting supply chains and costs.

Manufacturing 115

Manufacturing Legal Education Territory 115

Search Engine Land

SEPTEMBER 10, 2024

This gives strategists the ability to actually strategize. Strategize proactively: Leverage AI-driven suggestions to optimize ad performance and boost conversions. Fueling the hyperlocal future The anticipated growth of new media channels offers forward-thinking advertisers a strategic edge.

Non-Profits 74

Non-Profits Real Estate Launch Campaign 74

Salesforce

FEBRUARY 19, 2025

This not only leads to a significant loss of productivity but also diverts resources from more strategic and high-value activities. When employees are freed from the tedium of tasks like tracking orders, they can redirect their efforts to more engaging, strategic work.

Manufacturing 59

Manufacturing Cross-sell Represent Inside sales 59

Partners in Excellence

DECEMBER 30, 2020

” Bill responded, “Our stuff is really important to their ability to manufacture their products. We’ve helped many of your manufacturing facilities improve the quality of products………” Mike interrupted Bill, “Bill thank you for those words. You have helped us in our manufacturing.

Sell 152

Sell Manufacturing Appointment Trust 152

Hubspot

APRIL 23, 2025

That was the first time I really understood what a joint venture is a strategic partnership where two businesses combine strengths while staying independent. Its less about ownership and more about strategic advantage because the right partnership can get you further faster. I asked him what changed. His answer? Joint ventures.

X-functional 56

X-functional Manufacturing Government Non-Profits 56

Martech

NOVEMBER 18, 2024

It’s a strategic asset that can streamline operations, help you stay ahead of the curve and drive creative breakthroughs. 5 strategies to harness project management data In industries beyond marketing, such as tech and manufacturing, companies have long used data to refine their operations and drive efficiency.

Objectives and Key Results 114

Objectives and Key Results Campaign Strategize Manufacturing 114

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

Tibor Shanto

OCTOBER 18, 2021

Holding an Engineer’s Diploma from the Swiss Federal Institute of Technology (equal to an MS in Engineering), he started out with a corporate career with telecom equipment manufacturers where he held positions such as: Product Manager, Business Manager, Director of Corporate Strategic Planning and COO of a joint venture start-up company.

Strategic planning 157

Strategic planning Manufacturing Consult Strategize 157

Martech

DECEMBER 18, 2024

While there are nuances, three core values consistently influence their choices: Authenticity over polish Gen Z can spot manufactured authenticity from miles away. Strategic framework for marketing to Gen Z I’ve developed a framework for marketing to Gen Z based on my work with cutting-edge wellness tech brands.

Entertainment 108

Entertainment Manufacturing B2B Education 108

Sales Gravy

JUNE 13, 2025

Strategic identity shifting is the ability to step into a role that's equipped for the task at hand. Creating Sales Identities That Perform The beauty of the "don't be you" approach is that you're not manufacturing a fake personality. Strategic identity shifting is the ability to step into a role that's equipped for the task at hand.

Cold Call 54

Cold Call Referrals Manufacturing Strategize 54

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

Salesforce

SEPTEMBER 16, 2024

The manufacturing industry is undergoing a significant transformation. In today’s digital and customer-centric world, manufacturers must evolve to remain competitive and drive growth. According to our research , almost all (97%) manufacturers are pursuing strategic changes to their service and aftermarket operations.

Manufacturing 52

Manufacturing Service Contact CRM 52

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

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Unfortunately, in large markets controlled by a small number of companies, such as automobile manufacturing or medical devices, this can be riddled with challenges. Mistake 2: Your Value Proposition Loses Its Relevancy.

Account management 69

Account management Strategize Manufacturing Closing 69

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

MAY 29, 2025

Whether we are embedded in their products, in their manufacturing lines, in their operations, and how they do their work. We look at design-ins, integrations, strategic dependencies, and building trust on an ongoing basis.

Real Estate 81

Real Estate Healthcare GTM Construction 81

Martech

MAY 19, 2022

We spoke to Richardson and her colleague Russ Sharer, director of strategic sales excellence, about some lessons they’re teaching sales organizations, not least in their recently published book “Agile & Resilient: Sales Leadership for the New Normal.” ” The advice is good for marketing organizations too. .

