Industrial Growth Institute

Episode 42 - 2024: Industrial Growth Institute Year in Review

A Year in Review - Industrial Growth Institute Podcast episodes from 2024
Episode 1 - Chris Fox, Video for Industrial Marketing Youtube & Audio
Episode 2 - Sean Hurd, Veterans in Sales YouTube & Audio
Episode 3 - Bob Apollo, Outcome-Centric Sales YouTube & Audio
Episode 4 - Markus Rimmele, Technical Service and Revenue YouTube & Audio
Episode 5 - Peter Caputa, Analytics YouTube & Audio
Episode 6 - Carole Mahoney, Buyer First Sales YouTube & Audio
Episode 7 - Terri Hoffman, Manufacturing Marketing YouTube & Audio
Episode 8 - Jeff Cross, Content Creation YouTube & Audio
Episode 9 - Mario Trafficante, Sales KPIs and Management YouTube & Audio
Episode 10 - Trista Morrison, Strategic Communications YouTube & Audio
Episode 11 - Scott MacKenzie, Podcasting YouTube & Audio
Episode 12 - Kathleen Booth, Community and Events YouTube & Audio
Episode 13 - Jon Selig, Humor in Sales YouTube & Audio
Episode 14 - John Panaccione, Veterans in Business YouTube & Audio
Episode 15 - Lisa Spadafora Thompson, Strategic Pricing YouTube & Audio
Episode 16 - Dustin Levy, Technical Sales YouTube & Audio
Episode 17 - Brisa Renteria, Hiring Top Sales Talent YouTube & Audio
Episode 18 - Franz-Josef Schrepf, Partnerships YouTube & Audio
Episode 19 - Ben Tagoe, Using Data to Improve Sales YouTube & Audio
Episode 20 - Jon Russo, Account Based Marketing YouTube & Audio
Episode 21 - Cece Kintner, Sales Operations YouTube & Audio
Episode 22 - Dan Ott, Intergenerational Digital Marketing YouTube & Audio
Episode 23 - Jim Blasingame, Solving for the Customer YouTube & Audio
Episode 24 - Rudy Scarito, Preparing Your Biz for Sale YouTube & Audio
Episode 25 - Adam Honig, Hating on CRM YouTube & Audio
Episode 26 - Douglas Burdett, Marketing & Sales Books YouTube & Audio
Episode 27 - Alyssa Gelbard, Executive Presence YouTube & Audio
Episode 28 - Vaughn Mordecai, Channel Sales YouTube & Audio
Episode 29 - Dan Allford & Johnny Tyler, YouTube for Industrial Marketing YouTube & Audio
Episode 30 - Amy Franko, Sales Strategy YouTube & Audio
Episode 31 - Al Rosenbaum, Value Propositions YouTube & Audio
Episode 32 - Jared Dillian, Just Start Writing! YouTube & Audio
Episode 33 - Jack Watson, Social Media for Hiring YouTube & Audio
Episode 34 - Chris Dunn, Trade Shows YouTube & Audio
Episode 35 - Patrick Hayes, Culture YouTube & Audio
Episode 36 - Samantha Gadenne, Partnerships YouTube & Audio
Episode 37 - Salim Awad, LinkedIn for Industrial Sales YouTube & Audio
Episode 38 - Kurt Palmer, Family Business YouTube & Audio
Episode 39 - Micki Vandeloo, Grant Strategy YouTube & Audio
Episode 40 - Mike Sibley, Strategic Finance YouTube & Audio
Episode 41 - David Anderson, AI in Industrial Purchasing YouTube & Audio 
#Podcast #IndustrialGrowthInstitute #EdMarsh #RevenueGrowth

Episode 41 - David Anderson on AI Technical Sales and Industrial Marketing to LLMs

