Industrial Growth Institute

Episode 62 - Belinda Ephraim on Corporate Development and Corporate VC for Industrial Manufacturers

Corporate development and corporate VC are two important growth levers that many middle market industrials overlook - Episode 62 of the Industrial Growth Institute Podcast with former investment banker and now Deep Tech VC Belinda Ephraim of Tenseur Capital
Summary
In this episode, Ed Marsh and Belinda Ephraim delve into the world of deep tech and venture capital. Belinda, managing general partner at TENSEUR Capital, shares her insights on the importance of scientific foundations in technology, the challenges of 3D printing, and the necessity of a strong work ethic for founders.
They discuss her transition from investment banking to venture capital, the significance of customer market fit, and the role of lifelong learning in achieving success. The conversation also touches on:
Belinda's immigrant experience from Nigeria to the US
her journey in building a network of innovators through her podcast, the Neo Industrial Podcast
the importance of proof of concept in investment decisions
the need for corporate development strategies in middle-market manufacturing
the potential of corporate venture capital to drive innovation.
Belinda also emphasizes the necessity for companies to adapt and innovate in response to market changes, particularly in the context of U.S. manufacturing and the evolving landscape of technology investments.
Middle market industrial manufacturers may overlook the inorganic growth opportunity of acquisitions and might not consider corporate venturing as a way to place affordable bets on technology.
Takeaways
Deep Tech is rooted in scientific and engineering foundations.
The future of technology will require new infrastructures to support advancements.
Lifelong learning and adaptability are crucial for success in business.
Customer pain points should drive product development in deep tech.
Investment banking experience can provide valuable insights for venture capital.
The importance of a strong work ethic in founders of deep tech startups.
Disruption in industries requires a generalist mindset.
The Neo Industrial Podcast aims to bridge gaps in knowledge and networking.
Building a venture firm involves understanding the complexities of technology commercialization.
There's genius in people.
Corporate VC can become misaligned with the company's vision.
Takeaway Quotes from Belinda Ephraim
"Disruption requires a generalist mindset."
"Corporate development is a critical factor."
Check out Belinda's Deep Tech VC website.
LinkedIn: Belinda Ephraim and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: @NEOIndustrialist and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Deep Tech and Venture Capital 02:23 Understanding Deep Tech: Definition and Scope 04:29 The Future of Technology and Its Impact on Humanity 10:27 The Transition from Investment Banking to Venture Capital 11:43 The Importance of Lifelong Learning and Adaptability 15:51 Building a Venture Firm: TENSEUR Capital 18:19 The Work Ethic of Founders in Deep Tech 20:50 Customer Market Fit vs. Product Market Fit 24:30 Navigating the Journey of an Immigrant Entrepreneur 33:04 The Path to Investment Banking and Entrepreneurship 40:54 The Purpose of the Neo Industrial Podcast 42:24 Proof of Concept: The Foundation of Investment 50:54 Navigating Corporate Development and Growth Strategies 01:01:25 The Role of Corporate Venture Capital 01:10:48 The Future of U.S. Manufacturing and Investment Opportunities
 
Inorganic growth should be part of the strategy conversation of middle-market manufacturers.
 
Learn more about my framework for engineered revenue growth ORE™ (Overall Revenue Effectiveness Framework) here.
 
#CorporateDevelopment #CorporateVC #R&D #PrivateEquity #InorganicGrowth #OrganicGrowth #ValueCreation #InvestmentBanking #CorporateDevelopmentStrategy #DealSourcing #TechnologySourcing #MergersAndAcquisitions #StrategicThinking #CorporateStrategy #CorporateVenturing #ManagementStrategy #DeepTech #VentureCapital #Innovation #InvestmentBanking #Entrepreneurship #AI #CustomerMarketFit #Investment #GrowthStratregies #VentureCapital #Manufacturing #IndustrialManufacturing #TenseurCapital #Podcast #BelindaEphraim #Nigeria

Episode 61 - Michael Feuz Provides ITR Economics' Forecast of the 2030s Depression

