Salesforce

FEBRUARY 20, 2025

Just as AI agents now handle email triage and report generation, freeing knowledge workers for strategic thinking, robotics promises similar liberation in the physical realm. ABB has transformed decades of digital process automation expertise in manufacturing into the world’s most sophisticated industrial robots.

Hospitality 103

Hospitality Objectives and Key Results Healthcare Manufacturing 103

Martech

MARCH 19, 2025

Edwards Demings 14 principles transformed manufacturing by emphasizing quality, efficiency and continuous improvement. Stop depending on inspections In manufacturing, inspections dont improve qualitythey just identify failures after the fact. Andriana18, CC BY-SA 4.0 , via Wikimedia Commons W. Today, marketing faces its own shift.

Assembly Line 67

Assembly Line Manufacturing Campaign Education 67

Understanding the Sales Force

JANUARY 18, 2013

Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. Who are your formal and informal strategic partners? That's where our strategic calling partner comes in. There are so many more examples. Contact Henrik.

Strategic partnership 82

Strategic partnership Strategize Manufacturing Referrals 82

Search Engine Land

SEPTEMBER 10, 2024

This gives strategists the ability to actually strategize. Strategize proactively: Leverage AI-driven suggestions to optimize ad performance and boost conversions. Fueling the hyperlocal future The anticipated growth of new media channels offers forward-thinking advertisers a strategic edge.

Non-Profits 74

Non-Profits Real Estate Launch Campaign 74

Salesforce

FEBRUARY 19, 2025

This not only leads to a significant loss of productivity but also diverts resources from more strategic and high-value activities. When employees are freed from the tedium of tasks like tracking orders, they can redirect their efforts to more engaging, strategic work.

Manufacturing 59

Manufacturing Cross-sell Represent Inside sales 59

Partners in Excellence

DECEMBER 30, 2020

” Bill responded, “Our stuff is really important to their ability to manufacture their products. We’ve helped many of your manufacturing facilities improve the quality of products………” Mike interrupted Bill, “Bill thank you for those words. You have helped us in our manufacturing.

Sell 152

Sell Manufacturing Appointment Trust 152

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.

Manufacturing 61

Manufacturing Government Finance Sales 61

Tibor Shanto

OCTOBER 18, 2021

Holding an Engineer’s Diploma from the Swiss Federal Institute of Technology (equal to an MS in Engineering), he started out with a corporate career with telecom equipment manufacturers where he held positions such as: Product Manager, Business Manager, Director of Corporate Strategic Planning and COO of a joint venture start-up company.

Strategic planning 157

Strategic planning Manufacturing Consult Strategize 157

Salesforce

SEPTEMBER 16, 2024

The manufacturing industry is undergoing a significant transformation. In today’s digital and customer-centric world, manufacturers must evolve to remain competitive and drive growth. According to our research , almost all (97%) manufacturers are pursuing strategic changes to their service and aftermarket operations.

Manufacturing 52

Manufacturing Service Contact CRM 52

Miller Heiman Group

MARCH 22, 2019

For more than 50 years European manufacturers built their reputation on high quality—and then the tides turned. New competition from Asia and the Americas, higher production costs and requests for more personalization caused European manufacturers to reevaluate current practices. What European Manufacturing Sellers Need to Do.

Manufacturing 54

Manufacturing Up-sell Technology Technology 54

Miller Heiman Group

AUGUST 20, 2019

As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. 8 Strategies to Revive Manufacturing Sales. Get Sellers Buy-In.

Manufacturing 56

Manufacturing Technique CRM Sales 56

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Unfortunately, in large markets controlled by a small number of companies, such as automobile manufacturing or medical devices, this can be riddled with challenges. Mistake 2: Your Value Proposition Loses Its Relevancy.

Account management 69

Account management Strategize Manufacturing Closing 69

SaaStr

MAY 18, 2024

We went out and closed a $3m deal with our key manufacturing strategic partner. So: We went out and got our customers to agree to buy $6,000,000 from us. We went out and got our prototypes built — and shipped. All in those 11 days. With that … We convinced the VCs to come back to the table.

Manufacturing 120

Manufacturing Strategize Closing Start-ups 120

Miller Heiman Group

JULY 16, 2019

Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. The modern manufacturing buyer has changed.

Manufacturing 58

Manufacturing Engineering Government Technique 58

Sales Hacker

DECEMBER 3, 2021

Deciding which market will suit you best takes time and strategizing. Form strategic partnerships or joint ventures. Attempting to form a strategic partnership or joint venture with a complementary company is a great way to support both businesses, fostering collective growth. You may have some idea of where you want to expand.

Strategic partnership 120

Strategic partnership Profit margin Manufacturing Contract 120

The Advantexe Advisor

OCTOBER 1, 2024

I had the opportunity to spend some great time with one of our manufacturing clients at a General Manager Business Acumen training program in Shanghai last week. The purpose of the program was to develop their strategic leadership and business acumen skills further so that they could address another challenging year in 2025.

Manufacturing 104

Manufacturing Strategize Presentation Clients 104

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management? This is where Strategic Account Management (SAM) comes into play.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Martech

MAY 19, 2022

We spoke to Richardson and her colleague Russ Sharer, director of strategic sales excellence, about some lessons they’re teaching sales organizations, not least in their recently published book “Agile & Resilient: Sales Leadership for the New Normal.” ” The advice is good for marketing organizations too. .

Trust 117

Trust Customers Manufacturing Transportation 117

Spiro Technologies

JANUARY 23, 2024

But I would say that at the time I started, we were probably 80% to 85% ordering out of a catalog and 15% to 20% manufacturing and designing custom splice kits and solutions for electrical utilities. We realized that for us to really move the needle and grow our business, we needed to become more of a solutions-based manufacturer.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

Miller Heiman Group

SEPTEMBER 10, 2019

Even more telling is that only 39% of manufacturing organizations feel as though they have the talent to succeed in the future and just 20% assess why their top performers are successful. As the existing manufacturing sales force retires , more millennials enter a field that looks very different from what their mentors grew.

