Partners in Excellence

JULY 2, 2013

We prep our sales people with training, information, case studies, data, teaching pitches. How do you get a sales person to call on a grizzled VP of manufacturing, a master of lean operations, and say, “There is a better way to run your manufacturing operations.” No one argues that. .

Sell 110

Sell Manufacturing Objectives and Key Results Appointment 110

Partners in Excellence

AUGUST 7, 2013

I used to sell process equipment and testing solutions to semiconductor manufacturers. Semiconductor manufacturing is one of the most complex manufacturing processes I have ever encountered (by the way, manufacturing Pampers diapers is also one of the most complex processes in manufacturing).

Customers 116

Customers Manufacturing Trust B2B 116

Highspot

FEBRUARY 20, 2025

This level of expertise allows well-trained reps to pivot on the fly, tailoring their pitch to different buyer needs. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. Industry-specific applications: Tailor your pitch to fit specific verticals or buyer personas.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Heinz Marketing

JANUARY 15, 2021

Sales calls should no longer be a sale pitch. Retail and manufacturing are very different, so don’t treat them the same way, even if your functionality serves them similarly. Personalized sales calls. Because it should be a personalized conversation addressing the potential buyer’s pain points and needs. My last tip.

Technique 138

Technique Prospecting Manufacturing Sales 138

Cerebral Selling

APRIL 20, 2020

In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. Consider these real-world sales outreach examples: “We are the first to design, manufacture and sell industrial plasma cutting solutions.

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

Partners in Excellence

MAY 17, 2021

We learn as programmers, engineers, financial, manufacturing, operations, HR and other functions, that if we are to communicate effectively with each other, we have to learn the languages, functions/processes of those that we are trying to communicate with. And we have a mismatch with so many of our customers.

Objectives and Key Results 143

Objectives and Key Results Technique Manufacturing Objection handling 143

Partners in Excellence

NOVEMBER 11, 2013

Whether it’s developing a new product, improving manufacturing, improving operational efficiency, improving market share, improving the top or bottom lines, or anything else. We look for customers to buy our products and services, we pitch everyone that will listen to us.

Manufacturing 107

Manufacturing Pitch Market share Service 107

Highspot

JULY 23, 2021

Overfamiliar, aggressive, awkward — we’ve all been on the receiving end of a terrible sales pitch from a pushy seller. But sales pitches are so much more than an uncomfortable phone call or an unwarranted email. How can you maximize the potential of your sales pitch? How do you make a sales pitch?

Pitch 52

Pitch Real Estate Sales Healthcare 52

Partners in Excellence

NOVEMBER 20, 2020

I get endless notes, trying to “engage me,” “I see you are in the manufacturing industry…” I’m not, though many of my clients are manufacturers. Sure, they look them up on LinkedIn, Facebook, or other social platforms, trying to find clues about how to have that first prospecting conversation.

Customers 108

Customers Manufacturing Cross-sell Pitch 108

Partners in Excellence

APRIL 12, 2023

Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

SEPTEMBER 15, 2022

My inbox is filled with emails with people pitching their products and services. Most are about products and services that are not applicable to our business—we don’t manufacture anything, so I’m really not interested in supply chain management solutions. But maybe even that is overthinking it.

Customers 103

Customers Manufacturing Pitch Promote 103

Partners in Excellence

JULY 5, 2013

” So much of the discussion around Challenger has been on providing Insight and the Teaching Pitch. Sales organizations have been investing a lot in preparing sales people to go out and challenge, providing pitches and decks the sales person uses to “teach the customer.”

Pitch 115

Pitch Sales Manufacturing Represent 115

Partners in Excellence

JUNE 19, 2013

They may be manufacturers, so they build things, and so on . The customer is doing this, all while holding down their day jobs. Their primary function is within an operation. Maybe they are engineers, so they design and develop products. Finally the customer may not be expert at solving problems–or at least these types of problem.

Manufacturing 121

Manufacturing Pitch Engineering Presentation 121

Martech

MAY 20, 2024

They see through the manufactured enthusiasm. Imagine advisory boards that foster expertise exchange, not captive sales pitches. Phase 2: Craft compelling content (Connect with emotion) [ ] Ditch the product pitch! Tactics devolve into transparent tricks, easily seen through by a jaded audience.