How long will economic growth last? Join Michael Feuz for Episode 61 of the Industrial Growth Institute Podcast for more on ITR Economics' explosive prediction of a 2030s depression! Learn what you need to do to prepare your company now.
Summary
Michael Feuz, an economic speaker from ITR Economics, is in the Industrial Growth Institute Podcast studio this week to discuss the current business landscape, sales strategies, and the forecast for the 2030s. Mike and Ed explore the importance of understanding market dynamics, the transition from sales to economics, and the challenges businesses face in uncertain times.
Michael shares insights from his unique background, including his experience in tech sales and public speaking, and emphasizes the need for businesses to adapt their strategies in response to economic trends. He and Ed also discuss:
strategic business positioning for the upcoming economic challenges of the 2030s
the importance of understanding economic cycles
leveraging technology and AI for efficiency
the U.S. economy
key economic indicators for business leaders
labor challenges in the industrial sector
the impact of tariffs on the trucking industry.
Additionally, they emphasize the need for businesses to adopt aggressive growth strategies and effective marketing approaches to navigate the changing landscape.
In sum, the conversation offers an interesting dive into ITR's forecast for strong growth in the next five years, then five years of economic depressions, albeit with cyclical fluctuations. The message is to use this period of strength to position your business with a strong balance sheet, an agile structure, and clear competitive advantage.
Takeaways
Practical perspective on economics.
Public speaking skills are essential for conveying economic data.
Sales strategies must adapt during periods of uncertainty.
Building relationships is key to successful sales.
Discipline in sales leads to better outcomes.
Economic forecasting can help businesses prepare for the future.
The 2030s may present significant economic challenges.
Businesses should not miss opportunities for growth in the coming years.
Businesses should prepare for the 2030s by evaluating their market positions.
Understanding economic cycles is crucial for strategic planning.
Investing in automation can enhance productivity and reduce labor needs.
Aligning leadership and board perspectives is essential for effective decision-making.
The U.S. economy is projected to remain strong despite global challenges.
Key economic indicators include B2B spending and money supply.
Labor availability is a significant concern for industrial sectors.
Tariff impact on supply chains.
Alternative data can provide valuable insights into market trends.
Effective marketing strategies are vital for professional services firms.
Takeaway Quotes from Michael Feuz
"If you're preparing for the 2030s, you're not going to be worse off if it doesn't materialize."
"Take care of the little things so the big things fall in place."
Check out Michael's ITR Economics website.
LinkedIn: Michael Feuz and Ed Marsh
Twitter: Mike Feuz and Ed Marsh
Instagram: Mike Feuz and Ed Marsh
YouTube: @ITREconomics and @EdMarsh
Show Transcript 
Chapters
00:00 Understanding Market Dynamics and Trends 07:35 The Art of Engaging Public Speaking 12:36 Transitioning from Sales to Economics 18:16 Sales Strategies in Times of Uncertainty 24:58 Forecasting Economic Trends and Challenges 30:27 Preparing for the 2030s Economic Landscape 37:05 Understanding Economic Cycles and Market Dynamics 46:30 Aligning Leadership and Board Perspectives 51:36 Key Economic Indicators for Business Leaders 57:47 Utilizing Alternative Data for Economic Insights 01:07:14 Preparing for the 2030s: Growth and Pricing Strategies
 
With five years to build revenue and resilience, it's time to get serious about engineering your growth system.
 
Learn more here about Ed's ORE™ (Overall Revenue Effectiveness Framework.)
 
#EconomicGrowth #EconomicCrisis #MarketForecast #ITREconomics ITREcononicsGreatDepression #ITREconomics2030 #MichaelFeuz #IndustrialManufacturing #EconomicBoom #ManufacturingGrowthForecast #ManufacturingEconomy #FutureOfManufacturing #CapitalEquipmentSales #IndustrialAutomation #CapitalInvestment #InterestRateForecast #Demographics #DebtCrisis #Inflation #Deflation #PlantInvestment #CapitalStock #2030Depression #2030GreatDepression #2030Prediction #EconomicCrash #EconomicForecast #GrowthRate

Episode 60 - Taylor Evans on Manufacturing Workforce and the False Binary of Automation vs. Talent

