The Buyers' Market Podcast: Recent Episodes
Engaging Perspectives
How do you engage the right buyer? The Buyer’s Market explores the changes in today’s AEC stakeholders’ buying process to help construction and engineering professionals better understand their ideal customers. Join host Matthew Winklestine as we explore what does and doesn’t work when selling or marketing to your ideal audience. If you’re a fan of The Art of Construction, The Modern Craftsman, or Builtcast, then you’ll love The Buyers’ Market.
- Patrick discusses his career journey and how he landed at Coatings Unlimited. He talks about how opening a new office in Minnesota has been highly rewarding for him professionally and for the company.
- Patrick considers how reading Coatings Unlimited's LinkedIn content helped him better understand the company culture and values before joining the organization.
- Patrick reviews the importance of hiring employees who want to build careers focused on longevity and why leaders must take the lead in helping them grow.
- Matthew and Patrick discuss the challenges and opportunities associated with the industry age gap.
- Patrick talks about the importance of the strategic pause and investing in your people on a timely and consistent basis.
- Finally, Patrick shares his habits and tendencies around social media and how someone can benefit from engaging with others in a digital space.
Work with Matthew
Follow Matthew
Follow Patrick
- Matthew and Dane delve into the challenges and solutions for attracting and retaining technical talent in sectors like oil and gas, renewables, and more.
- Dane discusses HUDDL3 Group's innovative software, Smart Search, which streamlines talent acquisition and management.
- Matthew and Dane review the importance of an ecosystem approach to workforce planning and highlight how HUDDL3 Group bridges the gap from hands-on workers to top executives in various industries.
Connect with Matthew on LinkedIn
Schedule a consultation
Follow Dane on LinkedIn
Check Out The Future of Teamwork Podcast
In this episode, Matthew discusses three trends that prompted him to transition from BD to Marketing.
He covers:
- The three trends
- People spend time online
- People perform their own research
- People make decisions on their timeline
- Their applicability to E&C Firms
- Their applicability in Attracting Talent
- Their applicability in Attracting customers
Connect with Matthew on LinkedIn.
Schedule a consultation.
- Adrian shares how he grew up in poverty and construction changed his life, leading him to create the camp to inspire and educate young people about the industry.
- Matthew and Adrian discuss the importance of reaching young people early to generate interest in construction and the need for innovative marketing to showcase the diversity and potential of the industry.
- The conversation wraps up with an invitation for construction companies to collaborate with Adrian to build a talent pipeline and solve the labor shortage problem in the industry.
Work with Matthew
Follow Matthew
Follow Adrian
- Josh discusses his experience helping companies communicate and present themselves to clients in the AEC industry, including differentiation, active listening, and storytelling in winning jobs and building client relationships.
- Matthew and Josh touch on the challenges of being a business owner and the importance of delegating tasks to maintain focus on the big picture.
- Josh discusses how communication needs to be succinct and calculated, especially in short amounts of time, and how transparency is essential in building a good reputation.
- Finally, Josh highlights why routines and habits are essential in interview prep, pursuit strategy, and hiring and how shifting from process to story is critical in building trust and confidence in communication.
Work with Matthew
Follow Matthew
Follow Josh
- Patrick discusses his career journey and how he landed at Coatings Unlimited. He talks about how opening a new office in Minnesota has been highly rewarding for him professionally and for the company.
- Patrick considers how reading Coatings Unlimited's LinkedIn content helped him better understand the company culture and values before joining the organization.
- Patrick reviews the importance of hiring employees who want to build careers focused on longevity and why leaders must take the lead in helping them grow.
- Matthew and Patrick discuss the challenges and opportunities associated with the industry age gap.
- Patrick talks about the importance of the strategic pause and investing in your people on a timely and consistent basis.
- Finally, Patrick shares his habits and tendencies around social media and how someone can benefit from engaging with others in a digital space.
Work with Matthew
Follow Matthew
Follow Patrick
- How Hiedi’s experience in publishing sales, owning several businesses, and everything in between has set her up for success in a hybrid marketing / BD role.
- Why building an authentic personal brand is key to building meaningful and long-lasting industry relationships.
- How hosting a LinkedIn Live Series and engaging with followers has helped accelerate the relationship-building process with potential customers.