Drivers/motivators 122

Drivers/motivators Pitch Trust Manufacturing 122

Partners in Excellence

SEPTEMBER 16, 2020

” When the customer replies, our usual response is to start cherry picking what they say to start pitching our solutions. What Sales Can Learn From Lean Manufacturing Why's This Deal Keep Slipping? After-after-afterword: This approach is a great approach for leaders in coaching their people. Why Did This Happen?"

Manufacturing 129

Manufacturing Technology Technology Pitch 129

Partners in Excellence

MARCH 13, 2019

” We all know, at least I hope we do, that focusing on the customer, their issues/opportunities, and how we help them achieve their goals, is much more effective than pitching our products. ” Without customers, there’s no need for our products and services, there’s no need for manufacturing and development.

Product 121

Product Sell Territory Manufacturing 121

Partners in Excellence

NOVEMBER 15, 2013

When they are fortunate enough to have someone pick of up the phone, they launch into a pitch about the product. Too often, when all the sales person does is pitch their product and solution, it is left up to the customer to figure out “What can you do for me?”

Manufacturing 110

Manufacturing Pitch Up-sell Conversion 110

Partners in Excellence

APRIL 4, 2013

” There may be functional levels of insight, “Manufacturing/Engineering/Finance/HR/Sales/Marketing (pick one) executives are seeing these issues as critical to the performance of their organizations in the next 18 months. It’s not just a teaching pitch, it’s specific and actionable.

X-functional 115

X-functional Manufacturing Drivers/motivators Finance 115

Sales Hacker

MAY 24, 2020

Quick Pitch. Do you recall receiving an email from me regarding digital transformation in the manufacturing industry? Quick Pitch. The second part of a successful cold call is the quick sales pitch. Quick pitches are important. Let’s get started, shall we? How to Cold Call: The Framework for Success. Introduction.

Cold Call 126

Cold Call Objectives and Key Results Pitch Contact 126

Highspot

NOVEMBER 2, 2022

Customer growth within the Manufacturing (41 percent increase), Media (45 percent increase) and Professional Services (44 percent increase) industries. Adoption within industries such as Consumer Packaged Goods and Healthcare with increases in customers by 67 percent and 64 percent, respectively. Doubled revenue across the U.K.,

Growth 98

Growth Product Customers Healthcare 98

Pointclear

JANUARY 24, 2012

Manufacturing firms don't watch YouTube! We don't pitch our services to GE or Boeing. We pitch them to Gloria or Bob. Because it's true: Manufacturing firms don't watch YouTube. What is a business-to-business marketer to do with all that? Logistics companies aren't on Twitter. People are. You're a P2P marketer.

B2B 76

B2B Manufacturing Pitch Prospecting 76

Veloxy

APRIL 12, 2023

This will help you tailor your sales pitch to their specific needs and provide them with the information they need to make an informed decision. Many solar panel manufacturers have created sleek, low-profile panels that are designed to blend in with the roof rather than stand out. Showcase the design of the panels themselves.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Hubspot

JULY 11, 2018

They do this by using their power of purchasing to support positive change, keep their manufacturing footprint small and responsible, give back to local communities, and make delicious ice cream. They run a signature bootcamp aimed at educating female investors and also offer a pitch summit for entrepreneurs seeking funding.

Non-Profits 99

Non-Profits Manufacturing Healthcare Drivers/motivators 99

Salesforce

NOVEMBER 29, 2023

They may have customers who prefer buying through a channel (for example, a third-party retail store), while other customers might prefer buying from the manufacturer. Dealers serve as an intermediary between customers and the manufacturer. Car manufacturers sell through dealerships. Channel sales types Affiliates. Distributors.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

JULY 9, 2012

We know customers don’t want a pitch, but want to be engaged in a conversation. ” “I don’t want to be a gatekeeper, I want you to work with our engineers and manufacturing people. ” It’s really one of the best questions I’ve heard in a long time. Selling is really about common sense.