Does Industrial Automation Complement or Compete Against Skilled Trades in Manufacturing? - Taylor Evans on Episode 60 of the Industrial Growth Institute Podcast
Summary
Taylor Evans joins Ed to discuss the current state of manufacturing and workforce development, emphasizing the importance of talent acquisition, employer branding, and the challenges faced in attracting skilled labor.
They explore the evolution of sales and marketing within the manufacturing sector, the significance of building relationships in business development, and the impact of perceptions on manufacturing careers.
The conversation also touches on:
the future of manufacturing jobs
the role of MEPs
broader implications of manufacturing on employment
the evolving perception of manufacturing
the role of private equity
the importance of advocacy in the industry.
Taylor shares insights on investing in local manufacturing, the impact of automation and AI on jobs, and the significance of decisiveness in business decisions. Taylor also explains recruitment process outsourcing and emphasizes the importance of community in business development.
He highlights the potential of podcasts as a business development tool and discusses incentives for hiring veterans, as well as the future of vocational education in the context of a manufacturing renaissance.
Takeaways
Manufacturing companies often hold themselves back by not applying continuous improvement principles to talent acquisition.
The ability to hire and retain talent is a significant challenge in manufacturing.
Employer branding is crucial for attracting talent in manufacturing.
Building relationships is more effective than traditional sales tactics.
The Rust Belt identity is evolving, reflecting a manufacturing renaissance.
Perceptions of manufacturing careers need to change to attract younger generations.
The skills gap and labor shortage are critical issues for the future of manufacturing.
Investment in manufacturing resources, like MEPs, is essential for growth.
Awareness and exposure to manufacturing careers are vital for attracting talent.
Manufacturing jobs create a ripple effect of employment opportunities in support roles. 85% of people now have a positive view of manufacturing.
We need to close the gap in manufacturing perception.
Private equity is evolving to include manufacturing expertise.
Automation enhances job quality and safety.
AI will improve productivity in manufacturing.
RPO offers a strategic partnership for hiring.
Community engagement drives business development.
Podcasts can effectively generate business opportunities.
Incentives exist for hiring veterans in manufacturing.
Takeaway Quotes from Taylor Evans
"Employer branding remains an untapped market."
"Automation makes for better jobs"
Check out Taylor's Rust Belt Recruiting website.
LinkedIn: Taylor Evans and Ed Marsh
Twitter: Ed Marsh
Instagram: Rust Belt Recruiting and Ed Marsh
YouTube: @RustBeltRecruiting and @EdMarsh
Show Transcript 
Chapters
00:00 The State of Manufacturing and Workforce Development 03:00 The Role of Talent Acquisition in Manufacturing 06:04 Sales Education and Entrepreneurial Spirit 08:59 Marketing and Employer Branding in Manufacturing 12:11 Building Relationships in Business Development 15:11 The Rust Belt Identity and Manufacturing Renaissance 17:52 Challenges in Attracting Talent to Manufacturing 21:02 The Future of Manufacturing Jobs 23:49 The Importance of MEPs and Investment in Manufacturing 26:57 Perceptions of Manufacturing Careers 29:56 The Skills Gap and Labor Shortage 33:07 The Broader Impact of Manufacturing on Employment 36:22 The Evolution of Manufacturing Perception 39:25 Advocacy and the Role of Private Equity 42:51 Investing in Local Manufacturing 45:49 Automation and Its Impact on Jobs 51:31 The Role of AI in Manufacturing 56:23 Understanding Recruitment Process Outsourcing 01:01:04 Building Community Through Business Development 01:05:35 Leveraging Podcasts for Business Development 01:08:27 Incentives for Hiring Veterans 01:10:45 The Future of Vocational Education 01:12:20 Workforce Strategy for Manufacturing Renaissance
 
Too Often, Capital Equipment and Industrial Automation Sales Are Viewed as An Alternative to Skilled Labor
The reality is that they're actually often complementary.
 
Learn more about why companies often lose capital equipment deals.
 
