Guidance for All Stages of Business Development

Two diagnostics determine success at industrial content marketing

Ed Marsh on Sep 22, 2016

Inbound marketing is a scientific process Proponents suggest that the mystery of marketing fades in the face of data; that the "I know I'm wasting half my marketing, I just don't know which half" quandary is resolved. That's true. For executives with financial and engineering backgrounds it offers insights into what had traditionally been a budget ...
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Manufacturers whistling past the IoT graveyard

Ed Marsh on Sep 13, 2016

industrial marketing strategy Industry 4.0

It's the data....not the machine I recently wrote an article entitled "Why are American Machinery Manufacturers Ignoring IoT & Industry 4.0?" I cited data from Boston Consulting Group that highlighted the rather relaxed approach US manufacturers were taking to the IoT. I wrote about differences in perspective and mindset. Companies tend to think of...
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Why you'd better buy a Tesla

Ed Marsh on Sep 8, 2016

industrial marketing channel management Industry 4.0

Complex buying, evolving sales channel models & product service systems Capital equipment manufacturers tend to have a pretty conservative view of the world. It was, it is, and it will be much as they know it. That is....until it isn't. I recommend that every owner of a capital equipment manufacturer or distributor run, don't walk, to go buy a Tesl...
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Waste & inefficiency in B2B Sales & industrial marketing

Ed Marsh on Aug 16, 2016

corporate strategy industrial marketing b2b sales

3 counterproductive obsessions The inbound marketing movement has led to lots of interesting discussion around sales approaches. That's understandable - after all, as buyers have more tools at their disposal to self serve and avoid sales people, it's reasonable that more than marketing needs to change. Foresightful companies are creating a continuu...
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Chatting with Jim Blasingame about SMB global sales growth

Ed Marsh on Aug 12, 2016

export digital marketing export consultant b2b sales

The Small Business Advocate Radio Show I had a blast on Wednesday morning to join Jim Blasingame on his award winning The Small Business Advocate® Show. It's described as "the world's only weekday small business radio program...airs nationally on the radio (since 1997) and is simulcast worldwide on the Internet (since 1998) for two hours every week...
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Remainder of '16 will be tough for machine builders & industrial manufacturers

Ed Marsh on Aug 10, 2016

industrial marketing strategy Capital Equpiment

Everybody is hesitant There's a lot of uncertainty weighing on capital equipment sales. Some companies have seen sales fall. Others have maintained revenue but seen declines in key indicators of upcoming quarterly sales. There are two key factors: low levels of capital investment enormous political uncertainty Add to that the normal summer lull in ...
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The opportunity cost of outdated non-performing B2B sales channel

Ed Marsh on Aug 2, 2016

industrial marketing b2b sales

Nice folks to drink a beer with If you work with reps or distributors, you've probably got some channel partner teams that look more or less like this. They're good people, honest and loyal. In fact they've probably been representing your products for 20 years or more. Most firms are basically a couple industry veterans who are coasting toward reti...
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Quick start & instant growth in LatAm markets

Ed Marsh on Jul 28, 2016

emerging markets FCPA strategy

Trends - nearby markets are attractive I've written several times in the last year about trends in LatAm markets that mean those markets may be particularly attractive to US companies seeking growth and diversification from a US economy that's statistically past due for a recession.
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Why are American Machinery Manufacturers Ignoring IoT & Industry 4.0?

Ed Marsh on Jul 27, 2016

corporate strategy Industry 4.0 Capital Equpiment

Maybe not ignoring....but not embracing In a recent BCG Perspectives piece, Boston Consulting Groups advanced manufacturing team took a look at statistics around relative adoption of Industry 4.0 or IoT (Internet of Things) technology. The numbers were startling. While US manufacturers trail their German counterparts by a small margin at the high e...
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IDEA SEX - Virtual reality and capital equipment marketing & sales

Ed Marsh on Jul 19, 2016

industrial marketing b2b marketing

Trust | B2B Marketing | Complex Sales Capital equipment manufacturers have an increasingly tough job. Buyers research and decide virtually. Team buying makes the sales process increasingly complicated. And personal inclination away from ownership and toward sharing economy models are likely to dramatically change the process of capital equipment ma...
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Consilium Commentary

Call it a blog, articles or insight.  Whatever name you prefer, we think this is a pretty cool collection of writing on the big topic of applying process excellence to business development.  Generally grouped by digital marketing and global sales, here's insight into how we believe B2B manufacturers can grow effectively.

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