Episode 41 - David Anderson on How Manufacturing Marketers Need to Handle AI and why Industrial Sales Reps May be Extinct
Summary
In this conversation, Ed Marsh speaks with Dr. David Anderson, an expert in machine learning and engineering design, about the transformative potential of AI in the engineering sector.
They discuss the importance of tacit and explicit knowledge in engineering, the role of automation in streamlining processes, and the implications for sales and marketing in an increasingly automated world.
David shares insights from his journey in founding Engora, a company focused on leveraging AI to enhance engineering efficiency and knowledge transfer. They explore:
the evolving landscape of industrial supply chains
role of latent knowledge
transformative potential of large language models (LLMs) in engineering
challenges of creating comprehensive ontologies
importance of context in information retrieval
lessons learned from startup development.
The conversation also delves into the future of 3D printing, the significance of information security in AI solutions, and the changing expectations of buyers in the industrial sector. David emphasizes the need for companies to adapt their marketing strategies to leverage AI effectively and the importance of providing comprehensive content to meet buyer needs.
Takeaways
Machine learning can significantly enhance engineering design processes.
Tacit knowledge is often unstructured and hard to capture.
Automation can eliminate repetitive tasks in engineering.
Sales and marketing roles may evolve due to automation.
LinkedIn is a powerful tool for startups to connect with decision-makers.
The boundary between tacit and explicit knowledge is constantly shifting.
Generative AI can handle ambiguity in natural language but may lack precision.
The ideal users of Engora's technology are early-stage engineers.
Knowledge transfer is crucial for effective engineering practices.
Understanding the conflict between AI and engineering precision is essential. Latent knowledge in industrial supply chains is crucial.
LLMs can help contextualize information for engineers.
Prototyping is essential but can lead to wasted efforts.
3D printing requires a rethink of traditional engineering principles.
Information security is a major concern with AI solutions.
Sales reps must understand engineering trade-offs to add value.
Marketing must shift towards comprehensive content creation.
Websites need to serve both users and AI effectively.
Companies should prepare for AI's impact on their operations.
Tacit knowledge is vital for effective AI prompt writing.
Takeaway Quotes from David Anderson
"We can help automate the sourcing process."
"The goals of GenAI and engineering are orthogonal."
"We want a future where rote work is automated."
Check out David's website and the Engora chatbot
LinkedIn: David Anderson and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Machine Learning in Engineering 02:47 The Role of LinkedIn in Startup Growth 06:00 Understanding Tacit and Explicit Knowledge 08:52 The Vision for Automation in Engineering 12:01 Sales and Marketing in the Age of Automation 15:00 The Need for Efficient Knowledge Transfer 17:57 David's Journey to Founding Engora 20:54 The Evolution of Engora's Technology 23:57 Applications of Engora in Engineering 30:04 Understanding Machine Learning and Generative AI 33:04 The Conflict Between AI and Engineering Precision 39:00 Navigating Latent Knowledge in Industrial Supply Chains 41:57 The Role of LLMs in Engineering Knowledge 45:02 Learning from Mistakes in Startup Development 48:11 The Future of 3D Printing and Digital Fabrication 51:00 Addressing Information Security in AI Solutions 53:06 Building Trust with Sales Reps 56:02 The Shift in Marketing Strategies for AI 01:00:05 The Importance of Comprehensive Content 01:03:01 The Role of Websites in the AI Era 01:05:54 Preparing for the Future of AI in Industry 01:10:03 Tacit Knowledge and AI's Limitations 01:12:08 Recommendations for Understanding AI in Industry 01:15:02 The Future of Industrial Marketing and Sales
 
Is Technical Sales actually Sales?
Calling it technical sales may actually cause problems. It's typically not even really sales. More on the technical sales challenge here.
 
#AISalesEngineer #LLMMarketing #IndustrialMarketing #ManufacturingMarketing #MarketingForManufacturers #IndustrialSales #TechnicalSales #MarketingToEngineers #SellingToEngineers #B2BSales #ComplexSales #AI #LLM #Engora #TacitKnowledge #RoteTasks #HowEngineersBuy #ContentMarketing

Episode 40 - Mike Sibley on the Importance of Strategic Finance to Enhance Manufacturing Growth and Valuation