- Why it’s important to create content that truly resonates with customers and how you can repurpose information already at your fingertips.
- Why focusing too much on marketing metrics misses the point completely!
Work with Matthew
Follow Matthew
Follow Hiedi
Follow Jim Kunkle
Visit VCP Sales
- Jon’s most significant football moment followed immediately by COVID
- How the Water/Wastewater industry requires a different style of communication
- How choosing Skiing over a Dog Sled ride led to enormous extra work scope, Jon running his first project and kick-started his passion for BD
- Jon wasn’t born an effective orator; high school debate shaped that. If you missed out on HS debate, Jon provides other ways to gain a similar experience.
- Why Jon’s favorite brand is an airline, and which one
- Jon discusses what having a solid brand gains you in E&C
- How to transition an existing brand into adjacent markets
- Why having a strong brand starts with a cohesive, highly functioning, and communicative team – Jon’s story
Work with Matthew
Follow Matthew
Follow Jon
- How Eva’s background in speechwriting for Dave Ramsey has paved the way to launching her own business.
- Why you are never too good to practice, practice, practice.
- Learn what Eva believes is key to launching a successful podcast.
- As a technical presenter, you need to incorporate this piece of advice into your presentations
- Why you need to cut your content… and then cut some more!
- And finally, Eva provides the best takeaways and tips for becoming a confident speaker.
Work with Matthew
Follow Matthew
Follow Eva Rose Daniel
- The challenges of building an industry brand as well as a corporate brand at the same time
- The importance of speaking to all of your customer bases and prioritizing internal communications
- Why your brand needs congruency and integrity no matter where you show up
- What Tom believes are the top two things you need to invest in as a leader
- Why a one-team mentality reduces internal competition and scarcity thinking
Work with Matthew
Follow Matthew
Follow Tom
We Took the Risk
- What Leisha's favorite brand says about her
- Why/how she started her career at Siemens and in Energy
- A story of cross-over brands
- Working for the best drew Leisha to Johnson Controls
- A journey home and to Kiewit
- Standing up marketing and proposals
- Running large events
- Managing large social media calendars
- How LifePlan guides Leisha's life
Work with Matthew & Leisha
- Doa, the Deputy General Manager for engineering for both the Las Vegas Valley Water District and the Southern Nevada Water Authority, has been with the organization since 2000.
- She oversees all major construction and capital program projects, as well as the capital improvement program projects, to serve the community of over 2.3 million residents and over 42 million visitors each.
- She is proud of the construction of the third intake and the low lake level pump station, which was a major lift for the community and paid for by the community's rates.
- This infrastructure was needed only if the lake dropped low and it turned out to be a necessity, making Southern Nevada the most secure.
- She believes that social media and podcasting are unique ways for utilities to reach customers and convey important messages.
- Doa believes that other utilities can use social media by understanding where their customers are getting their information and meeting them there, to be successful.
Work with Matthew
Follow with Matthew
Follow with Doa
Listen to Water Smarts Podcast
Souther Nevada Watering Schedule
- Matthew and Justin discuss the importance of committing to things and being present in the moment, especially regarding family.
- They talk about how marketing strategies are constantly evolving, especially with the rise of digital media like podcasts.
- Matthew and Justin talk about where the industry stands in terms of digital marketing and branding, emphasizing the need for proper marketing communication, content creation, community management, etc., which play an important role in hiring decisions nowadays.
- Matthew provides an overview of ROI for podcasting or other forms of content marketing. He explains that it goes through stages and emphasizes the importance of communicating from the customer's perspective rather than just focusing on data.
- Matthew shares tips, tools, and tricks to make your workflow and businesses more efficient, increase productivity and improve deliverables.
Work with Matthew
Follow Matthew
Follow Justin
- Matthew and Misty discuss her engineering, sales, and marketing background and how that helps her translate highly technical knowledge to her customers.
- Misty shares how testing and proving your marketing methods will help you find your organization's best marketing mix and approach.
- Misty shares how BayWa r.e. leverages digital media and strives to connect with different audiences across various topics.
- Finally, Misty shares her brilliant definition of how she defines “brand” and how B2B companies, especially, need to invest seriously in building their brands.
Work with Matthew
Follow Matthew
Follow Misty
- Matthew shares his definition of leadership and the key metric to track if you’re a good leader.
