Mike Murphy Mike Murphy

With an extensive and varied background in engineering, sales, and marketing, Mike knows how to advise our clients because he’s been where they are.
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Acadia Blogs

Setting the stage: your guide to the stages of sales process success

Sales is strategic – you do things a certain way in a certain order because, based on experience, you know it works. There’s always some room to get creative and be flexible, especially in a world where buyers are often educated about your products and services before you even know who they are. But in general, it helps to come up with stages or steps for your usual sales process that you follow most of the time.

Read More 4 minute read

What is inside sales?

Inside sales is growing in popularity in large and small companies in the B2B sales world. And it has some advantages including reduced travel costs and the ability to make more touches and sales calls in less time. It also meets buyer preferences for fewer meetings or phone calls. According to Hubspot, “And customers don’t want a salesperson to come by unless they conclude that a face-to-face visit is absolutely critical.”

Read More 4 minute read

­Putting your data to work: Metrics to measure with your CRM

We’ve talked about the importance of using a CRM as a single, central place for:

  • Prospect and customer contact data
  • Pipeline tracking and forecasting data
  • Segment and firmographic information
  • Notes from sales reps and customer service interactions
  • Email tracking
  • Downloads, clicks, and form data
Read More 3 minute read

What Do Industrial Buyers Want?

In sales, knowledge is power. You probably know your products and services inside and out, pricing schedules, your top competitors, your target segments, and the best questions to ask to uncover pain points. But that doesn’t get you far if you’re in the dark about what industrial buyers really want. After all, they’re the ones who will decide if you win the deal.

Read More 3 minute read

4 Easy Steps to Demand Generation

Step 1: Balance

Balance. Easier said than done in the business world. Perhaps Simon Sinek sums it up best: 

Read More 11 minute read

7 Manufacturing Lead Generation Tips – Treat  Your Prospecting The Same Way You Would a New-Hire

The Bureau of Labor Statistics released two intriguing statistics about employee turnover:

Read More 4 minute read

Be Fierce but Graceful - and do Great Things

Not too long ago I was talking with one of the professional sales trainers at Hubspot and it got me thinking about just how much I enjoyed their bootcamp class. It prompted me to go back and reread a blog I wrote that was inspired by it. As it turns out, the concepts and tips in that blog are as relevant now as they were when I wrote it in 2017 – maybe even more so. If you work in the world of B2B sales and marketing, you may enjoy some of its insights. Happy reading!

Read More 4 minute read

Finding Ideal Clients With Content Marketing

In the past, we've discussed why you should define your ideal client/prospect – and how to do it! We called this creating your buyer persona(s). Have you described your ideal (or best) clients and written up their professional and personal characteristics? Great! Now you’re ready to delight them with compelling content, i.e., present your company to your ideal buyers as a trusted expert within your market space.

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Time and Timing in Lead Generation, Part 2: Time Challenges

In part one of this series we looked at the time it takes to generate leads and how outbound and inbound methods complement each other in this process. But coordinating multiple marketing channels is resource-intensive to implement. If your sales and marketing teams are stretched (whose aren’t these days?), it might seem best to you, or your management team, to focus on traditional outbound marketing. But you know it’s not as easy as picking up the phone and closing a deal.

Read More 6 minute read

Pinpoint Your Ideal Client to Build a Plan that Works

How many of you know who your ideal clients are? You might be thinking, “Of course I do! I completely understand my ideal clients.” But can you describe in clear detail exactly who these ideal clients (sometimes called buyer personas) are, what they want and need, what makes them tick? You might be surprised to learn that only 44% of B2B marketers use buyer personas. In fact, in my experience in the manufacturing and industrial space, while most companies have an idea, many have not developed a complete picture of their ideal customer.

Read More 3 minute read

2 Smart Ways to Use Your Marketing Resources

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 you’re like many companies, you have tools, staff, and a budget in place for marketing already. But are they being used as well as they could be? Here’s our take on the smartest ways to deploy marketing resources.

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3 Steps to Fill your Sales Pipeline: Optimizing with Omnibound®

It’s a fact of business development: despite all your hard work, sometimes your sales pipeline gets low. You might be tempted to ride things out and double down on sales and marketing efforts. But does sticking with the same failing strategy ever produce different results? Over time things can really start to go awry and chip away at sales revenue: fewer leads, less prospect engagement, too many lost deals.

Read More 3 minute read

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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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