Let me share a story about a B2B company that failed to think like a B2C. Years ago when I started my first managerial position as a marketer at a bootstrapped startup, I was seeking a promo company that could produce all the swag, clothes, and random goodies we’d...
When I ask manufacturing leaders “What makes you different?”, I most commonly hear: Our customer service Our deep expertise and experience Both are great things. But here’s the problem: Until a customer experiences them first hand, they have no reason to believe you....
If you had a manufacturing issue on your line, would you keep running it the same way? Chances are you would halt everything and fix the issue, right? So why aren’t you running your sales department the same way? Measuring Is Key When it comes to your manufacturing...
A few months ago, I wrote an article for this column titled “How (and When) Manufacturers Can Measure Marketing ROI”. This one is its much less beloved (but equally important) counterpart. First, a little context… The insanely fast acceleration of information...
The success of your sales team can impact the success of your whole business. Here are three common Challenges we see arise within your sales team when you are trying to grow your company. Open Territories and Positions According to Repsly, “64 percent of...
Symbolically, it’ll feel good to leave 2020 in the rearview mirror. But who knows what lies ahead in the new year? Will a vaccine prove effective, reinstating travel and in-person meetings? If so, how soon? What about trade shows? If they’re not cancelled yet, we...
This year certainly has had its challenges, personal or professional. But whether your company surpassed its sales goals or it struggled to stay afloat, you still need to figure out some way to set your sales goals for 2021. Review Your Long-term Plan You may want to...
The situation A few weeks ago, a quote request arrived for a new product. It had high volumes, and it was an excellent fit for your facility. You ran it through your estimating program, submitted your price, and then you got the dreaded call. The buyer told you,...
Our family recently decided that I needed to trade in our two cars. One car was mine, the other was my wife’s; both were getting high in miles. I purchased two different types of cars from two separate dealerships. Though I purchased a good car from each dealer, my...
I often find inspiration for business and life lessons in my everyday surroundings. For example, I have a cabin in northwestern Wisconsin. It’s a great retreat for my family because the area is both beautiful and quiet, and the fall colors were amazing this past...