- Learn how Matthew helps people understand their career motivations and how they can achieve those goals while staying accountable.
- Matthew shares the struggles and painful lessons learned from building his business early on and how addressing the hard questions ultimately yielded the right team and focus.
- Brian and Matthew talk about why it is essential to be open-minded to this new workforce culture and evolving technology and how highly skilled technical professionals and craftspeople will continue to be significantly valued and compensated as time goes on.
- Finally, Matthew discusses how you can engage Engaging Perspectives, especially if you and your organization ask these questions: How do we attract customers or new markets? How do we grow a brand and attract talent? How do we influence the safety culture on my project?
Work with Matthew
Follow Matthew
Follow Brian
Build Consulting Services
- Aidan talks about lessons learned from building a brand on LinkedIn early on and how he has expanded his network and career opportunities.
- Matthew and Aidan discuss how engineering and construction companies can better market and promote their organizations to attract top-tier talent.
- Aidan shares how Gen Z college students and young professionals view the concept of career trajectory and how companies need to respect and respond to those unique ambitions and goals.
- Aidan offers how disconnecting first thing in the morning helps him to stay more present and connected during the balance of his day.
Work with Matthew
Follow Matthew
Follow Aidan
- Matt shares how Engaging Perspectives measures ROI, online and offline, over a year, with brands, large and small.
- Matt and Hiedi discuss how you may drive people away from your content.
- Matt highlights how to go deeper with content, challenge your thinking, and resonate with your audience.
- Matt and Hiedi highlight the value and effort of walking the fine line to show up personally and professionally on LinkedIn and how to push yourself outside your comfort zone.
- Finally, Matt outlines the top items to focus on when building your LinkedIn presence.
Work with Matthew
Follow Matthew
Follow Hiedi
- How Travis’ deep interest in water and media converged with his launch of Waterloop.
- Why you need to narrow in and understand your audience base before developing your content.
- How being an early adopter of social media tools helped Travis build his network and understand how to communicate content most effectively.
- Why Travis chooses to represent all sides of a story in the water industry and share the positive things that are happening, too!
- Travis talks about how scheduling his day in 30-minute increments helps him to stay focused and productive as an entrepreneur.
Work with Matthew
Follow Matthew
Follow Travis
Waterloop
- Jon explains how a series of simple moments matter to the people we serve.
- He shares how “showtime moments” are unavoidable and offers tips to be prepared to react and adapt when improvising on stage.
- Jon shares the value of constantly questioning what can and will go wrong in a presentation and how to be strategically prepared every time.
- Jon reviews the elements of a story and how those elements can create a presentation that relates to multiple audiences while keeping their attention.
- Finally, Jon shares the value of listening and seeking feedback to hone your message with your audience.
Work with Matthew
Follow Matthew
Follow Jon
https://jonpetz.com/
- Diane underscores the value of self-advocating within your organization to better serve your peers, and ultimately your clients
- She shares the importance of using technology to form new, authentic relationships in this digital age and why you cannot afford to fall behind
- Dianne outlines practical ways to start engaging on LinkedIn no matter your personality style and level of comfortability
- She reveals why a “helpful angle” is the key to creating any kind of content
- Finally, she explains how the “Dinner Party” litmus test will help you refine your content on social media
Work with Matthew
Follow Matthew
Follow Dianne
- The challenges of building an industry brand as well as a corporate brand at the same time
- The importance of speaking to all of your customer bases and prioritizing internal communications
- Why your brand needs congruency and integrity no matter where you show up
- What Tom believes are the top two things you need to invest in as a leader
- Why a one-team mentality reduces internal competition and scarcity thinking
Work with Matthew
Follow Matthew
Follow Tom
We Took the Risk
- How Tom got into the renewables industry and his success with EDP Renewables.
- How his long-time mentor’s legacy inspired his book-writing journey and sparked his passion for growing the industry.
- Why the renewables industry needs you, especially if you are willing to take some risks!
- The power of persistence in each phase of life and how helping to build the American Council on Renewable Energy (ACORE) was Tom’s perfect test.