#IndustrialAutomation #IndustrialSales #IndustrialManufacturing #IndustrialMarketing #CapitalEquipmentSales #AutomationSales #WorkforceStrategy #SkilledTrades #SkilledTradesShortage #ManufacturingRenaissance #MadeInAmerica #EmployerBranding #VocationalEducation

Episode 59 - Ted McKenna on The JOLT Effect and Overcoming Buyers' Fear of Messing Up

Stop Losing Deals to Buyer Indecision: How to Apply the JOLT Effect in B2B Sales - Ted McKenna on Episode 59 of the Industrial Growth Institute Podcast
Summary
Ted McKenna, coauthor of The JOLT Effect and founding partner of DCM Insights, joins Ed Marsh to dissect why B2B deals often die not from rejection but from buyer indecision. With research showing that up to 60% of complex B2B deals result in no decision, McKenna explains how fear, not preference for the status quo, is often the culprit.
McKenna introduces the JOLT framework:
Judge indecision - Offer a recommendation - Limit the exploration - Take risk off the table
He explains that JOLT helps sellers overcome buyer hesitation. He emphasizes that indecision is largely rooted in FOMU (Fear of Messing Up), which outweighs even FOMO (Fear of Missing Out) and calls for a more empathetic, confidence-building sales approach.
The discussion also explores:
The psychology of buyer paralysis and risk aversion
How sellers unintentionally worsen indecision
The need for sales to provide structure, guidance, and reassurance
Marketing’s role in preempting fear and simplifying decisions
How sales organizations must evolve to help buyers move forward, not just press harder
This episode is must listen for any enterprise seller facing long sales cycles, multiple stakeholders, and stalled deals.
Key Topics Covered
Psychological roots of indecision in B2B buyers
JOLT: A four-part method to dislodge stuck deals
Why fear of failure trumps fear of missing out
The role of sellers as buyer agents, not persuaders
Tactics to reduce perceived risk in capital decisions
Takeaways
Up to 60% of complex B2B deals result in no decision, often due to fear, not logic.
87% of sales conversations show signs of buyer indecision.
FOMU (Fear of Messing Up) outweighs FOMO and freezes deals.
Buyers fear errors of commission (doing something wrong) more than omission (missing out).
Making a confident recommendation builds trust and reduces risk.
Indecision often stems from options overload, information overload, and expectations overload.
Doubling down on FOMO when a buyer hesitates actually worsens indecision.
Internal politics, previous bad experiences, and execution concerns all feed FOMU.
Sellers must adjust forecasting based on buyer indecision, not just intent.
Multi-threading is essential: more voices = more indecision to uncover.
Buying teams may contain internal saboteurs or passive resistors, so JOLT must be applied across the group.
Help deal champions use JOLT tactics on their own team to move forward.
Sellers can qualify out deals based on a buyer’s incapacity to decide, not just budget.
Post-sale validation (to confirm no regret) should be built into project plans.
“Rip and replace” situations require extra effort to reduce FOMU and show safety nets.
Indecision is rising over time and exacerbated in uncertain economic climates.
AI and unstructured data tools may help detect indecision signals proactively.
Sales differentiation today is more about how you sell than what you sell.
Takeaway Quotes from Ted McKenna
"Indecision is often rooted in fear of failure."
"We have to find ways to actively de-risk that decision."
“The buyer already feels fear—when we pile on more fear, we just make it worse.”
Check out Ted's The JOLT Effect and DCM Insights websites.
LinkedIn: Ted McKenna and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: @EdMarsh
Show Transcript 
Chapters
00:00 Understanding the No Decision Dilemma 02:58 The Jolt Effect and Its Implications 06:00 The Activator Advantage: Insights from Professional Services 09:12 Indecision: The Core of Sales Challenges 12:02 The Fear of Messing Up: A Psychological Barrier 15:04 Navigating Buyer Indecision: Strategies for Sellers 18:06 The Role of Marketing in Reducing Indecision 20:53 Building Trust: The Balance of Confidence in Sales 24:04 Understanding Buying Teams and Their Dynamics 29:58 The Importance of Emotional Intelligence in Sales 41:48 De-risking Decisions in Sales 46:25 The Importance of Post-Implementation Feedback 51:57 Understanding Indecision in Complex Purchases 01:01:25 The Role of AI in Sales 01:06:14 Win-Loss Analysis and JOLT Elements 01:10:49 The Future of High-Performance Selling
 
Learn more about optimizing complex B2B sales teams and performance.
 
