Industrial Sales and Marketing Blog

Business News You should know

4 Things B2B Manufacturers Can Do to be Found by OEMs

07 May 2021- 3 min read
Let's talk about how to generate B2B leads in the manufacturing industry. Specifically, let's talk about how to generate...
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Defining Your Sales Cycle

14 April 2021- 3 min read
If your sales department feels like it’s on a constant roller coaster with ups and downs, twists and turns, and an unpre...
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4 Key Principles that Drive Accurate Sales Forecasting

09 April 2021- 2 min read
B2B Sales Principles = Accurate Forecasting Over the years of doing both direct selling and managing sales teams, I bega...
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Getting Sales to Engage with Marketing in the age of Inbound Marketing

07 April 2021- 3 min read
We’ve written previously about the disconnect between marketing and sales. Here, from a sales perspective, we’ll look at...
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Sales and Marketing: Fix the Disconnect

31 March 2021- 4 min read
The dynamic between sales and marketing activities has taken a vast jump as a result of the expansion of internet and di...
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A Predictable Sales Forecast: Get Off the Roller Coaster

09 March 2021- 2 min read
How to create a B2B sales forecast A predictable sales forecast - is that even possible? We don’t often use "predictable...
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Revenue Performance Management: Measure What Matters!

21 January 2021- 2 min read
So far in this series we’ve talked about ways to manage and drive revenue by developing buyer personas (like Engineer Er...
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Revenue Performance Management: Repeat and Scale!

11 January 2021- 3 min read
In the other blogs in this series, we’ve gone over the steps in the Revenue Performance Management (RPM) cycle and given...
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