Work with Matthew
Follow Matthew
Follow Tom
We Took the Risk
- Why Leisha’s passion for organization and process helps keep EP and our customers organized and on track
- Why process is not synonymous with administration
- How effective procedures and structure can create an efficient and streamlined hybrid work environment
- Why process isn’t a piece of paper or a throw-away word
- Why you should break your own processes more often
- How you can implement a few elements of organization into your daily life
Work with Matthew
Follow Matthew
Building a Second Brain
Getting Things Done
- How Eva’s background in speechwriting for Dave Ramsey has paved the way to lauching her own business.
- Why you are never too good to practice, practice, practice.
- Learn what Eva believes are the key ingredients to launching a successful podcast.
- As a technical presenter, you need to incorporate this piece of advice into your presentations.
- Why you need to cut your content… and then cut some more!
- And finally, Eva provides the best takeaways and tips to becoming a confident speaker.
Work with Matthew
Follow Matthew
Follow Eva
- How Hiedi’s experience in publishing sales, owning several businesses, and everything in between has set her up for success in a hybrid marketing / BD role.
- Why building an authentic personal brand is key to building meaningful and long-lasting industry relationships.
- How hosting a LinkedIn Live Series and engaging with followers has helped accelerate the relationship-building process with potential customers.
- Why it’s important to create content that truly resonates with customers and how you can repurpose information already at your fingertips.
- Why focusing too much on marketing metrics misses the point completely!
Work with Matthew
Follow Matthew
Follow Hiedi
Follow Jim Kunkle
Visit VCP Sales
Visit Protecting Pipelines
- Why we need to fast track construction industry leaders and bridge the generational gap through mentorship.
- Why the next generation of workers can find purpose and a rewarding career in the construction industry.
- How an industry colleague helped Brian launch The Build Your Success Podcast.
- How volunteering with the ACE Mentor Program sparked Brian’s passion to create a community to help the next generation of construction leaders.
- Why Brian thinks the power of a brand is being authentic and generous minded.
- How Brian implemented his best routine and habit and ultimately generated 10,000 LinkedIn followers and launched a successful podcast.
Work with Matthew
Follow Matthew
Follow Brian Brogen
For EECB Listeners, enter the check-out code ENGAGING for two months free membership to the VFL Community
Voices for Leadership Book
- Matthew shares his background in Business Development & Safety and how those roles helped him garner a deeper interest in marketing
- He shares how his role in safety specifically set the stage to hone his communication skills
- A critical component of career success includes building a support network of mentors along the way
- Why simply "helping others" serves as his driver to grow Engaging Perspectives
- How Matthew's favorite routine or habit positively impacts his life and his family which includes starting his day with "kitchen zero" and some jazz!
Work with Matthew Winklestine
Follow Matthew on LinkedIn
- Doa, the Deputy General Manager for engineering for both the Las Vegas Valley Water District and the Southern Nevada Water Authority, has been with the organization since 2000.
- She oversees all major construction and capital program projects, as well as the capital improvement program projects, to serve the community of over 2.3 million residents and over 42 million visitors each.
- She is proud of the construction of the third intake and the low lake level pump station, which was a major lift for the community and paid for by the community's rates.
- This infrastructure was needed only if the lake dropped low and it turned out to be a necessity, making Southern Nevada the most secure.
- She believes that social media and podcasting are unique ways for utilities to reach customers and convey important messages.
- Doa believes that other utilities can use social media by understanding where their customers are getting their information and meeting them there, to be successful.
Work with Matthew
Follow with Matthew
Follow with Doa
Listen to Water Smarts Podcast
Souther Nevada Watering Schedule
- Nic has had a passion for filmmaking since he was 11 years old, and started a video production company, Yello Brick Studios, to fund his passion for storytelling.
- He believes that technology and culture have diversified the opportunities for filmmakers, allowing for storytelling through various vehicles such as business, personal stories, and social media platforms.
- Nic helped Matthew understand the importance of telling a compelling story through every medium to communicate a message that resonates with the audience during their time working together.
- Nic’s interest in helping companies tell their stories was organic, starting with working in intimate situations such as weddings and events and then helping businesses connect with their audience more meaningfully.
- The key to effective content is focusing on the effect on the audience, not just the cause.
- Video content allows the audience to see the human element of the company 24/7, and it provides an opportunity for the filmmaker to be educated and motivated by the company and its employees.
