Tl;dr - Want to understand how mismatched most industrial sales teams are...
About Ed
Keynote Speaker - Consultant - Director - Author - Veteran Advocate
Ed was going to be an architect; before he was going to be an engineer; before he graduated from Johns Hopkins; before he was an Army Infantry Officer (Airborne Ranger); before he set B2B industrial sales records; before he was partners with a German capital equipment manufacturer; before he founded a distribution/rep company for industrial products in India; until he concluded that managing operational & HR details wasn’t what he enjoyed and started helping others.
Consistent Revenue Growth for Industrial Manufacturers
As buying teams expand and buyers journeys become more complex, many companies have doubled down on "what got them there" with a tweak here and experimental tactic there. That's analogous to the haphazard and ineffective approach that manufacturers originally took to quality and efficiency.
It doesn't work. Forecasting is less reliable, sales pipelines are constipated, and the "status quo" wins more deals.
So let's solve the revenue growth challenge with the same rigor that completely transformed manufacturing.
Overall Revenue Efficiency (ORE™) provides a systemic approach to improving the entire customer-facing revenue growth effort. We use a framework to optimize strategy, manufacturing marketing, industrial sales, and customer success. In other words, everything top line related.
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We Often Focus on Our Product Rather Than the Buyer's Business Outcome
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