Industrial Growth Institute

Episode 36 - Samantha Gadenne on Optimizing Partnership Marketing and Sales for Industrial Companies

Episode 36 - Partnership marketing and sales secrets and real-world lessons learned from Samantha Gadenne on the Industrial Growth Insitute Podcast
Summary
Samantha Gadenne, Director of Portfolio Development at EIT Food, joins the podcast to talk about her experience implementing partnerships in the agri-food industry.
Samantha shares her insights and experiences in building successful partnerships and highlights the importance of:
being open, curious, and asking questions
set clear expectations, determine the mutual benefits for both parties, and establish a partnership framework
cultural differences in partnership approaches between Europe and the US
She explains that partnerships are a long-term investment that can expand resources and open doors to new markets and technologies. It is important to be intentional and proactive in building partnerships, rather than relying on passive collaboration.
Success in partnerships requires clear communication, regular meetings, and problem-solving. It is crucial to set expectations and address issues such as intellectual property and exclusivity early on.
Companies should allocate sufficient time and resources to partnerships, understanding that it may take time to see concrete results. She recommends starting with someone within the sales or marketing team who has a propensity for partnerships. Cultivating each other's audiences can be achieved through cross-posting, articles, newsletters, and trade shows. It is important to think outside the box and be open to partnerships with companies in different industries.
Takeaways
Partnerships in industry require being open, curious, and asking questions.
Setting clear expectations and determining mutual benefits are crucial for successful partnerships.
Pilot projects can help flesh out expectations and demonstrate the value of partnerships. Partnerships are a long-term investment that can expand resources and open doors to new markets and technologies.
Success in partnerships requires clear communication, regular meetings, and problem-solving.
It is important to set expectations and address issues such as intellectual property and exclusivity early on.
The success of partnerships can be measured through various metrics, such as the number of clients, engagements, or revenue generated.
Companies should allocate sufficient time and resources to partnerships, understanding that it may take time to see concrete results.
Cultivating each other's audiences can be achieved through cross-posting, articles, newsletters, and trade shows.
Getting started with partnerships involves thinking outside the box, exploring opportunities with current customers, and having someone in the company who is passionate about partnerships.
Takeaway Quotes from Samantha Gadenne
"Partnerships today are going more in-depth and broader across organizations."
"Money talks. Show how the partnership can open up new markets and access new technologies."
Check out Samantha's website
LinkedIn: Samantha Gadenne and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube:  @EdMarsh
Show Transcript 
Chapters
00:00 Introduction and Background 03:01 The Journey of Implementing Partnerships 09:43 Insights into Middle Market Industrial Manufacturing 11:13 Understanding the Food Supply Chain and Agriculture 14:14 The Evolution of Partnerships and Preconceptions 16:08 Moving Beyond Indirect Sales Channels 20:27 Sharing Information and Creating Business Value 23:00 Finding the Right Partners and Ideal Partner Profile 25:41 Cultural Differences in Partnership Approaches 30:12 Key Elements of Effective Partnerships 32:02 Fleshing Out Expectations and Gaining Management Buy-In 34:04 Successes and Failures in Partnership Execution 35:39 Knowing When to Pull the Plug on a Partnership 37:32 Building Visibility and Showcasing Technology 39:14 Active Engagement and Communication in Partnerships 41:19 Addressing Intellectual Property and Exclusivity 45:15 Measuring Partnership Success with Metrics 49:16 Partnerships in Tech vs. Manufacturing 56:22 Staffing for Partnerships: Sales or Marketing 59:36 Resources for Learning about Partnerships
 
Partnerships are an important part of a nearbound marketing and sales approach to build trust and reach buyers in a Zero Click world. Learn more here.
 
#PartnershipMarketing #PartnershipSales #Partnerships #SalesChannel #MarketingPartnershipStrategy #PartnershipMarketingExplained #WhatIsPartnershipMarketing #PartnershipMarketingStrategies #StrategiesForSalesAndMarketingPartnership

Episode 35 - Patrick Hayes on College Football, Business Growth Culture, Peace Corps and Talent Management