Episode 40 - Mike Sibley on the Importance of Strategic Finance to Enhance Manufacturing Growth and Valuation
Summary
Mike Sibley is a CPA and partner at James Moore & Co who specializes in manufacturing and distribution.
Mike brings a unique approach to accounting, which goes beyond traditional "number crunching" practices to include business consulting, workforce development, and the importance of revenue growth for valuation.
Mike shares insights on trends in automation, the role of marketing in accounting, and the significance of sales training for accountants. The conversation also touches on:
innovative business models
the impact of podcasting as a tool for client engagement
critical aspects of sales training
hiring the right candidates
the importance of accountability in business.
They explore how to evaluate sales performance, manage stress, and the role of strategic finance in driving revenue growth. Mike offers insights on the significance of understanding financial metrics, funding initiatives, and the potential of strategic acquisitions.
Throughout the conversation, they emphasize the need for a proactive approach to finance and operations, ensuring that businesses are well-equipped to navigate challenges and seize opportunities.
Takeaways
Accounting is more than just numbers; it's about storytelling.
Workforce development is a critical issue in manufacturing.
Valuation should consider operational efficiency and market conditions.
Marketing is essential for brand awareness and client engagement.
Sales training is often overlooked but crucial for success.
Innovative business models can enhance customer loyalty and profitability.
Podcasts can effectively deliver valuable content to clients.
Understanding client needs is key to providing effective solutions.
Revenue growth is a primary driver of business valuation.
Governance structures can provide accountability and strategic guidance.
Sales training is often overlooked but essential for success.
Hiring the right sales candidates can significantly impact ROI.
Accountability within teams fosters a culture of improvement.
Understanding financial metrics is crucial for strategic decision-making.
Debt can be a strategic tool when used wisely.
Regular financial reviews help identify inefficiencies.
Competitor analysis is key to staying ahead in the market.
Acquisitions can accelerate growth and market share.
Integrating finance with operations enhances overall business performance.
Takeaway Quotes from Mike Sibley
"I'm not just a bean counter."
"Numbers tell a story."
"You lose revenue, you're losing opportunities."
Check out Mike's website
LinkedIn: Mike Sibley and Ed Marsh
Twitter: Mike Sibley and Ed Marsh
Instagram: JamesMooreAndCo and Ed Marsh
YouTube: @JamesMooreAndCo and @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Mike Sibley and His Expertise 02:31 Mike's Journey from Vermont to Florida 04:21 The Intersection of Accounting and Manufacturing 06:53 Trends in Workforce Development and Automation 09:46 Valuation and Transition Planning in Manufacturing 12:24 The Role of Accountants in Business Operations 14:38 Marketing Perspectives from an Accountant's View 17:32 Sales Training and Its Impact on Accounting Firms 20:27 Innovative Business Models in Manufacturing 23:29 The Power of Podcasting for Client Engagement 29:35 Revenue Growth as a Key Driver of Valuation 32:36 Governance and Accountability in Growing Companies 35:38 The Importance of Sales Training in Today's Market 40:41 Hiring the Right Sales Candidates 46:38 Books for Strategic Financial Understanding 48:26 Accountability in Business 58:46 Understanding Financial Metrics 01:04:30 Regular Financial Reviews 01:07:26 Understanding Competitors 01:11:15 Strategic Acquisitions 01:14:39 Integrating Finance with Operations
 
Strategic Finance Payoff
A financially health business can invest in essential business functions of marketing and sales, including the important, required sales infrastructure to drive predictable results.
 
A great place to start is understanding how an integrated, engineered, system approach to revenue growth works. 
 
Learn more about ORE™ (Overall Revenue Effectiveness) here.
 
#StrategicBusinessFinance #StrategicFinance #Accounting #ManufacturingFinance #KeyFinancialMetrics #NumberCruncher #Podcast #MikeSibley #RevenueGrowth #BusinessValuation #FinancialManagement #IndustrialManufacturing #BusinessFinance

Episode 39 - Micki Vandeloo on Business Grants to Fund Revenue Growth Investments