#TheJoltEffect #JoltEffect #TedMcKenna #ChallengerSale #MattDixon #BuyerIndecision #OvercomingBuyerIndecision #B2BSales #SalesCoaching #IndustrialSales #ComplexSales #RiskAversion #DecisionMaker #BuyingTeams #FOMO #FOFU #FOMU

Episode 58 - John Barrows on Sales Excuses, AI, SKOs and Sales Management

The Plague of Sales Excuses is Costing You Wins: It's Time for Extreme Ownership of Results in B2B Sales - John Barrows on Episode 58 of the Industrial Growth Institute Podcast
Summary
John Barrows is the CEO of JB Sales and a legendary figure in tech sales. He joins Ed to discuss AI, how B2B sales is evolving, the importance of training and the curse of sales excuses.
John shares insights from his extensive career, emphasizing the need for practical application in training and the significance of human connection in sales.
The conversation also touches on:
today's sales challenges
sales mindset
core principles of effective sales
problem-solving, resilience, and personal connections
and the necessity of overcoming excuses to achieve success.
The dialogue also highlights the significance of understanding personal goals in sales management, the importance of effective sales kickoffs, the role of authenticity in sponsorships, and the power of video in sales communication.
Barrows reflects on leadership lessons learned from Jack Welch and highlights the evolving landscape of B2B sales, advocating for agility and continuous improvement in sales processes.
Takeaways
Industrial sales can learn from tech's creative approaches.
John Barrows emphasizes the importance of practical sales training.
AI is transforming the sales landscape, making human connection vital.
Sales training should be a consistent expectation, not an aspiration.
In-person training is crucial for new sales professionals.
Sales is about solving problems, not just convincing customers.
The first two years in sales should be spent in the office for development.
A growth mindset is essential for success in sales. If you are not a problem solver, get out of the profession.
Winning is great, but learning from losses is crucial.
Sales managers should know their salespeople's personal goals.
AI can enhance sales coaching and management.
Excuses are just that—excuses; take control.
Sales training is becoming more specialized and segmented.
Respect for others' time is crucial in work.
Sales kickoffs should focus on actionable insights.
Authenticity is key in sponsorships and partnerships.
Video can enhance communication and engagement in sales.
Agility is essential for adapting to market changes.
Continuous improvement should be a daily practice.
Sales teams should collaborate to innovate processes.
Understanding your audience is vital for effective selling.
Takeaway Quotes from John "Make It Happen" Barrows
"AI is coming for all of us."
"Sales is about helping people solve problems."
"If you are not a problem solver, get out."
Check out John's JB Sales website and the children's sales book he wrote with his daughter.
LinkedIn: John Barrows and Ed Marsh
Twitter: John Barrows and Ed Marsh
Instagram: John Barrows and Ed Marsh
YouTube: @JohnMBarrows and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Industrial Sales and Tech Insights 03:22 John's Sales Journey: From Xerox to JB Sales 06:09 Training Approaches: Theory vs. Application 09:36 The Importance of Sales Training in Modern Times 13:44 The Need for In-Person Training and Development 15:38 The Role of AI in Sales and Business Acumen 20:51 The Future of Sales Talent and Mindset 25:26 Challenging Sales Myths and Misconceptions 26:01 The Essence of Problem Solving in Sales 30:11 Building Resilience and Learning from Losses 33:32 The Importance of Personal Connections in Sales Management 36:30 Leveraging AI for Sales Coaching 38:10 Overcoming Excuses and Taking Control 49:15 The Evolution of Sales Training and Methodologies 57:00 The Art of Sales Kickoffs 01:02:03 Navigating Sponsorships and Authenticity 01:06:05 The Power of Video in Sales 01:10:00 Leadership Lessons from Jack Welch 01:13:55 The Evolving Landscape of B2B Sales 01:20:59 Agility and Continuous Improvement in Sales
 
Learn more about the changing B2B sales environment.
 