Episode 35 - Talent management and strategy: Turn your growth culture into a business driver. Patrick Hayes on the Industrial Growth Insitute Podcast
Summary
In this episode of the Industrial Growth Institute podcast, Ed Marsh chats with Patrick Hayes, the founder of Mukala Partners, about talent growth, leadership development and the importance of focusing on people and building effective teams in order to drive organizational success.
Patrick shares his experiences as an NCAA team captain and college football coach, lessons learned during his time in the Peace Corps and insights from working in private equity. He highlights the need for understanding and adapting to different cultures and leadership styles.
They also explore:
the role of assessments and team development programs in improving individual and team performance
the importance of talent management and team effectiveness in organizations
need for leaders to understand their own strengths and weaknesses
how to create a culture of transparency and accountability.
Hayes also highlights the value of assessments in gaining insights into individuals and teams, but cautions against relying solely on assessments for hiring or firing decisions. He recommends continuous learning and personal development as key to leadership growth and success.
Takeaways
Building a resilient and successful organization requires a talent strategy that focuses on people and building effective teams.
Understanding and adapting to different cultures and leadership styles is crucial for driving talent growth and organizational success.
Assessments and team development programs can help improve individual and team performance.
Strong partnerships between HR leaders, CEOs, and external advisors are important for driving talent growth and leadership development.
Understanding your own strengths and weaknesses is crucial for effective leadership.
Creating a culture of transparency and accountability is essential for team success.
Assessments can provide valuable insights into individuals and teams, but should not be the sole basis for hiring or firing decisions.
Continuous learning and personal development are key to leadership growth and success.
Takeaway Quotes from Patrick Hayes
"In fact, a lot of times it's hard. There's very little to gain, in my experience, from obfuscating what you're feeling or what you think about a particular situation. Generally speaking, it's better to air it out."
"Building culture and collaboration and excellence across an organization doesn't just happen by accident."
Check out Patrick's website
LinkedIn: Patrick Hayes and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube:  @EdMarsh
Show Transcript 
Chapters
00:00 Building culture and collaboration 08:38 The story of Trent 10:46 The importance of listening and understanding 18:38 The difference between managers and leaders 21:33 The changing landscape of content 25:21 The challenge of communication 27:41 Talent growth in family-owned businesses 32:30 From leader to manager 38:13 The influence of Bridgewater Associates 41:07 Understanding Self and Others 42:31 Transparency and Accountability 45:19 Creating a Culture of Trust 50:11 Understanding Motivations and Learning Agility 58:40 Clarity and Continuous Learning 01:02:47 Assessments and Decision-Making 01:04:39 Accountability and Difficult Decisions 01:09:24 Working with Boards 01:14:30 Key Takeaways
 
Wondering about sales team culture and effectiveness? Learn about Quality Of Sales and understanding root causes of sales team underperformance..
 
#TalentManagement #TalentStrategy #GrowthCulture #TalentReview #Accountability #TalentManagementProcess #TalentManagementBestPractices #LeadershipDevelopment #Coaching #PerformanceManagement #HumanResourceManagement #effectiveteams