Manufacturing 50

Manufacturing Entertainment Sports Technique 50

Miller Heiman Group

AUGUST 6, 2019

Modern manufacturing sellers are no different. Let’s explore how manufacturing sellers switch buyers focus away from price by showcasing solutions that demonstrate value, emphasize the total cost of ownership and helping your stakeholders succeed. . As an example, many manufacturers experience consolidation in some form.If

Manufacturing 49

Manufacturing Price Territory Government 49

Partners in Excellence

FEBRUARY 23, 2022

We apply labels to different channel business models, for example distribution, VADs, VARs, Resellers, Manufacturer’s Reps, Integrators, even partners that handle ePurchases. Sometimes, a “strategic partner” may engage us to work on something with them. The dominant model has been a “sell through model.”

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

Search Engine Land

APRIL 15, 2024

Brands that can manufacture these mentions through strategic activations around UGC campaigns, influencer marketing and owned content can effectively develop their share of search. This can be manufactured to move people to a landing page as part of this discussion or conversation. Activating creator-led content. Leveraging UGC.

Manufacturing 99

Manufacturing Real Estate Strategize Territory 99

Veloxy

JUNE 21, 2022

These stakeholders can often include personnel from marketing, manufacturing, operations, and other departments that traditionally are not customer facing. If you’ve read our popular Strategic Five Report , you’ll recall that mismatched technology stacks can inhibit team selling. What is Team Selling? Review Sales Tech Stack.

Sell 189

Sell Inside sales Sports Cross-sell 189

TrackStreet

OCTOBER 30, 2024

MikMak and TrackStreet Ink Partnership Deal Delivering Unprecedented Profitability and Growth for Multichannel Brands Worldwide Strategic Partnership Combines Commerce Enablement and Analytics with Brand Protection for Accelerated Global Growth NEW YORK , Oct.

E-commerce 52

E-commerce Strategic partnership Retail Manufacturing 52

Sales Pop!

DECEMBER 15, 2023

We group our accounts into categories, like manufacturing and financial services. Discover, understand and strategize for their new traits and tendencies so that you may serve them well. Due to time, tide and turbulence, maybe you just didn’t care as much as you should have. In sales, we love to bundle.

Manufacturing 147

Manufacturing Clients Strategize Prospecting 147

Heinz Marketing

MAY 29, 2021

Many B2B organizations—especially those in manufacturing and industrial sectors—had not yet developed strategic road maps for investing in the likes of marketing automation and e-commerce, yet they found themselves propelled into a digital-first ecosystem to keep up with fast-changing market dynamics.

B2B 132

B2B E-commerce Customers Manufacturing 132

Martech

APRIL 11, 2024

Note: Demand creation does not mean manufacturing demand from scratch at a prospective client’s organization. Most of what manufacturers demand is internal.) This allows us to participate in strategic conversations about marketing objectives and how to find the best martech solutions for the job. Now, that’s a rare breed.

B2B 132

B2B Manufacturing Technology Technology 132

Sales Pop!

JANUARY 13, 2024

We assemble our accounts in vertical categories, like manufacturing and healthcare. Expand accounts, lastly, are your most strategic assets – current clients producing major revenues, profits and potential. But the real survival skill in selling is our ability to KARE. KARE……think about it. They are, in essence, your future.

Healthcare 147

Healthcare Represent Manufacturing Clients 147

Partners in Excellence

SEPTEMBER 10, 2012

They represent strategic priorities and initiatives for the organization and the organization needs to align resources and commitments to support the implementation and execution of these strategies. But then they discovered manufacturing! There are a number of strategies, the right one (s) can depend on a number of things.

Non-Profits 102

Non-Profits Manufacturing Cross-sell Education 102

Martech

SEPTEMBER 18, 2023

A: Outside of regulated industries, like schools, municipalities and government, the majority of organizations where we find the most need are manufacturing, production, construction and agriculture services. We’re looking at a big focus strategically as our target, our total addressable market in America.

Agriculture 121

Agriculture Territory Construction Manufacturing 121

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

GTM 113

GTM E-commerce B2B Profit margin 113

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

Partners in Excellence

OCTOBER 10, 2012

It’s titled Strategic Sales Presentations , written by my friend Jack Malcolm. The objective of a Strategic Sales Presentation is to achieve a goal. Or a manufacturing executive wanting approval for a new factory. Jack first started talking to me about writing this book over a year ago.

Presentation 101

Presentation Strategize Manufacturing Sales 101

Martech

NOVEMBER 9, 2023

Let’s explore an alternative approach where your specific requirements and sense for strategic trade-offs really matter. In addition, several strategic factors about vendors are equally, if not more, important than the product itself. They have also listed the following strategic factors important to them. Community strength.

X-functional 108

X-functional Strategize B2B Territory 108

Martech

AUGUST 22, 2023

How an industrial chemical pumps manufacturer modernized its go-to-market strategy Finish Thompson is a family-owned manufacturer of pumps for moving fluids — usually chemicals — founded in 1951 and based in Eerie, Pennsylvania. The company realized they needed to reposition themselves as a solution provider rather than a manufacturer.

B2B 97

B2B Process Manufacturing Customers 97

Martech

OCTOBER 3, 2023

It’s been just over a year since Komet USA, an American-based subsidiary of the German company that manufactures dental instruments, has been practicing agile marketing. There are three large strategic goals and sales strategies are attached to those. All other requests go in order of alignment with business goals.

Manufacturing 115

Manufacturing Finance Strategize Start-ups 115