#SalesExcuses #ExtremeOwnership #B2BSales #EnterpriseSales #ComplexSales #IndustrialSales #SalesTraining #AIinSales #JohnBarrows #MakeItHappen #SalesMindset #SalesDevelopment #SalesProspecting #SalesTechniques #SalesStrategies #BusinessAcumen #ProblemSolving #Resilience #OvercomingExcuses #SKO #SalesKickoff #Sponsorships #Authenticity #VideoMarketing #JackWelch #B2BSales #ContinuousImprovement #SalesManage #SalesKaizen

Episode 57 - Elizabeth Freedman on Selling to the C-Suite

Mastering Selling the the C-Suite and Shepherding Decisions - Elizabeth Freedman in Episode 57 of the Industrial Growth Institute Podcast
Summary
Selling to the C-suite has never been easy, and it's rapidly getting much harder. How can teams succeed?
Elizabeth Freedman brings years of personal experience selling to the Csuite to the Industrial Growth Institute podcast as she and Ed Marsh discuss the intricacies of executive performance and leadership.
The conversation focuses on Elizabeth's expertise in:
Selling to the C-suite
Understanding and coaching executives on making decisions in a stressful world
These are both critical for B2B sales reps to master if they're going to consistently excel at selling complex B2B solutions to industrial manufacturing business leaders.
After discussing her career focus of helping others - from time in the Peace Corp through her consulting work, Elizabeth kicks the conversation off with a personal anecdote of her early struggles selling to the csuite, and shares her journey from struggling to communicate with executives to founding eSuite Leader, a firm dedicated to empowering leaders. They explore the value of coaching, the relevance of liberal arts education, and the challenges of bridging generational gaps in communication.
The conversation delves into:
the evolving decision-making processes of executives
the immense and preoccupying pressures they face
the role of committees in decision-making
changes in accountability in organizations
the keys to successful selling to the C-suite
the critical importance of understanding executive decision-making.
They discuss strategies for prospecting, managing stress, the significance of personal branding in professional settings, and even the relevance of liberal arts education. The dialogue emphasizes the need for clear communication and the ability to simplify complex ideas for executive audiences, while also addressing the challenges faced by sales professionals in navigating relationships across different organizational levels.
Takeaways
The importance of actionable insights for executives.
Her journey of helping others is rooted in personal experiences of struggle.
Coaching and consulting must be linked to tangible business results.
Liberal arts education provides critical thinking skills but must connect to practical applications.
Bridging generational communication gaps.
Executive decision-in a world of overwhelming information.
Prioritization and scenario planning.
The role of committees in decision-making can complicate accountability.
Creating shared ownership and accountability is a persistent challenge.
The key to success in selling to the C-suite is to genuinely care about clients' needs.
Referral strategies are crucial for prospecting to executives.
Understanding what matters to clients is essential for effective communication.
Sales professionals must adapt their language to different audiences.
Simplifying complex ideas is vital when communicating with the C-suite.
Managing stress effectively is important in high-stakes environments.
Personal branding can enhance professional relationships and opportunities.
Seizing opportunities during periods of turmoil requires a proactive mindset.
Takeaway Quotes from Elizabeth Freedman
"We have to care about what they care about."
"We must be able to speak in their language."
"Meet people where they are."
Check out Elizabeth's E-Suite Leader website.
LinkedIn: Elizabeth Freedman and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Executive Performance and Leadership 02:40 The Journey of Helping Others 07:39 Understanding the Value of Coaching and Consulting 09:09 The Debate on Liberal Arts Education 12:52 Bridging Generational Gaps in Communication 17:55 Launching eSuite Leader: A New Venture 22:23 Understanding Executive Decision-Making 23:48 Evolving Decision-Making Processes 32:10 The Role of Committees in Decision-Making 37:01 Decline in Accountability 39:44 Keys to Success in Selling to the C-Suite 43:21 Prospecting Strategies for Executives 46:23 Bridging Conversations Across Levels 49:20 Simplifying Complex Ideas for the C-Suite 52:49 Common Reasons for Losing Deals 54:01 Managing Stress in High-Stakes Environments 01:01:30 Seizing Opportunities in Turmoil 01:03:08 Resources for Selling to Executives 01:05:47 Changing Dynamics in Executive Decision-Making
 
Learn more about changing the changing B2B sales environment.
 