Episode 34 - Chris Dunn on Trade Show Strategies in a Digital Buyer World

Episode 34 - Trade Show Strategies from Chris Dunn, an industry veteran
Summary
Ed Marsh and Chris Dunn, the VP of Sales and Business Development of Blue Hive Exhibits discuss the trade show industry and the misconception that trade shows are dying. Chris emphasizes the importance of face-to-face interactions and the need for human connection and highlights common mistakes companies make when planning for trade shows.
Chris shares insights on optimizing trade show outcomes, including using technology, experiential activations, and targeted messaging. They also discuss the challenges of lead collection and handoff and the changing behaviors of trade show attendees.
Chris dives deep into the importance of creativity and differentiation and emphasizes the need for choreographed online experiences that engage virtual attendees as much as in-person participants. He also highlights the value of creating on-floor content and using trade shows as a platform for content creation.
Chris touches on the use of augmented reality (AR) and virtual reality (VR) in trade show displays and the importance of lighting and display design, as well as the integration of digital technology into trade show booths, such as QR codes and meeting scheduling links.
Effective lead follow-up is critical to success. Chris concludes by encouraging companies to think creatively and take risks to stand out in the trade show industry.
Takeaways
Trade shows are not dying; face-to-face interactions and human connection are still important in the digital age.
Technology, experiential activations, and targeted messaging can enhance the trade show experience and make companies more memorable.
Lead collection and handoff should be strategic and focused on capturing relevant information to facilitate effective follow-up.
Trade show attendees are more focused and selective, attending with specific goals and seeking solutions to their challenges.
Creating choreographed online experiences that engage virtual attendees is crucial for successful hybrid events.
Trade shows can be used as a platform for content creation, including on-floor content that can be shared during and after the event.
Lighting is often overlooked in display design, but it plays a significant role in attracting and engaging attendees.
Integrating digital technology into trade show booths, such as QR codes and meeting scheduling links, can enhance the attendee experience.
Effective lead follow-up is crucial for maximizing the value of trade show leads.
Bringing a diverse team to trade shows, including representatives from different departments, can provide a more comprehensive and engaging experience for attendees.
Creativity and differentiation are key to effective trade show strategies.
Takeaway Quote from Chris Dunn
"Most companies don't plan enough for trade shows."
Check out Chris' website
LinkedIn: Chris Dunn and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: @BlueHive and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction and Overview of Trade Shows 08:32 Chris Dunn's Journey in the Trade Show Industry 10:16 Common Misunderstandings about Trade Shows 13:44 Effectiveness of Trade Shows for Lead Generation 18:19 Creating Memorable Experiences and Effective Sales Interactions 29:43 Changes in Buyer Behaviors and Strategies for Success 35:44 Deciding on the Right Trade Shows and Managing Budgets 42:23 The Future of Virtual Conferences and Hybrid Events 44:54 The Role of Content Creation in Trade Shows 47:32 The Timing and Frequency of Trade Shows 53:27 Creating an Engaging and Comfortable Booth Space 55:09 The Power of LinkedIn in Networking and Lead Generation 01:03:31 Integrating Digital Technology into Trade Show Booths 01:05:48 Maximizing the Value of Trade Show Leads 01:08:37 The Power of Creativity and Differentiation in Trade Shows 01:13:01 The Future of Display Design: NFC Technology
 
Wondering how trade shows fit into an integrated revenue growth strategy? Check out Overall Revenue Effectiveness.
 
#TradeShowStrategies #IndustrialTradeShows #TradeShowMarketing #TradeShowLeadGeneration #TradeShowMarketingStrategy #TradeShowPlanning #TradeShowExhibitorTips #DemandGeneration #IndustrialMarketing #ManufacturingMarketing #MarketingForManufacturers #TradeShowBoothIdeas #IndustrialTradeShow #IndustrialSales #B2BSales #TradeShowSales #TradeShowTips #TradeShowTipsForExhibitors #TradeShowBooth

Episode 33 - Matt & Jack Watson on Digital and Social Media to Attract Manufacturing Talent (and Prospects)

Episode 33 - HFW Industries G3 & G4 Discuss Digital and Social Media Tools to Help Attract Manufacturing Talent and Customers
Summary
HFW Industries is a fourth-generation family business that manufactures and reconditions industrial equipment. They specialize in surface treatment enhancements for industries such as chemical processing and energy.
The company has embraced social media, particularly LinkedIn and Instagram, as part of their marketing strategy. They use these platforms to showcase their work, engage with customers, and attract potential employees.
The management team, including second, third and fourth generations, discusses strategy and makes decisions together. They prioritize quality over quantity in their social media posts and aim to create a positive brand image.
In this conversation, Jack and his father discuss:
the importance of creating an attractive work environment
the changing demands of the workforce
the challenges they face in finding and retaining skilled employees.
They also share their experiences with social media and how it has helped them connect with other businesses and potential customers. They emphasize the value of in-person interactions and the need for companies to adapt to new technologies and marketing strategies.
Finally, they share how content has helped them build trust with customers and the role of content and social media in showcasing their expertise and solutions.
Takeaways
Family businesses in the industrial manufacturing sector face unique challenges when it comes to ownership transitions and adapting to changing business norms.
HFW, Incorporated has successfully embraced social media, particularly LinkedIn and Instagram, as part of their marketing strategy to showcase their work, engage with customers, and attract potential employees.
The company prioritizes quality over quantity in their social media posts and aims to create a positive brand image.
The management team, including both the second and fourth generations, discusses strategy and makes decisions together, emphasizing the importance of collaboration and a shared vision. Creating an attractive work environment is important for attracting and retaining skilled employees.
The demands of the workforce have changed, and companies need to earn the respect and trust of their employees.
Sales is a crucial aspect of the business and requires a deliberate and focused approach.
Social media can be a powerful tool for connecting with other businesses and potential customers.
In-person interactions are still valuable and can help build trust with customers.
Companies need to adapt to new technologies and marketing strategies to stay competitive.
Building trust with customers is essential, and content and social media can help showcase expertise and solutions.
Takeaway Quote from Matt & Jack Watson
"Arc thrives on problems and invites companies to bring their problems to challenge them."
Check out HFW Industries' website
LinkedIn: Matt Watson , Jack Watson, and Ed Marsh
Twitter: HFW Industries and Ed Marsh
Instagram: HFW Industries and Ed Marsh
YouTube: @HFWIndustries and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction and Overview 02:01 HFW Industries: Manufacturing and Reconditioning Industrial Equipment 08:26 Transitioning from Printing to Chemical Processing and Power Generation 13:27 Harnessing the Power of LinkedIn in the Manufacturing Industry 20:13 Engaging with Followers and Building Connections on Social Media 25:59 Emphasizing Quality and Cleanliness in Operations 31:42 Collaborative Strategy and Decision-Making at HFW Industries 35:32 Creating an Attractive Work Environment 38:30 The Importance of Sales 41:47 Balancing Work and Family 48:03 Using Social Media to Connect with Customers 52:16 Content Creation and Scheduling 55:03 The Challenges of Sales 58:24 The Value of In-Person Interactions 01:06:28 Getting Started with Content and Social Media 01:09:20 Targeting Specific Industries
 
