Sales Archives - Page 2 of 16

Why Switch? How to Convert the Modern B2B End-User To Your Industrial Brand

https://vimeo.com/704676278 Why should an end-user switch to your brand over what they’re currently using? If your response draws attention to an innovative product feature or specification, then your selling proposition needs some retooling. Today’s buyer doesn’t care about your brand. They don’t care about your latest innovative product either. What they care about is in their facility. They care about the problems that their teams are experiencing. End-user buying behavior has changed through the COVID era and is continuing to evolve. Manufacturers and distributors need to evolve their sales and marketing [...]

Why Switch? How to Convert the Modern B2B End-User To Your Industrial BrandNeil Ruffolo2022-05-03T10:16:26-05:00

Navigating the Profit vs. Growth Dilemma in Manufacturing and Distribution

https://youtu.be/e9HALu1S_6U James Dorn and J Schneider discuss the pivotal choice between profit and growth in manufacturing and distribution. The key to success lies in a balanced strategy that prioritize unit volume growth for manufacturers and profitability for distributors. Key Takeaways Balancing Act: Striking a balance between profit and growth is crucial for manufacturers and distributors. Manufacturers focus on unit volume growth, while distributors prioritize profitability in a symbiotic relationship. Strategic Collaboration: Successful programs hinge on joint collaboration. Manufacturers and distributors should develop targeted programs that cater to specific end-user needs, fostering [...]

Navigating the Profit vs. Growth Dilemma in Manufacturing and DistributionJames Dorn2024-02-20T11:20:33-06:00

Channel Marketing Beyond the Basics: Best Practices for Driving Revenue and Profits

https://www.youtube.com/watch?v=LFx--41sm8k What does "channel marketing" really mean? James Dorn, John Gunderson and Jim Perdue define the term once and for all, including the 2 primary objectives that tend to get lost in the details of execution. Then they take a deep dive into best practices for driving revenue and profit performance in this important, but often vague and misunderstood area of B2B manufacturing product commercialization. Thoughts? Questions? Ask us about internal pricing surveys and industry benchmarking to keep your company competitive in the months ahead.

Channel Marketing Beyond the Basics: Best Practices for Driving Revenue and ProfitsJames Dorn2024-02-12T15:58:34-06:00

How to Win More Loyal Customers With Strategic Buyer Journey Mapping

https://youtu.be/ZXqxwb8S4O8?dorn=01 Industrial projects offer abundant #B2B selling opportunities. Larry Wegman, James Dorn, Jim Perdue and John Gunderson discuss how leading solution providers align their approach with the project lifecycle to increase sales and improve customer experience. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

How to Win More Loyal Customers With Strategic Buyer Journey MappingJames Dorn2023-05-19T15:01:33-05:00

Supercharge Your Sales: Insights from Top Distribution Experts

https://youtu.be/uyHEK1bUkik In this insightful discussion, we dive deep into how the sales landscape is evolving in the distribution industry. Join James Dorn for a recent conversation with Tom Gale and John Gunderson, exploring: The rapid pace of leveraging data, technology, and partnerships to gain market share. Strategies for executives to maximize their suppliers, sales enablement teams, and marketing efforts. Real-world examples and best practices focusing on joint selling initiatives and segment-specific programs. The latest trends in optimizing sales performance and driving revenue growth. Whether you're a distributor looking to enhance your [...]

Supercharge Your Sales: Insights from Top Distribution ExpertsJames Dorn2024-07-23T10:04:06-05:00