A Reset Can be Painful

Have you ever gotten so wrapped up with the everyday that you forgot to take the time to appreciate what you have? I believe this is, mostly, a rhetorical question for just about anyone. It definitely is for me. My wife and I run a local small business in Dayton, OH

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DISCOVER The Right CRM for You

Investing in a CRM is a huge decision. Most executives and managers realize the serious nature of this kind of investment, but not all realize that selecting a good or popular CRM will not necessarily give them the best system for their company’s needs. 

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CRM

6 Tips for Deploying Market Research Surveys

Think you want to do a market research survey? You’re pretty sure that your product is what the market needs, but you really don’t know. So, it’s time for a plan to find out .

Market research surveys should always be a tool in your arsenal for staying on top of customer needs, changing demand, and the competitive landscape in industry. They can help you  to test an idea, evaluate the success of your plan, and are an important part of data validation.

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Don’t Lose the Remote! A Guide to Communicating with Remote Employees.

When Acadia was first starting, it was based on a remote employee model. I was not only a professional but a mother, wife, friend, and neighbor. Using my experience, I built Acadia realizing that at-home professionals, specifically women with children, had the potential to be a really valuable resource. Working remotely was mutually beneficial for both the employees and Acadia. While this model became very successful, collaboration was always a challenge. “I will never forget the day that Google Docs became available," I said, "it was a game changer for the way we could share information and collaborate.” New technologies have allowed for a greater level of communication, making it easier to grow and utilize talents from around the country. 

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What Do Young Professionals Want?

We all have been bombarded with information about millennials in the workplace. A great deal of it revolving around the their expectations and behaviors. Unfortunately, I do believe they are getting a bad rap. Here at Acadia, we have been actively hiring millennials as  interns for the past 5 years. I'm not saying that what we read or hear is incorrect, but more often than not, it is laced with opinions and perceptions which are not wholly accurate. Most of the time, these opinions come from, let's say, more seasoned individuals. I'm guilty as well. As business owners, we better figure out the formula. Why? Because these young professionals are the fastest growing sector of the work force and 50% of buying and sourcing decisions are being made by them. 

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The Importance of Good Questions for Lead Generation

Although no single rule governs which questions are most effective for generating leads, your approach could make or break the success of your outbound campaign. It's not simply a matter of divining the right questions, but investing in a process that works.  In order to produce the results you're hoping for, you should:

  • Be clear on your objective
  • Know your prospects
  • Develop a rapport that establishes trust
  • Showcase your solution
  • Build an ongoing relationship (i.e., another call or contact point)

Let's look at each individually.

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5 Tips for B2B Outbound Calling Success

Prospect calling, or cold calling as it's commonly known, is not for the faint of heart. However, it can be less daunting with proper preparation, research and a plan. If you look deep enough, each call, even the bad ones, offers loads of information and learning opportunities. In this blog, I lay out some tips that I've picked up in my 10 years of lead development. 

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6 Essentials for Lead Generation in Manufacturing

Competition is fierce today in every sector, but even more so in industrial manufacturing. Why? There's more supply than demand and the variables demonstrated in the statistics sited below are hitting hard. It's more vital than ever that we maximize every lead and capture the holy grail - a new client and more revenue.

I work with manufacturing organizations every day. We discuss challenges with distribution, sales reps, inside sales versus outside sales and much more. Here are some essentials that are important to every organization.

Remember - a few small changes can result in very large returns.

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Storytelling in the B2B World

As  a lead generation company, we're always discussing the importance of being found on the internet through SEO, blogging, content development, the list goes on. But in addition to being found -  you must be REMEMBERED.

Let's face it, getting found is a difficult task unless you have a big budget for marketing (which most  of us don't). So, when you do get found, you'll want to take advantage of that opportunity and draw people in with something special and unique.

How do you do that? By telling YOUR story. Stories are retained, much more so than a list of products or services.  A  story will help you stand out in the crowd of companies vying for attention. You may say, "I don't have a story," but you do.  Everyone has a story.

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3 More Reflections on Business Development for Contract Manufacturing

After my team’s visit to the latest HubSpot conference I got thinking about this post I wrote a while back. It still resonates, but I have three more reflections that I have compiled based on the work we’ve been doing at Acadia and what I learned at INBOUND17. The sales process does not have to be complicated, but it does need to be thorough and planned out.

1. Change your sales behavior. I heard lots of statistics at INBOUND17. For me, most notably:

  •  60% of traditional sales behaviors actually hurt your chances of closing a sale -  David Hoffeld of the Hoffeld Group.
  •  80% of buyers (4 out of 5) feel that time with a sales person is time wasted – Deb Calvert of People First Productivity Solutions
  •  86% of salespeople ask ineffective questions – Tim Wackel of The Wackel Group
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This blog exists to educate manufacturers, engineers and technical minds on the wonders of inbound marketing, sales enablement and more.

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