Wondering how industrial marketing strategy, tactics and sales fit together? Check out my Overall Revenue Effectiveness Framework - free diagnostic download
 
#SocialMedia #MachineShopLife #ManufacturingHiring #industrialmarketing #Instagram #LinkedIn #DigitalMarketing #HFWIndustries #MachineShop

Episode 32 - Jared Dillian on the Discipline of Authentic Content Creation and Building a Writing Habit

Episode 32 - Jared Dillian on the Discipline of Authentic Content Creation and Building a Writing Habit
Summary
In this episode, Ed Marsh interviews Jared Dillian, a multifaceted content creator and financial expert.
They discuss Jared's extensive background, including his work as a trader, author, and educator. The conversation delves into the importance of accountability, the art of content creation, and the role of authenticity in writing. Jared shares insights on mental health in the finance world, the challenges of risk aversion in business, and the significance of daily writing discipline. He also offers advice for aspiring content creators and reflects on the value veterans bring to the business landscape.
Jared's insights are important for B2B executives who struggle with creating content. Jared is a Coast Guard Veteran and an ETF trader from Lehmen Brothers - he's not an English or Journalism major. But he has built an incredible creative content creation muscle across music and multiple genres of writing.
In fact Jared notes that he is the first person to to publish across his first five books:
memoir
novel
essay collection
trade non-fiction
short story collection
In our conversation, he covers mental health, nicotine and creativity, the value of veterans in business, how to build a consistent writing habit, and more.
Takeaways
Jared Dillian has a diverse background in finance and writing.
Daily content creation requires discipline and a structured routine.
Authenticity in writing fosters a deeper connection with readers.
Mental health awareness is crucial in high-pressure industries like finance.
Boredom can lead to complacency and missed opportunities.
Taking risks is essential for standing out in a crowded market.
The 'Awesome Portfolio' concept emphasizes diversification in investments.
Self-publishing allows for creative freedom and expression.
Writing serves as a therapeutic outlet for stress management.
Veterans bring valuable skills and accountability to the business world.
Takeaway Quotes from Jared Dillian
"I'm a newspaper man. I have a daily deadline."
"Boredom is one of the worst things in the world."
"You are not in charge of what other people think of you."
Check out Jared's website
Daily Dirtnap
Jared's Progressive House Mixes
Jared on Amazon
LinkedIn: Jared Dillian and Ed Marsh
Twitter: Jared Dillian and Ed Marsh
Instagram: Ed Marsh
YouTube: @TheJaredDillianShow and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Jared Dillian 02:53 Jared's Daily Routine and Workload 06:49 Understanding Armington Capital 09:00 Accountability and Personal Development 12:03 The Art of Content Creation 15:29 Authenticity in Writing 18:51 The Role of Nicotine in Creativity 20:04 Impact of Financial Writing 22:14 Challenging Financial Wisdom 25:25 Mental Health in Finance 27:41 Finding Happiness and Contentment 30:48 Managing Boredom in Business 33:28 Risk Aversion in Business 36:57 The Importance of Taking Risks 39:01 Navigating Content Creation Challenges 42:47 Understanding Market Sentiment 45:39 Filtering Meaningful Data 48:16 The Discipline of Daily Writing 51:01 Balancing Stress and Creativity 53:20 Exploring Short Story Writing 54:50 The Awesome Portfolio Concept 57:35 Self-Publishing and Creative Literature 01:00:28 Future Economic Predictions 01:03:30 The Value of Veterans in Business 01:05:27 Persistence vs. Sunk Costs 01:07:59 Advice for Aspiring Content Creators
 
