Sales Archives - Page 14 of 16

Eyes on the Prize: Managing Your Sales Team’s Mindshare

Like all consumers, today’s industrial customers are less brand-loyal. They want the best, fastest, most cost-effective solutions regardless of brand. And most of the time they’re willing to buy from the lowest bidder, whether that’s the manufacturer, a distributor or a third party. As a result, the manufacturer-distributor relationship is in flux. Not surprisingly, as customer loyalty wanes and distributors race to carry as many brands as possible, distributors are also less loyal to their manufacturing partners. From a sales perspective, this means you have to work harder to ensure your [...]

Eyes on the Prize: Managing Your Sales Team’s MindshareJim Perdue2021-11-15T11:30:11-06:00

The Power of Revenue Operations

From product innovations to customer experience, most manufacturing firms prioritize market-facing strategies in the quest to maximize profits. It makes sense. But what about internal operations? The reality is that your firm’s internal activities represent an important opportunity to drive revenue in their own right. After all, the more efficiently and effectively your team works together, the higher your rate of profitability will be. Bringing your cross-functional teams into alignment is about more than just agreeing to work toward the same goals. You must maintain and leverage that alignment by keeping [...]

The Power of Revenue OperationsJim Perdue2022-01-18T13:55:37-06:00

How to Enhance Your Manufacturing Company’s Sales Organization to Accelerate Revenue Growth

If you’re like most manufacturing executives, the health and performance of your sales organization is always top of mind. Is your sales team driving enough revenue to meet your corporate goals? Is it sophisticated enough to protect and grow your firm’s market share? Are your sales team members using best-in-class practices, or are they “milk run” reps? You know your sales team plays a vital role in the health of your company. So, if you aren’t satisfied with the answers to those questions, it’s time to make some changes. Manufacturers today [...]

How to Enhance Your Manufacturing Company’s Sales Organization to Accelerate Revenue GrowthJim Perdue2022-01-18T14:37:25-06:00

Why Manufacturing Distributors Are Losing Relevance – and What They Can Do About It

The role of manufacturing distributors has changed. Historically, distributors positioned themselves as product experts and were seen as valued advisers. Today, they are often thought of as little more than order-takers. As a result, buyers are increasingly turning to online retailers or seeking to purchase products directly from manufacturers. This trend extends even to the industrial markets. For many distributors, the outlook is bleak, with all but the most successful businesses flailing to find ways to remain relevant. Some in the manufacturing space are even beginning to question whether distributors are [...]

Why Manufacturing Distributors Are Losing Relevance – and What They Can Do About ItJ Schneider2022-12-15T09:59:21-06:00

What to Do When You’re Missing Your Number

The quarter is ending and you’re not hitting your number … We’ve all been there. Some periods you’re the hero crushing growth targets. Other times you’re the one person in the room who is off-plan, jeopardizing the whole leadership team’s annual performance incentive. Missing your number can bring a lot of different stressors, but if you find yourself in a trailing position, your first thoughts should go towards understanding why the business is falling short of plan. In these times, it’s important to remember to remain calm, be in control, stay [...]

What to Do When You’re Missing Your NumberJames Dorn2022-03-08T14:48:00-06:00