#Leadership #SellingToTheCsuite #ComplexSales #SellingToCsuite #HowToSellToExecutives

Episode 56 - Roi Carmel on Using AI Sales Agents for Better B2B Sales Opportunity Qualification

Autonomous Deal Execution and the Power of AI Sales Agents - Roi Carmel in Episode 56 of the Industrial Growth Institute Podcast
Summary
Roi Carmel, CEO of Spotlight.ai, joins EdMarsh  to discuss the intersection of sales, technology, and the impact of AI on the sales process.
They explore the importance of viewing sales as a core function across all roles, the concept of autonomous deal execution, and how AI can streamline sales processes while maintaining the essential human element. The discussion dives deeply into the rapid evolution of AI Sales Agents and how technology is quickly empowering reps - although it's unlikely to replace them despite some predictions.
Roi shares insights on topics including:
managing complex sales cycles
the significance of discovery
the need for accurate sales data to inform decision-making at the executive level
common pitfalls in sales
unrealistic pipelines, pipeline reviews, MEDDPICC, BANT, other qualification frameworks
the importance of understanding customer pain points
the philosophical difference between qualifying deals in vs. qualifying them out
They also explore the evolving landscape of sales and AI, emphasizing the importance of understanding deal dynamics, building trust, and leveraging community engagement. Roi shares insights from his experiences in AI and sales, discussing the critical role of mentorship and the need for continuous learning in a rapidly changing environment.
Roi also shares thoughts on the significance of maintaining a balance in life as a CEO and the lessons learned from military service, archery, and judo that apply to leadership and resilience.
Takeaways
AI sales agents can streamline sales processes while preserving human interaction.
Understanding customer pain points is crucial for successful sales.
Sales reps often have 'happy ears' leading to unrealistic pipelines.
Discovery is essential to tie solutions to customer outcomes.
Sales managers should focus on quality over quantity in pipelines.
Autonomous deal execution can enhance sales efficiency.
Sales cycles can be sped up by addressing gaps in real-time.
AI is changing the way we prepare for sales meetings and qualify opportunities.
Factors beyond our control, like M&A, change deal qualification.
Salespeople need to focus on gaps in their deals, not just successes.
Trust is the foundation of effective leadership.
Archery teaches mental toughness and resilience in business.
Continuous practice is essential for sales success.
Communities are becoming vital for building trust in business.
AI will increasingly influence how deals are qualified and managed.
Takeaway Quotes from Roi Carmel
"Slow down to speed up."
"We need to orchestrate, not operate."
"AI is accelerating value-driven conversations."
"Always be qualifying out."
Check out Roi's Spotlight.ai website.
LinkedIn: Roi Carmel and Ed Marsh
Twitter: Roi Carmel and Ed Marsh
Instagram: Ed Marsh
YouTube: @SpotlightAIVideo and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Industrial Growth and Technology Insights 03:05 The Role of Sales in Product Development 06:01 Understanding Autonomous Deal Execution 09:05 AI's Impact on Sales Processes 14:56 Navigating Complex Sales Cycles 18:04 The CEO and CFO Perspective on Sales Data 21:12 Identifying Causes of Unrealistic Pipelines, and using MEDDPICC to qualify 23:58 The Importance of Discovery in Sales 26:50 Managing Multiple Buying Personas 40:46 Understanding Deal Dynamics 42:13 The Evolution of AI Sales Agents 49:15 Lessons from Military Service, Archery and Judo 54:44 Leadership and Building Trust 58:35 Mentorship and Community Engagement 01:00:05 The Importance of Community in Business 01:07:53 Innovations in AI and Sales Tools 01:12:20 Agentic AI for Opportunity Qualification
 
B2B Sales today is about seeking every ethical edge and advantage. That's why Ed created the Overall Revenue Effectiveness™ Framework to help companies optimize marketing and sales, and unlock an edge.
 