Learn more about content creation for industrial manufacturers here and here.
 
www.EdMarshConsulting.com
 
#JaredDillian #ContentCreation #FinancialWriting #MentalHealth, #Accountability #RiskManagement #PersonalFinance #Creativity #VeteransInBusiness #EconomicPredictions #ContentMarketing #DailyWritingHabit #HowToStartWriting #writersblock #DigitalMarketing #InboundMarketing #Blogging  #MentalHealth #StressManagement

Episode 31 - Al Rosenbaum on Messaging, Sales Playbooks and Unique Value Propositions

Episode 31 - Al Rosenbaum on Messaging, Sales Playbooks, and Unique Value Propositions
Summary
Ed Marsh and Al Rosenbaum discuss the changing landscape of sales training and the challenges faced by sales professionals today. Topics include the importance of understanding the buyer's perspective, focusing on value proposition, and tying the product to business outcomes. They also touch on the increasing difficulty of sales, the impact of the internet and technology, and the need for effective sales training.
Al highlights the importance of salespeople having the right belief systems and the role of sales training in improving sales effectiveness.
The conversation takes a deep dive into sales training and why it's so often overlooked in today's market. Insights include:
many CEOs expecting salespeople to already know how to sell
sales is a discipline that requires constant learning and improvement
the customer's environment has become more complex, requiring salespeople to be experts not only in their product but also in how it impacts other technologies and processes
training, coaching, role-playing, motivating, and mentoring are all important aspects of sales development, each serving a different purpose
frontline sales leader is the most critical role in a sales organization, responsible for training, coaching, and developing the sales team
sales methodologies should be tailored to the specific role and industry, as not all salespeople are suited for every type of sale
sales professionals must prioritize their health and well-being to perform at their best, and exercise and preparation are key components of managing stress and staying focused.
Al shares his thoughts on the BDR model, suggesting that when done right, it can be effective in generating leads and freeing up sales reps to focus on closing deals. But it requires nurturing and supporting BDRs. Al emphasises the role of messaging in sales, the cost of ineffective conversations, the need for a clear value proposition and the importance of understanding the customer's perspective.
He also shares thoughts on finding a sales trainer, developing effective work patterns, and creating an environment for sales success.
Takeaways
Sales training has evolved significantly over the years, and many companies are struggling to adapt to the changing landscape.
Understanding the buyer's perspective and focusing on the value proposition are crucial in today's sales environment.
Salespeople need to tie their product to business outcomes and address the specific needs of the CEO or decision-maker.
The internet and technology have made sales more challenging, with increased competition and a wider range of options for buyers.
Effective sales training is essential for improving sales effectiveness and helping salespeople overcome obstacles and achieve success. Sales is a discipline that requires constant learning and improvement.
The customer's environment has become more complex, requiring salespeople to be experts in their product and its impact on other technologies and processes.
Training, coaching, role-playing, motivating, and mentoring are all important aspects of sales development.
The frontline sales leader is the most critical role in a sales organization, responsible for training, coaching, and developing the sales team.
Sales methodologies should be tailored to the specific role and industry.
Sales professionals must prioritize their health and well-being to perform at their best, and exercise and preparation are key components of managing stress and staying focused.
The BDR model, when done right, can be effective in generating leads and freeing up sales reps to focus on closing deals. BDRs require more nurturing and encouragement due to the nature of their role
A clear value proposition and effective messaging are crucial in sales
Understanding the customer's perspective is key to successful conversations
When looking for a sales trainer, find someone who can tailor their approach to your specific product and market
Top performers prioritize prospecting and schedule dedicated time for it
Creating an environment for sales success requires an undeniable value proposition and constant reflection and adaptation
Takeaway Quotes from Al Rosenbaum
"The sales team really needs to know how to have the right conversation around their value proposition"
"You sound like a marketer who's trapped in a salesperson's body"
"Sales is a discipline like every other discipline."
"The customer's environment is so much more complex."
"Training, coaching, role-playing, motivating, and mentoring are all separate but connected."
LinkedIn: Al Rosenbaum and Ed Marsh
Twitter:  Ed Marsh
Instagram:  Ed Marsh
YouTube:  @EdMarsh
Show Transcript 
Chapters
00:00 Introduction and Setting the Context
02:58 The Changing Landscape of Sales Training
11:16 Understanding the Buyer's Perspective and Value Proposition
18:14 The Increasing Difficulty of Sales in the Digital Age
23:48 The Role of Belief Systems in Sales Effectiveness
28:37 The Importance of Effective Sales Training
31:15 Adapting to the Complex Customer Environment
36:18 The Critical Role of the Frontline Sales Leader
39:12 Tailoring Sales Methodologies to the Role and Industry
45:05 Prioritizing Health and Well-being for Sales Success
52:31 The Effectiveness of the BDR Model in Lead Generation
54:23 Nurturing and Supporting BDRs
57:05 The Cost of Ineffective Conversations
01:04:27 Developing Effective Work Patterns
01:09:04 Creating an Environment for Sales Success
 