Trust 124

Trust Customers Manufacturing Transportation 124

Martech

JUNE 4, 2025

Choose the martech that enables your most important strategic bets. Manufacturing. Each example follows the same pattern: a strategic shift, a big bet and the martech that makes it possible. Between 2019 and 2023, 98% of manufacturers began digital transformation efforts. This shift is no longer optional.

Manufacturing 56

Manufacturing GTM Education B2C 56

Martech

APRIL 1, 2025

Pricefx is a SaaS tool for complex pricing environments, such as manufacturing and distribution, on a global scale. ImpelHub is an AI tool for managing comprehensive strategic marketing planning for small B2B businesses. Here are a few example tools: Durable , an AI-driven tool that claims to build a fresh website for you from scratch.

B2B 83

B2B GTM Territory Manufacturing 83

The Advantexe Advisor

OCTOBER 1, 2024

I had the opportunity to spend some great time with one of our manufacturing clients at a General Manager Business Acumen training program in Shanghai last week. The purpose of the program was to develop their strategic leadership and business acumen skills further so that they could address another challenging year in 2025.

Manufacturing 105

Manufacturing Strategize Presentation Clients 105

Sales Hacker

DECEMBER 3, 2021

Deciding which market will suit you best takes time and strategizing. Form strategic partnerships or joint ventures. Attempting to form a strategic partnership or joint venture with a complementary company is a great way to support both businesses, fostering collective growth. You may have some idea of where you want to expand.

Strategic partnership 116

Strategic partnership Profit margin Manufacturing Contract 116

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management? This is where Strategic Account Management (SAM) comes into play.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Spiro Technologies

JANUARY 23, 2024

But I would say that at the time I started, we were probably 80% to 85% ordering out of a catalog and 15% to 20% manufacturing and designing custom splice kits and solutions for electrical utilities. We realized that for us to really move the needle and grow our business, we needed to become more of a solutions-based manufacturer.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

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

JUNE 24, 2025

Retail media is entering a new phase — one where it’s not just a performance channel but a strategic pillar of marketing. This is a logical strategic extension for RMNs. Brand budgets tend to be larger and more strategic, aimed at driving awareness, consideration and long-term equity. This shift is significant.

Retail 67

Retail Campaign Strategize Cross-sell 67

SaaStr

MAY 18, 2024

We went out and closed a $3m deal with our key manufacturing strategic partner. So: We went out and got our customers to agree to buy $6,000,000 from us. We went out and got our prototypes built — and shipped. All in those 11 days. With that … We convinced the VCs to come back to the table.

Manufacturing 117

Manufacturing Strategize Closing Start-ups 117

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

Partners in Excellence

FEBRUARY 23, 2022

We apply labels to different channel business models, for example distribution, VADs, VARs, Resellers, Manufacturer’s Reps, Integrators, even partners that handle ePurchases. Sometimes, a “strategic partner” may engage us to work on something with them. The dominant model has been a “sell through model.”

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

Veloxy

JUNE 21, 2022

These stakeholders can often include personnel from marketing, manufacturing, operations, and other departments that traditionally are not customer facing. If you’ve read our popular Strategic Five Report , you’ll recall that mismatched technology stacks can inhibit team selling. What is Team Selling? Review Sales Tech Stack.

Sell 189

Sell Inside sales Sports Cross-sell 189

Martech

MAY 14, 2025

They’re asking different questions and making some explosive comments at the same time: “How do you know your GTM program is managing risk, not manufacturing it?” It erodes enterprise value in three compounding ways: Stranded CapEx: Tools, platforms and systems purchased but underutilized due to poor strategic foundations.

GTM 94

GTM Finance Gambling Government 94

Martech

APRIL 11, 2024

Note: Demand creation does not mean manufacturing demand from scratch at a prospective client’s organization. Most of what manufacturers demand is internal.) This allows us to participate in strategic conversations about marketing objectives and how to find the best martech solutions for the job. Now, that’s a rare breed.

B2B 136

B2B Manufacturing Technology Technology 136