Guidance for All Stages of Business Development

But the sales call report will look good.....

Ed Marsh on Nov 26, 2015

industrial marketing b2b marketing b2b sales

A quiet and contemplative spot A really quick bit of context. I'm a management & strategy consultant because I'm good at what I do and help companies substantially improve their condition.  And also for a variety of lifestyle and professional considerations.  (e.g. I can travel when/where I decide; work with clients that I know want to improve and ...
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Cloud computing, due diligence, global sales & more

Ed Marsh on Nov 25, 2015


Low cost, powerful collaboration and mobile access Everyone loves the cloud.  What's not to love.  No more server banks in the office; no more decisions on software upgrades (does it really offer enough to justify?) & annual maintenance contracts; access to centralized matter where or when you are; and no more fretting about how long you ...
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Industrial sales threats - timebomb and landmine

Ed Marsh on Nov 23, 2015

b2b sales

Clearly foreseeable risks to top-line growth Industrial manufacturing companies face a multitude of challenges.  Typically they are very proactive about addressing and rectifying those that lie in manufacturing, operations and the P&L.  They are less attentive to latent top-line growth challenges.  Yet inattention to lurking industrial sales threat...
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The diminishing utility of brands in industrial marketing

Ed Marsh on Nov 18, 2015


Conflating value with utility "In North America consumers say they trust only about a fifth of brands....about half say they trust small companies to do the right thing, compared with just 36% who say the same of large ones....Of the top 100 consumer packaged-goods brands, 90 lost market share in the year to July" Economist, 14 Nov 15 'Authenticity...
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Build a recession bunker or create an industrial sales lead gen engine?

Ed Marsh on Nov 16, 2015

b2b sales strategy

Banal but not wrong You've heard the standard admonitions that recessions are the worst time to cut back on marketing costs, and the standard carping from marketing and sales teams about the folly in management's doing so. Of course both are right.  When business slows you have to prudently trim costs.  And when business slows it's even more import...
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7 reasons why you'll regret missing the Manufacturing Journalism wave

Ed Marsh on Oct 19, 2015

industrial marketing b2b marketing b2b sales

It's not the products or the content Want to skip to the list? More and more industrial manufacturers are experimenting with digital marketing.  From pay-per-click (PPC) ads through periodic blogging and even an occasional offer. Many never overcome the trap of product focus - it doesn't matter how gorgeous your eBooks are if your prospects never f...
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Trust The Man but not the man - how system trumps expert for today's buyers

Ed Marsh on Oct 7, 2015

industrial marketing b2b marketing b2b sales

"Oh you want a receipt?" Maybe it's just me.  Or maybe I'm seeing something that isn't actually there.  But lately I've been struck by how unusual it's becoming to receive a receipt when purchasing something - not just cash (who carries it?) but the very routine credit/debit card purchases made frequently in person. We seem to have passed through a...
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Yogi Berra makes the call on your revenue growth strategy

Ed Marsh on Oct 5, 2015

Yogi Berra, 1925 - 2015, RIP Certainly you heard the news.  Yogi Berra died on Sept 22nd.  Truly the end of an era. There's another era that's ending, just as certainly, although more gradually. Traditional B2B industrial sales, ≈1900 - ≈2014 This isn't another article about how sales has changed.  It isn't even another article about the more salie...
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Management consulting dressed as content marketing

Ed Marsh on Sep 28, 2015

corporate strategy inbound marketing digital marketing Content Marketing strategy

It's not advertising nor is it Simply transactions but rather It's about applying your company's huge store of information & expertise to help educate prospects and customers so they can make informed decisions. It's content marketing Grab your tablet, mute your phone and shut down your mail client for 40 minutes to watch this powerful video from t...
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"Engagement is nothing without conversion" says internet marketing consultant

Ed Marsh on Sep 24, 2015

inbound marketing digital marketing internet marketing strategy

Shocking - Alarming - Erroneous These are examples of the strong language from a report on new research by the Fournaise Marketing Group which describes the fundamental disconnect between business reality and the metrics to which most digital marketers cling. A majority of marketers wrongly assume that awareness and engagement are ways of proving e...
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