How To Increase Sales Productivity

In many manufacturing companies it’s not unusual for a single salesperson to make a salary of $50,000 to $100,000 plus auto, benefits, and the possibility of extra commission or bonus income. Because salespeople are the engine that fulfills the demand created by your...

Manufacturing Webinars and Purpose

As an industrial marketing consultant I am highly confident that you, like most of my industrial marketing consulting clients, are aware of the importance of content marketing. I’m also certain you know the online world is exploding with content of all types. Tip...

How To Follow Up A Trade Show

As any industrial marketing professional knows, trade shows are not getting any less expensive. Between the exhibit and travel costs your budget can quickly balloon to truly astronomical proportions. So in today’s all things digital and social selling world is there...

Why Your Lead Generation Is Failing

Whether you prefer to use the funnel or the waterfall as a way of depicting your business development process the fact is if nothing comes in at the top (leads), then nothing comes out at the bottom (customers). As I’m sure you know, effective lead generation is the...

The Industrial Purchasing Decision

There is a major stumbling block that stops the industrial purchasing decision dead in its tracks. As always, ignoring the problem won’t make it go away. If your goal is to convert more prospects into customers you need to help them overcome their aversion to...