Selling Without A Presentation

You may have heard the old saying “least said soonest mended”. This was a favourite saying of my Aunt Mary, a no nonsense Scot, who was the world’s greatest scone maker, amazingly hardheaded, and eminently practical. She had a few other sayings that were much more...

Getting In More Offices

Industrial marketing continues to undergo radical change. If you feel you have industrial marketing mastered in your company then give it a few months and you will soon find yourself baffled by the next thing. Once you are following the rules of the industrial...

Are Your Salespeople Going Too Far?

A simple way to increase the effectiveness of your industrial marketing is to make a company-wide commitment to bring value to every interaction you have with your prospects. This value must align with your strategy and position your company as knowledgeable,...

A Follow Up Method That Works

In my one question industrial marketing survey that asks my subscribers what they consider to be their single biggest industrial marketing challenge a subscriber recently wrote, “How to pitch a sale and follow up without sounding desperate.” As I am sure all of you...

Selling Success And Alignment

There are innumerable ways to total destroy the remotest chance of industrial marketing success. Uplifting thought, I would say. In this two part blog you will discover the critical importance of aligning every aspect of your selling process to improving your odds of...

Everything You Need To Know About Selling

If you want to power up your industrial marketing your salespeople need to have serious selling skills. While your manufacturing company may vary, I am often dismayed in my industrial marketing consulting work by how poorly the selling function is handled....