Manufacturing 108

Manufacturing Price Pitch Technique 108

Cerebral Selling

OCTOBER 5, 2020

Now imagine, you’re a food manufacturing giant, Kraft. Why Hidden Enemies Transcend Regular Pitches. Now, just for a moment, close your eyes and picture what a jar of hazelnut spread looks like. Chances are you pictured this: Classic Nutella, sold and loved around the world.

Drivers/motivators 130

Drivers/motivators Entertainment Manufacturing High impact 130

Partners in Excellence

OCTOBER 26, 2012

” Basically, the pitch was, “what’s it take to keep you?” Top performing organizations recognize it’s their people that create the real differentiation and the most sustainable advantage. But that’s not the real story. The CEO took on the mission of “retaining him.”

Manufacturing 116

Manufacturing Finance Promote Pitch 116

Partners in Excellence

JUNE 18, 2014

This doesn’t mean wandering around an organization, pitching everyone that you see. It can go on to wandering around a manufacturing floor, watching the work flow in an administrative operation, sitting at someone’s desk looking at how they work. As with MBWA, SBWA is really about observing, discovering, and learning.

Sell 110

Sell Construction Manufacturing Education 110

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. If you sell financial management systems, it’s useless to talk to your customers about shifts in manufacturing technologies that are impacting them. Proudly, you tell your manager you are prospecting like crazy.

Prospecting 107

Prospecting Pitch Appointment Campaign 107

Salesforce

SEPTEMBER 21, 2021

When you think B2B sales, you probably imagine folks getting on an airplane every day, knocking on doors, trying to get someone to listen to their pitch. You ring up a bag of chips at the gas station, and the manufacturer may never actually know when that happened, how that happened, or in which location it happened. Probably not.”.

B2B 96

B2B Territory Manufacturing Sales 96

PandaDoc

MARCH 25, 2025

Manufacturing : Simplifies complex product configurations, ensuring accurate quotes and reducing production delays. To navigate these challenges effectively, sales teams must focus on relationship-building, patience, and problem-solving rather than just product pitching.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

FEBRUARY 16, 2022

A sales hook is the same thing as a sales pitch. Essentially, a sales hook (or pitch) is a condensed sales presentation that gets the conversation started regarding what your business is, as well as your product or services' main benefits. For instance, let's say you're pitching a social media tool. What is a sales hook?

E-commerce 92

E-commerce Pitch Sales Prospecting 92

Hubspot

JULY 20, 2020

In direct sales, manufacturers forego those channels in favor of directly distributing products to direct sales companies. This brand of direct sales can be conducted through mediums like in-person pitches, over the phone, via catalogs, or online. It often has a fairly straightforward commission structure. Party-Plan or Host Selling.

Commission 96

Commission Appointment Pitch Sales 96

Hubspot

SEPTEMBER 24, 2018

The good news is the problems today’s modern sales organizations face are very similar to the problems manufacturers faced in the 1980s. Using those manufacturing lessons as inspiration, we’ve been working with sales and marketing teams to reverse this trend. Create a clearly defined service-level agreement (SLA).

Product 100

Product Objectives and Key Results Manufacturing Sales 100

Partners in Excellence

MAY 17, 2012

Imagine a web based conversation, “Our manufacturing process really sucks, we have too much scrap, bad quality, and poor customer satisfaction and are looking to reduce those problems…in your experience, what are the best solutions to that? Sure, we deserve much of the criticism that is leveled at marketing and sales.

Customers 108

Customers Manufacturing Government Gaming 108

Partners in Excellence

JANUARY 23, 2015

Managers and people who know what they should be doing, who’ve been involved in sales training, who are using the best tools, who know we can’t be pitching, that we have to understand our customer problems, that we have to be prepared, knowledgeable… But too many sales people are too busy or too lazy to do this.

Commission 117

Commission Profit margin Quota Sales 117

Women Sales Pros

APRIL 19, 2019

Examples are calculators, assessments, ROI calculators and other comparison tools Train your sellers to have interactive, collaborative discussions rather than pitches Trend 4 – Adjust for Millennial Sellers Millennials are the first generation of digital natives and we must consider how that changes the way we onboard, train and coach.

Inside sales 129

Inside sales Outside Sales Quota Sales 129