Episode 39 - Micki Vandeloo on Business Grants to Fund Revenue Growth Investments
Summary
Most industrial manufacturers are leaving money on the table!
That's the experienced voice of Micki Vandaloo, president of Lakeview Consulting, chatting with host Ed Marsh for this week's episode.
Micki speaks in depth about the often-overlooked opportunities for manufacturers to secure grant funding - where to find them, nuances of successful applications, considerations in complying with requirements, and grant "strategy" vs. just submitting opportunistic applications.
Micki shares her engineering and manufacturing bonafides and experience in grant writing, emphasizing the importance of understanding the grant application process, the misconceptions surrounding grants, and the critical role of leadership in pursuing funding.
The conversation also highlights the need for a consistent strategy in seeking grants, the resources available through Lakeview Consulting, and the broader impact of manufacturing on communities and the economy that fuels Micki's passion.
Money being fungible, it's important for companies to think of grants not just as additive, but basic. Grant money can often be used for investments in training, hiring, acquiring new assets that will extend capability, building programs, products and space, and more. And money allocated for those, that can be replaced with grants, are then available for other purposes.
Micki encourages manufacturers to explore grant opportunities actively and not to leave potential funding on the table.
Takeaways
Grants can significantly support manufacturing growth.
Understanding the nuances of grant applications is crucial.
Leadership buy-in is essential for successful grant applications.
Many manufacturers are unaware of available grants.
Smaller grants can provide valuable experience for companies new to grants.
Grants are taxable revenue and come with specific requirements.
Education and training programs are vital for workforce development.
Community involvement and local programs can enhance grant opportunities.
A consistent strategy for seeking grants can lead to better outcomes.
Manufacturing plays a key role in the economy and community development.
Takeaway Quotes from Micki Vandaloo
"Stop leaving money on the table."
"Grants can fund your success."
"You can stack grants one on top of another."
Check out Micki's website
LinkedIn: Micki Vandeloo and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube:  @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Grant Opportunities in Manufacturing
07:33 Micki's Background and Experience
14:22 Understanding Business Grants: Misconceptions and Realities
22:49 The Role of Leadership in Grant Applications
29:49 Building a Consistent Grant Strategy
35:43 Navigating the Grant Application Process
41:18 Lakeview Consulting: Services and Resources
48:20 The Importance of Education and Training in Manufacturing
56:05 Celebrating Manufacturing Day and Community Impact
01:01:48 Philosophical Commitment to American Manufacturing
01:09:35 Final Thoughts on Pursuing Grants
 
Revenue growth is getting harder as two secular changes impact business. Buying is changing as risk aversion and buying team size grow. Buyers delay talking with sales, and often select the top name on their short list anyway. 
 
And marketing is changing as SEO and content marketing impact decay quickly.
 
That means we need to rethink marketing and improve sales. That's the premise of Overall Revenue Effectiveness™ - a framework for revenue growth for manufacturers. 
 
GRANTS can be an important tool to fund important initiatives and non-traditional activities (or other requirements to free up funds for these) to help manufacturers leverage the opportunities.
 
Learn more about ORE™ (Overall Revenue Effectiveness) here.
 
#BusinessGrants #HowToApplyForAGrant #MEP #ManufacturingExtensionPartnership #GrantsForBusinessGrowth #TrainingGrants #GrantWriter #GrantApplications #WorkforceTraining #SalesTraining #Grants #Manufacturing #MadeInAmerica #Funding #LakeviewConsulting #GrantWriting #IndustrialGrowth #IndustrialSales #IndustrialMarketing #FinancialSupport #BusinessDevelopment #TrainingPrograms #EconomicDevelopment

Episode 38 - Kurt Palmer on Succession Planning, Family Business Exits, and Industrial Sales Leadership

Episode 38 - Kurt Palmer on Succession Planning, Family Business Exits, and Industrial Sales Leadership
Summary
In this episode of the Industrial Growth Institute podcast, Ed Marsh interviews Kurt Palmer, a seasoned professional in the PCB manufacturing industry.
Kurt shares his journey from studying chemistry to leading a family business, discussing the challenges and lessons learned during leadership transitions, the importance of strategic growth, and the impact of automation in manufacturing.
He reflects on succession planning, the complexities of selling a family business, navigating identity post-sale, and the evolving landscape of sales and marketing in the industry.
Kurt's business and sales experience span various industries, but also international cultures from Taiwan to Germany, and experience on the manufacturing side, selling directly and through sales channel, and the distributor side, selling on behalf of a manufacturer. Additionally, he has experience in both capital equipment and consumables sales.
The conversation also touches on the significance of trade shows, leveraging LinkedIn for business relevance, and providing advice for future generations in family businesses.
Takeaways
Kurt transitioned from chemistry to a family business unexpectedly.
Leadership transitions in family businesses require clear communication.
Inorganic growth can lead to painful lessons if not managed well.
Selling a business brings both relief and a loss of identity.
Understanding the friction between distribution and manufacturing is crucial.
Traveling for work requires discipline in maintaining health and productivity.
Hiring salespeople with industry experience doesn't guarantee success.
Cultural differences impact sales strategies between regions.
Automation is becoming essential due to labor shortages in manufacturing.
Marketing strategies must evolve to engage customers effectively.
Takeaway Quote from Kurt Palmer
"We needed to start to either grow organically or look at somebody to buy."
Check out Kurt's website
LinkedIn: Kurt Palmer and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube:  @EdMarsh
Show Transcript 
Chapters
00:00 Introduction to Industrial Growth and Kurt's Journey 02:22 From Chemistry to Family Business 04:40 Transitioning Leadership in Family Business 10:15 Inorganic Growth and Lessons Learned 15:18 Selling the Business: Opportunities and Regrets 17:22 Navigating Identity After Selling 22:23 Understanding Friction Between Distribution and Manufacturing 26:28 Traveling and Maintaining Work-Life Balance 29:13 Hiring Challenges in Sales 35:30 Cultural Differences in Sales Approaches 38:05 Insights from Equipment and Materials Sides 39:45 Trends in Automation and Service Contracts 42:29 Marketing Strategies and Customer Engagement 45:14 The Role of Trade Shows in Lead Generation 46:57 Leveraging LinkedIn for Business Relevance 48:47 Advice for Family Business Transitions 55:13 Future Trends in Manufacturing and Automation
 