#AISalesAgents #AISalesAgent #AIAgents #AIinSales #SpotlightAI #RoiCarmel #RoyCarmel #EdMarsh #Podcast #AIforSales #AIforSalesforce #AIforSalesTeams #DealQualification #OpportunityQualification #AutonomousDealExecution #AutonomousOpportunityQualification #HappyEars #ComplexSales #B2BSales #IndustrialSales #EnterpriseSales #CapitalEquipmentSales #WhatAreAISalesAgents #AISalesAgentsAndAutomations #BestAISalesAgents #IndustrialGrowth #SalesStrategy #SalesProcess #MEDDPICC #SalesProcess #SalesManagement #SalesPipeline #SalesForecast #PipelineReview #SalesQualification #SalesInsights #Trust #Leadership

Episode 55 - Dan Schobel on Turning Trade Credit Insurance into a Competitive Sales Advantage

Just Sell That Hairy B2B Deal! Gain a Competitive Sales Advantage Through Trade Credit Insurance - Dan Schobel in Episode 55 of the Industrial Growth Institute Podcast
Summary
Dan Schobel joins the Industrial Growth Institute podcast to chat with host Ed Marsh about the often-overlooked topic of trade credit insurance. They explore how this financial tool can mitigate risks for industrial manufacturers while also creating opportunities for increased sales flexibility. Dan shares his journey in the industry, the challenges of launching his own business, and insights into effective sales strategies.
The conversation also delves into:
the current economic landscape and its implications for businesses
rising bankruptcy rates
the importance of understanding customer risks in business.
They delve into the role of credit insurance as a tool for managing financial risks, providing competitive advantages, and improving cash flow. The discussion also addresses common misconceptions about trade credit insurance and emphasizes the necessity for businesses to consider this coverage to safeguard their receivables and support growth.
Dan finished with an admonition to "Just sell the deal!" Imagine having that confidence.
Takeaways
Trade credit insurance mitigates risk and creates opportunities.
Dan Schobel launched his business to seize the moment.
Sales in the B2B space require constant prospecting.
Understanding customer risk is crucial for receivables protection.
Trade credit insurance is not the same as factoring.
The cost of trade credit insurance is minimal compared to its benefits.
Threatening to file a claim can prompt customer payments.
Retail is struggling while restaurants are busy.
Economic conditions vary significantly by industry.
Effective sales strategies involve understanding the decision-makers.
Economic disparities exist between urban and rural areas.
Bankruptcy rates are increasing, particularly in mid-America.
Understanding customer risks is crucial for businesses.
Credit insurance can provide a competitive edge in sales.
Managing stress is part of navigating high-stakes situations.
Credit insurance can free up cash and reduce financing costs.
Many companies are unaware of the benefits of credit insurance.
Misconceptions about the cost of credit insurance persist.
Effective risk management can lead to business growth.
Building relationships and trust is key in the insurance industry.
Takeaway Quotes from Dan Schobel
"You're crazy if you don't cover it."
Check out Dan's Trade Smart website.
LinkedIn: Dan Schobel and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube:  @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Trade Credit Insurance 02:25 Dan's Journey and Business Launch 04:25 Understanding Sales Dynamics 12:14 Defining Trade Credit Insurance 18:54 Cost and Coverage of Trade Credit Insurance 24:22 Current Economic Landscape and Its Impact 25:41 Economic Disparities and Bankruptcy Trends 30:00 Understanding Customer Risks in Business 31:52 Managing Stress in High-Stakes Situations 34:39 The Importance of Credit Insurance 37:48 Leveraging Credit Insurance for Competitive Advantage 40:34 Cash Flow and Financing Benefits of Credit Insurance 42:01 Navigating Misconceptions About Trade Credit Insurance 49:33 The Case for Trade Credit Insurance in Business Growth
 
B2B Sales today is about seeking every ethical edge and advantage. That's why Ed created the Overall Revenue Effectiveness™ Framework to help companies optimize marketing and sales, and unlock an edge.
 
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