- Video is a necessity for companies because more and more people consume video content during the research phase. It is an important medium to inform potential customers, current employees, and prospective employees.
Work with Matthew Winklestine
Work with Nic
Check out Nic's work on Instagram
Connect with Nic on LinkedIn
•WICKED Energy with JG Podcast origin story
• Justin’s journey from Canada to the US and from Roughneck to Fluid Engineer to BD Leader and Podcast Host
• How Justin became a podcast host and one of the original Oil and Gas podcast networks.
• How and why Oil and Gas began embracing social media and content
• How his viral Christmas video opened people’s eyes to the power of social media
• GaryVee
• NFTS & influencers pushing products they don’t understand
• What E&C can learn from Oil & Gasses rebrand
• Attracting talent with your Brand. Are Kids really lazy?
• Most unique morning routine
Work with Matthew
Connect with Justin
- How a Duke summer program & his dad’s heart complications sparked 14-year-old Punith’s passion for Nano Tech
- How Punith landed his job at Boston Scientific
- Punith’s experience securing an MS position was different than he imagined…it was about his Network.
- How that experience spurred his passion for helping other MSE
- Statistics on how many MSE professionals have landed positions through 1 on 1 Coaching
- Community and Social stats
- Punith’s near-term vision
- Punith’s BIG vision for helping all technical professionals find their dream job
- What Brand’s mean to Gen-Z
- How Gen-Z uses social media and finds opportunities
- Punith’s habit of gratitude and reflection
Work with Me
Connect with Punith
It’s a Material World Podcast
It’s a Material World Community
- WICKED Energy with JG Podcast origin story
- Justin’s journey from Canada to the US and from Roughneck to Fluid Engineer to BD Leader and Podcast Host
- How Justin became a podcast host and one of the original Oil and Gas podcast networks.
- How and why Oil and Gas began embracing social media and content
- How his viral Christmas video opened people’s eyes to the power of social media
- GaryVee
- NFTS & influencers pushing products they don’t understand
- What E&C can learn from Oil & Gasses rebrand
- Attracting talent with your Brand. Are Kids really lazy?
- Most unique morning routine
Work with Matthew
Connect with Justin
- What Leisha's favorite brand says about her
- Why/how she started her career at Siemens and in Energy
- A story of cross-over brands
- Working for the best drew Leisha to Johnson Controls
- A journey home and to Kiewit
- Standing up marketing and proposals
- Running large events
- Managing large social media calendars
- How LifePlan guides Leisha's life
Work with Matthew & Leisha
.06 - 1:47 - Matthew's Cold Opening
2.37 – 3:32 - How Tyler fell in love with construction and what inspired the genesis of Story Builders.
7:04- 8:25 - How Tyler fell in love with marketing, developed his methodology and launched the podcast, Construction Brothers with his brother, Eddie.
8:39 – 10:17 - Why there is great value in finding clarity and generating awareness while being patient to realize the results of building a brand.
14:27- 17:02 - Why Tyler’s brand is an athletic company and why he appreciates a particular, smaller and upcoming brand in the marketing space.
19:55- 21:11 - Why business owners and marketing experts in the construction industry have the responsibility to help others understand the plight of construction and the industry overall.
28:12- 31:47 - Tyler gets passionate about creating valuable content that translates to engagement vs. talking about yourself. Why it’s critical to shift from a “what do I get” mindset to a “what can I give people” mindset?
31:47- 35:47 - Why your role as a CEO or business owner is changing and why you can’t just be on autopilot and simply delegate when it comes to marketing. It’s important to help your marketers understand the industry.
36:23- 37:43 - Lastly, Tyler’s early morning routine or habit (and how to keep the kids occupied!)
Work with Matthew Winklestine
Check out Construction Brother Podcast
Work with Tyler Campbell
- Jon’s greatest football moment followed immediately by COVID
- How the Water/Wastewater industry requires a different style of communication
- How choosing Skiing over a Dog Sled ride led to large extra work scope, Jon running his first project and kick started his passions for BD
- Jon wasn’t born an effective orator, high school debate shaped that. If you missed out on HS debate, Jon provides other ways to gain similar experience.