When's the right time to prepare your family-owned industrial manufacturing business for sale? Several years in advance. Learn from middle-market industrial M&A expert and investment banker Rudy Scarito.
 
Learn about the system I helped Kurt implement to hire top-producing sales reps. 
 
#SuccessionPlanning #FamilyBusiness #SellingABusiness #BusinessTransition #CareerTransition #CapitalEquipmentSales #GermanBusiness #PostTransactionPsychology #FindingPurposeAfterSellingYourBusiness #organicGrowth #MandA #investmentbanker #ChannelSales

Episode 37 - Salim Awad on LinkedIn Lead Generation for Industrial Sales and Marketing

Episode 37 - Salim Awad shares his inspiring personal story and his journey experimenting with LinkedIn Lead Generation
Summary
In this episode of the Industrial Growth Institute podcast, host Ed Marsh interviews Saleem Awad, president of Spinner North America.
Saleem shares his remarkable journey from Colombia to the U.S. Army, his transition to law, and ultimately his role in advanced manufacturing.
The conversation delves into the importance of solution-based sales, building authentic customer relationships, and leveraging social media, particularly LinkedIn, for professional growth.
Saleem emphasizes the significance of accountability, authenticity, and commitment in leadership, as well as the need for a strong industrial base in the U.S.
Takeaways
Saleem Awad's journey is marked by resilience and adaptability.
The rebirth of manufacturing in the U.S. is a positive trend.
Solution-based sales focus on customer success beyond just technology.
Building authentic relationships is crucial in the machine tool industry. - LinkedIn is a powerful tool for professional networking and growth.
Authenticity in leadership fosters trust and accountability.
Prioritizing well-being is essential for effective leadership.
Spinner North America aims to provide precision engineering solutions.
Training sales teams to understand customer needs is vital.
Social media can enhance customer engagement and trust.
Takeaway Quote from Salim Awad
"The rebirth of manufacturing is real."
Check out Salim's website
LinkedIn: Salim Awad and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: @SpinnerNorthAmerica and @EdMarsh
Show Transcript 
Chapters
00:00 - Introduction to Saleem Awad and Spinner North America 03:12 - Saleem's Journey: From Colombia to the U.S. Army as a combat diver 06:12 - Transitioning from Military to Law and Business Development 09:11 - The Shift to Advanced Manufacturing and Automation 12:11 - Solution-Based Sales in the Machine Tool Industry 15:10 - Building Relationships and Trust with Customers 18:09 - Leveraging LinkedIn for Professional Growth 20:47 - The Importance of Authenticity in Leadership 23:47 - Managing Workload and Prioritizing Well-Being 26:46 - Introducing Spinner: A Legacy of Precision Engineering 29:48 - Training Sales Teams for Success 33:12 - The Role of Social Media in Building Trust 36:11 - Preparing for Trade Shows: Engaging Customers Effectively 39:01 - The Importance of Accountability in Business 41:53 - Final Thoughts on Leadership and Social Media
 
What's the role of social media in industrial marketing? See how it fits into the concept of Overall Revenue Effectiveness. Learn more here.
 
#LinkedInLeadGeneration #LinkedInMarketing #LinkedInBranding #ExecutiveBranding #LinkedInForSales #IndustrialMarketing #ManufacturingMarketing #MachineTools #B2BSales #ExecutivePresence

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