Imagine you’ve been tasked with selecting a supplier for a custom manufacturing project. You’ve been involved with the design from the start and, despite some lingering questions about the part’s geometry, you’re heavily invested in a good outcome so you can bring an innovative product to market quickly.Read More 3 minute read
In part two of this series we looked at outbound activities and the time it takes to create, train, and deploy a consistent outreach campaign. It’s not as easy as picking up the phone and closing a deal. It seems simple enough- but if it was easy, everyone would be doing it successfully. The world of sales and marketing – inbound (pulling prospects to you via digital strategies) and outbound (reaching out to engage new opportunities) -- is complex and as a result requires planning and patience. These two activities are interdependent. Consider how gears in synch run smoothly while gears with broken teeth grind and choke. Our two gears, inbound and outbound, need to be tooled well and working in concert. This blog takes a deeper dive into inbound.Read More 5 minute read
No matter how long you’ve been in manufacturing, you’re acutely aware that timing is everything these days. You’ve invested in a facility and production lines carefully designed for flexibility and maximum output in the least amount of time. Maybe you’re thinking it would be nice to have the same kind of control when it comes to lead generation: plan the process, hit the quota. But- it doesn’t quite work like that.Read More 3 minute read
A client-facing team (CFT) includes anyone in your organization who has some level of interaction with your clients and prospects. In most organizations the team spans departments: marketing, inside sales, outsides sales, customer service, and depending on your internal structure, quoting.Read More 4 minute read
Most homeowners know there’s more than one way to fix a problem. Some ways are better than others, especially when you ask yourself if you’re treating the real problem or just the symptoms. If you’ve ever lived with a leaky ceiling, you get it. A well-placed bucket saves the carpet during a storm but doesn’t stop the leak next time. The real problem, replacing the roof, is a major undertaking – lots of time and money, and lots of room for unexpected discoveries. But it solves the real problem. And when the carpet stays dry in the next storm, you’ll know the disruption was worth it.Read More 6 minute read
When you become aware of a problem in your business, it’s usually not long until you also realize it’s a symptom of a larger issue. If you decide to make some changes, it’s critical to look at the bigger picture: why you think change is warranted, what factors are behind how things are now, and what will happen if things stay the same over time. It’s complicated to disassemble and rebuild how you do things, and it might just feel easier to resign yourself to the status quo.Read More 4 minute read
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 working. To find out why, you must break it down step by step to find the place(s) where things get stuck.Read More 4 minute read
5 minute read
We recently blogged about data terminology and several of the sources marketers use to gather insight, plan campaign strategies, and identify prospects. Today we’ll take a closer look at how to leverage some of those sources to develop useful, high quality datasets and contact lists.
4 minute read
We hear about data analytics and data-driven decision-making in just about every industry from health care to education to manufacturing. In the world of B2B marketing and sales, companies turn to data to create buyer profiles and personas, promote new products and services, and target the best prospects. Data, and the ability to analyze and leverage it, is one of the most valuable resources companies have.
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.Read More 3 minute read