Guidance for All Stages of Business Development

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The opportunity cost of outdated non-performing B2B sales channel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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Changing the calculus of industrial capital equipment sales

Ed Marsh on Jul 12, 2016

BRICs b2b marketing b2b sales

Aging equipment = downtime The 2016 Plant Engineering Maintenance Survey (registration required) found that 50% of all unscheduled downtime results from aging equipment. Lack of maintenance (due to various factors from budget to manpower) accounted for another 25%. Interestingly, 55% of respondents said that their solution to reduce downtime was to...
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Sales isn't a binary choice between reps & support - marketing automation is key

Ed Marsh on Jul 8, 2016

digital marketing b2b sales

HBR & McKinsey say field sales vs. sales support You may have read references to the May 25th Harvard Business Review article on top performing sales teams. The premise of the article is that optimizing B2B sales depends on successfully balancing the sales staff between reps and support.
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Try inverse lead scoring to improve virtual B2B Sales

Ed Marsh on Jun 15, 2016

b2b marketing b2b sales

Does your pipeline pile up at quotes? It's the classic B2B sales problem. Some will tell you that the quotes are issued too early. They're almost always right. Others will tell you that the quotes were provided inappropriately - for instance to buyers without budget or understanding of what they're trying to fix. They're often right too. And yet it...
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