Wondering about the difference between sales process, sales methodology, sales playbooks and other terms? Check out this video. 
 
#SalesMessaging #ValueProposition #UniqueSellingPoint #SalesTraining #SalesCoaching #Prospecting #ComplexSales #B2BSales #SalesManagement #SalesCoaching

Episode 30 - Amy Franko on Building an Effective Sales Strategy

Episode 30 - Amy Franko on Turning Sales Strategy Into Profit, Women in Sales, Board Governance over Sales and more
Summary
In this conversation, Ed Marsh interviews Amy Franko, a sales strategist and author, about sales strategy and the role of sales in organizations.
They discuss topics such as leadership, accountability, sales training, and the importance of sales in corporate strategy. Amy emphasizes the need for sales talent on boards and the importance of continuous recruiting.
She also shares insights on:
challenges and opportunities in selling technology and industrial products
sales strategy and its impact on business growth
the importance of board governance
need for a board skills matrix and continuous recruiting to ensure the board has the right talent.
Amy also shares her approach to building a strong board, including setting a vision, investing time and resources strategically, and introducing more strategic talent. She highlights the value of including junior people on the board as a talent incubator and implementing a board buddy system for onboarding new members.
Amy also touches on her support for women in business and sales, the importance of sales and marketing integration, and the role of sales ops and sales enablement in optimizing sales teams.
Takeaways
Sales strategy is a critical component of corporate strategy and involves defining growth markets, target industries, and ideal clients.
Boards should have members with contemporary sales insights to ask probing questions and provide oversight on sales strategy and execution.
Continuous recruiting is important to find and nurture top sales talent, and companies should have efficient recruiting processes in place.
Selling technology and industrial products have their own unique challenges, such as talent acquisition, complex sales, and balancing transactional and custom sales.
Sales talent is crucial for long-term success, and companies should invest in talent development and create structures to support sales professionals.
Understanding the lifetime value of a customer is essential for effective sales strategy and decision-making.
Sales leaders should be involved in board-level discussions to provide insights on market opportunities, risks, and the impact of sales on business growth. Implement a board skills matrix and continuous recruiting to ensure the board has the right talent
Set a vision for the board and invest time and resources strategically
Include junior people on the board as a talent incubator
Implement a board buddy system for onboarding new members
Support women in business and sales
Integrate sales and marketing strategies
Consider the role of sales ops and sales enablement in optimizing sales teams
Takeaway Quote from Amy Franko
"Sales strategy contains the categories for growth, target industries, and clients."
Check out Amy's website
LinkedIn: Amy Franko and Ed Marsh
Twitter: Amy Franko and Ed Marsh
Instagram: Amy Franko and Ed Marsh
YouTube: @AmyFranko and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction and Background 03:21 The Role of Sales Strategy in Corporate Growth 05:50 The Importance of Sales Talent on Boards 19:42 Continuous Recruiting for Top Sales Talent 23:06 Challenges and Opportunities in Selling Technology 31:23 Navigating Complex Sales in Industrial Markets 39:43 Discovering the Board Governance Function 42:59 Building a Strong Board 48:27 Supporting Women in Business and Sales 51:25 Balancing Work and Wellness 55:30 Integrating Sales and Marketing Strategies 59:07 The Role of Sales Ops 01:04:47 Exploring the BDR Model 01:08:13 Understanding Financials in Sales 01:10:18 The Future of Sales Optimization
 
Wondering how board governance, sales strategy, sales training and other pieces all fit together in an integrated and engineered system for revenue growth? Check out this free downloadable diagnostic to identify opportunities using the Overall Revenue Effectiveness™ Framework.
 
