Marketing automation has revolutionized the way many industries and business sectors manage their marketing efforts. The B2B manufacturing industry, though heavily automated on the shop floor, may not have made the most of embracing automation for their sales and marketing activities. Yet. To compete in the digital environment where customers live (and buy)- B2B manufacturers […]
March 2nd, 2018 was a chaotic winter workday that all Northeast Ohioans know too well. Our city’s school district was on a 2-hour delay with heavy snow on the roads, the dog wanted to go out and play, and the driveway needed to be cleared. I quickly accepted that getting to the office that morning […]
Email marketing is a powerful way manufacturing companies can showcase their products and services to prospects, customers, distributors, and partners. Think about your day so far. How many times have you opened, searched, or read through your emails? According to HubSpot’s 2017 statistics, more than 3 billion people in the world will be using email […]
Manufacturing salespeople, I’m going to tell you something that may shock you. It’s time to take a more hands-off approach to prospect nurturing. I know, I know, that goes against everything you’ve been taught. However, just like you cannot expect to get married on a first date, you cannot expect to meet a prospect and […]
I had the pleasure of hearing Ginni Rometty, current chairman, president and CEO at IBM speak at the Ideas For Tomorrow Series at The Cleveland Clinic yesterday. Artificial Intelligence (AI) is a hot topic throughout every industry you can imagine. Rometty spoke about the infamous Watson computer, the future of AI, and the need for […]
Manufacturing sales reps can compare the sales of the manufacturing sales process to a retail experience. From fast food to retail clothing, the phrase “How may I help you” is uttered repeatedly, almost unconsciously by armies of clerks, waiters and yes, sales representatives. In retail, the assumption is you are searching for something, otherwise, why […]
The biggest change in internet search may shock you—keywords no longer are the key determining factor for SEO success. Google’s Natural Language Processing (NLP) system has advanced the search engine’s ability to serve unique content based upon location, time of day, format of query, device type, and context clues. Now, more than ever, it is […]
Let’s face it, the manufacturing sales process needs a refresh. While manufacturing has evolved tremendously over the last 20 years, the manufacturing sales process has remained stagnant. Manufacturing sales managers are still using cold calling and door-to-door sales methods that are not only time intensive but also have little return-on-investment. Learn how inbound marketing can […]
Internet sensation “That Poppy” is a branding genius who has created a defined, unique presence unlike anyone else online. Everything, and I mean literally everything that this internet star posts to YouTube gets millions of views. You do not really know what she’s talking about, to whom or even why. That is until you dig […]
Why Connecting with Past Customers to Grow Manufacturing Sales Works The key to manufacturing sales success that you’re probably missing is connecting with past customers. People, by nature are drawn to familiarity. It is much easier to sell to someone you have a previous relationship with than sell to a new prospect. You know that […]