By now, hopefully, we’ve all stopped writing “2015” on everything.Thenew year is going strong, winter’s finally arrived, and we’re probably all working hard to use what we learned last year.Here’s what I learned – tools can make or break you in the B2B space....
Data migration isn’t something to be taken lightly. Let’s stop here. What do I mean exactly by data migration? It’s the process of moving data from one location to another. In some cases this may also involve combining two different databases or data sources...
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 us has all the pie...
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, your clients and how you...
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 referrals from your excellent word-of-mouth...
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 to help guide you so...
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 month? It occurred to me...
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 a great opportunity to share...
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,...
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...