Wednesday Mar 27, 2024
Episode 3 - Bob Apollo on Outcome-Centric Sales
Industrial Growth Institute
Ed Marsh is a founder, Army veteran, independent board director, manufacturing marketing expert, and industrial sales leader. He has marketed and sold millions of $ of B2B industrial manufacturing stuff worldwide. Each week on the Industrial Growth Institute, he chats with makers and thinkers, experts and specialists to gather innovative insights, recent trends, and tried & true best practices for B2B business growth. Each episode provides both actionable tips and theory, for everyone from owners and executive management through managers & directors to individual contributors - all in an enjoyable and energetic conversation format.
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Episodes
Episodes
Wednesday Mar 20, 2024
Wednesday Mar 20, 2024
In this conversation, Ed Marsh interviews Sean Hurd, a career Special Operations Soldier, former Sergeant Major in the U.S. Army, and current veteran advocate at Shift Group.
Sean shares his military background, including his time in the Ranger Regiment and Special Forces, and explains why he transitioned to a career in sales. He highlights the importance of mental toughness and a training mindset in sales.
Sean also discusses the mission and services of Shift Group, which focuses on helping veterans and athletes succeed in sales roles. The conversation emphasizes the attributes and skills that veterans bring to the sales profession.
Sean shares the following specific insights and experiences from his military background and sales career:
the importance of identifying the ideal client and the value of force management training
his daily and weekly workflow, emphasizing the significance of discipline and physical fitness
outworking his colleagues and the importance of tracking metrics in sales
effectiveness of outreach methods like social selling and the need for sales enablement tools
importance of accountability and the role of CRM in sales
challenges of managing a large sales team and the need for effective leadership
concerns about the focus on short-term gains in business and the importance of building long-term relationships
high-level guidance for companies to succeed in sales, including hiring the right people, training and coaching them, and not messing with their money
Takeaways
Military experience, such as the Ranger Regiment and Special Forces, can provide valuable attributes for success in sales, including mental toughness and a training mindset.
Transitioning from the military to sales can be challenging, but it offers opportunities for personal and professional growth.
Sales training and learning from experience are crucial for success in the sales profession.
Shift Group is a company that helps veterans and athletes succeed in sales roles by providing training, coaching, and job placement services. Identify your ideal client and invest in force management training to improve sales effectiveness.
Maintain discipline and a structured daily and weekly workflow to maximize productivity.
Outwork your colleagues and track key metrics to drive sales success.
Utilize social selling and sales enablement tools to enhance outreach and engagement.
romote accountability and use CRM effectively to drive sales performance.
Focus on building long-term relationships and prioritize the success of your sales team.
Shift Group website - www.ShiftGroup.io
LinkedIn: Sean Hurd & Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: Ed Marsh
Show Transcript
Learn about my Overall Revenue Effectiveness™ Framework for Industrial Manufacturing Revenue Growth
#Sales #IndustrialSales #Veteran #BusinessDevelopment #OutboundSales #SalesTraining #Grit #MilitaryTraining #VeteransInBusiness
Wednesday Mar 13, 2024
Wednesday Mar 13, 2024
In this episode, Ed Marsh interviews Chris Fox, a content creator and consultant in the manufacturing marketing space. In addition to bourbon, music, and journalism, they discuss the importance of storytelling and creativity in content creation, as well as the value of imperfection and taking risks. Chris shares his experience in creating engaging videos and emphasizes the need to focus on the spirit and story of a company rather than a history lesson. They also explore the role of editing in content creation and the importance of balancing artistic inclinations with deadlines. Additionally, they discuss the best platforms for reaching manufacturing industry contacts and the use of video for aftermarket and customer success. Topics include:
importance of providing technical expertise to customers
value of creating content that addresses their specific needs
impact of AI on video content and the challenges and limitations of using AI-generated video
how companies can determine when to hire their own videographers and the benefits of building a consistent video production schedule
Chris' ideal clients and the qualities that make for successful collaborations
the coolest machines he has shot and the art of telling stories about seemingly mundane industrial products
importance of creating a conversational atmosphere in interviews to make the subject feel comfortable and authentic
the significance of telling the story of a product across its life cycle and the impact it can have on customers
recommendations for extracting written content from video and building partnerships through video marketing
Check out Chris' website - www.TheChrisFox.com
LinkedIn: Chris Fox & Ed Marsh
Twitter: Chris Fox & Ed Marsh
Instagram: Chris Fox & Ed Marsh
YouTube: Chris Fox & Ed Marsh
The Bourbonite (Chris' fun project)
Show Transcript
Learn about my Overall Revenue Effectiveness™ Framework for Industrial Manufacturing Revenue Growth
#Video #ManufacturingMarketing #IndustrialMarketing #Machines #CapitalEquipment #DigitalMarketing #ContentMarketing #VideoMarketing
Friday Mar 08, 2024
Friday Mar 08, 2024
Ed Marsh introduces the Industrial Growth Institute podcast that helps B2B industrial manufacturers grow revenue.
Building Together
The Industrial Growth Institute Podcast is for the makers in America. The folks who relentlessly drive innovation and manufacturing. Who create the small and middle-market companies that form the fabric of America's economy as the source of pride, jobs and community.
Creating the products is only half the battle. Keeping up with changing market and buyer expectations is critical too, because predictable, manageable, profitable growth is key to thriving manufacturing.
That's the goal of the Industrial Growth Institute Podcast. To bring experts, insights, and inspiring makers to you, in engaging informative interviews that range from theory to practical...in every episode. Real people. Real expertise. Real lessons. Real value.