How to determine your market size Don’t we all want the entire pie for ourselves? Of course, that comes with ramifications, mostly around the waistline. In business, we all want a little more of the available pie. Who among...
Read More
B2B Lead Generation Questions Customers. Clients. Whatever you call them, our businesses exist because of them. We all know this. But did you know that many small businesses survive on one large client or a few word-of-mouth referrals? Unfortunately,...
Let’s talk about how to generate B2B leads in the manufacturing industry. Specifically, let’s talk about how to generateoriginal equipment manufacturer (OEM)leads and customers. Think about your current OEM client base. How did they discover you? They were probably...
Ok, so you’re aware that a robust CRM (Customer Relationship Management) system is essential to your industrial manufacturing business’ sales and marketing strategy. But are you aware of which CRM metrics are the most important? Don’t worry, we’re here...
B2B Sales Principles = Accurate Forecasting Over the years of doing both direct selling and managing sales teams, I began to analyze whysales forecastingwas so unreliable. Why could we not get to a high degree of accuracy month over...
Business Development for Contract Manufacturers I just returned from a national sales conference in Florida. This particular conference brings together over 200 sales and marketing professionalswho focus on helping businesses in the manufacturing, industrial and technology sectors. It’s always...
When was the last time you scrutinized your sales process? Even if it’s not elaborate or formally documented in a flowchart, your company has some kind of sales process. If you’re not generating enough sales revenue, the process isn’t...
In business, resources are always limited, which means using them wisely for the greatest return. It’s true of how you approach your production lines, employee schedules, and facilities management, and it should apply to your marketing efforts too. If...
It’s spring trade show time! I just returned from one and was just reminded that they aren’t cheap. Let’s focus on how to getthe most out of our (often substantial) trade show investments. Of course, your event budget will...