#SalesStrategy #StrategicSales #StrategicSelling #SalesTraining #SalesManagement #SalesCoaching #SalesGrowth #WomenInSales #SalesOnBoards #independentdirectors #boardstrategy #boardofdirectors #boarddiversity #GirlScouts #Governance #BoardGovernance #boardoversight

Episode 29 - Dan Allford & Johnny Tyler on Industrial Video Marketing and LinkedIn

Episode 29 - Industrial Marketing Strategy Texas Style! ARC Specialties Dann Allford and Johnny Tyler discuss how to STOP Wasting Time on Industrial Marketing Strategies That Fail
Summary
Just Get it Done!
TEXAS Sized industrial marketing built on engaging video content on YouTube and LinkedIn.
Dan & Johnny emphasize the importance of authenticity and passion in their videos, and they believe that reaching the right audience is more important than the number of views.
The duo also discuss:
the value of experimentation and the willingness to make mistakes in their content creation
blending technical information and human interest stories with opinion
the power of partnerships and giving credit where it's due
value of LinkedIn and video content to build awareness and trust with their audience
the power of informative and engaging videos that showcase their expertise in industrial automation
how knowledge sharing attracts both vendors and end users, creating a strong network of potential customers.
Dan discusses how their sales team is persistent and patient, willing to invest time in potential opportunities even if they are not immediately qualified. Johnny Tyler, translates Dan's ideas with editing and producing videos, ensuring they are cohesive and visually appealing.
The pair find that building awareness and trust is better than direct lead generation. Dan speaks at industry events to establish thought leadership. Both agree on the importance of consistency in content creation and encourage companies to just start creating content and not wait for a perfect process.
Takeaways
Creating engaging video content on YouTube and LinkedIn is an effective way to reach and connect with potential customers.
Authenticity and passion are key in creating successful video content.
Experimentation and the willingness to make mistakes are important in content creation.
Covering a wide range of topics, including technical information, human interest stories, and opinions, can help build thought leadership and engage a diverse audience.
Partnerships, LinkedIn and video content help build awareness and trust with their audience
They focus on creating informative and engaging videos that showcase their expertise in industrial automation
They have a strong partnership with their vendors, who help spread their message to the end users
They emphasize the importance of perseverance and intuition in sales
They have a strong presence at trade shows and speak at industry events to establish thought leadership
They believe in giving back to the industry and are open to sharing their knowledge and expertise
Takeaway Quote from Dan Allford
"Arc thrives on problems and invites companies to bring their problems to challenge them."
Takeaway Quote from Johnny Tyler
"Start making digital content. We are thought leaders in this industry."
Check out ARC Specialties' website
LinkedIn: Dan Allford , Johnny Tyler, and Ed Marsh
Twitter: ARC Specialties and Ed Marsh
Instagram: ARC Specialties and Ed Marsh
YouTube: @ARCSpecialties and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Arc Specialties and their Approach to Marketing 03:03 Engaging Industrial Marketing: The Power of Video Content 06:32 Authenticity and Passion: Keys to Successful Video Marketing 09:32 Experimentation and Mistakes: The Path to Effective Content Creation 18:32 Building Relationships and Expanding Reach through Partnerships 38:58 Building Awareness and Trust with LinkedIn and Video Content 40:06 Perseverance and Intuition in Sales 42:19 The Power of Partnerships in Spreading the Message 46:20 Recognizing Longevity and Employee Appreciation 48:34 The Impact of Trade Shows and Booth Design 51:31 The Time Commitment for Video Production 52:46 The Benefits of Speaking at Events 54:06 The Importance of Consistency in Content Creation 55:28 Giving Back to the Industry and Sharing Knowledge
 
Wondering how industrial marketing strategy, tactics and sales fit together? Check out my Overall Revenue Effectiveness Framework - free diagnostic download
 
#IndustrialMarketingStrategy #IndustrialMarketing #ManufacturingMarketing #MarketingForManufacturers #TradeShowSales #TradeShowMarketing #VideoMarketing #YouTubeMarketing #Welding #DanAllford #Robots #Cobots #authenticity #InboundMarketing #DemandGeneration #LeadGeneration