- Why Jon’s favorite Brand is an airline and which one
- Jon discusses what having a strong brand gain you in E&C
- How to transition an existing brand into adjacent markets
- Why having a strong brand starts with a cohesive, highly functioning, and communicative team – Jon’s story of growing the Power Delivery business
- Why Jon enjoys working with Matthew and the EP team
- Jon’s secret morning routine starts with convincing people he’s not a morning person.
- His best habit is consistently scheduling and focusing on 1on1’s with his team and why more leaders should focus on consistent 1on1 engagements
- More football banter between a beaten down Brown’s fan and a victorious Chief’s fan.
Do Engineering and Construction Services buyers inform their decision with Online Research and Social Media? Yes!
Now that we have established that. How do you grow a brand digitally in Engineering and Construction? We'll explore that question with the folks out there doing it.
Tune in next week for our first full episode.
- Podcast ReBrand & Focus on Engineering and Construction
- Meet Lee Journey
- ENERUM Conference
- What it is
- Who should consider attending
This week on "The Buyers' Market," Matthew is joined by Mark Wainwright. Mark is the Principal and Owner at Wainwright Insight, where he helps professional services firms reclaim their sales pipeline, build new leaders, and support future growth. Matthew and Mark dive into the future of marketing across the AEC and professional services market, with a particular focus on how sales and marketing can better collaborate to drive real impact.
- Connect with Matthew Winklestine on LinkedIn
- Follow Engaging Perspectives on LinkedIn
- See how Engaging Perspectives can help accelerate your digital marketing efforts
- Connect with Mark on LinkedIn
On this week's episode of "The Buyers' Market", EP Director of Operations, Leisha Ball, and President, Matthew Winklestine sit down and share what we've been up to, where we're going, and how Engaging Perspectives fits into the intersection of sales, marketing, and professional services.
This week on "The Buyers' Market", we explore just how compassion impacts your customer experience, how that experience is shifting from a sales-driven process to a buyer-centric one, and what you can do to shift your internal thinking to better meet your customers where they are.
Exciting things are happening. You don't want to miss it.
At Energize Ventures, Mark Tomasovic regularly pushes his partners to better understand their customers. A venture capital firm focused on construction software solutions, Mark and Energize Ventures have built quite the portfolio on simply analyzing the white space in a given market and finding the best solution to fit that opportunity.
This week, Mark joins episode 31 of "The Buyers' Market." Whether you're interested in the future of AEC technology or how to hone your messaging to better fit your customer persona, we promise this is a conversation you won't want to miss.
- Connect with Matthew Winklestine on LinkedIn.
- Follow Engaging Perspectives on LinkedIn.
- See how Engaging Perspectives can help accelerate your digital marketing efforts.
- Connect with Mark on LinkedIn and Twitter
- Follow Energize Ventures
A few months ago, we were lucky to have Adrian Russell join us on "The Buyers' Market." Director of Diversity, Equity, & Inclusion/Procurement at Shiel Sexton and one of the @Indianapolis Business Journal's 40 Under 40, Adrian is a great ambassador for construction and the trades across the midwest.
This week, we want to pass our platform to Adrian and let him share his experience as a Black man in a predominately white space.
As so many narratives are weaponized, Adrian brings a perspective built on empathy and communication that should challenge us all to start new conversations and seek new understanding.
This isn't a typical episode of "The Buyers' Market," but it's one of the most important.
- Connect with Matthew Winklestine on LinkedIn.
- Follow Engaging Perspectives on LinkedIn.
- See how Engaging Perspectives can help accelerate your digital marketing efforts.
- Connect with Adrian
- Follow Russell's Building Camp
We're changing things up this week on "The Buyers' Market Podcast." Matthew joins friend of the show, Keelin Cox on her "AEC Marketeer Podcast" to explore the impact of client-focused marketing and how sales and marketing can work together to achieve great things.
We love talking with Keelin any chance we get and know you will, too.
- Connect with Matthew Winklestine on LinkedIn.
- Follow Engaging Perspectives on LinkedIn.
- See how Engaging Perspectives can help accelerate your digital marketing efforts.
- Connect with Keelin
In this episode, we discuss the often overlooked, undervalued and difficult to identify force that adversely affects our recruitment, hiring and customer acquisition efforts: Friction. Friction is difficult to spot and remove from the outside. It's not until you truly and honestly put yourself in your customer or recruits' shoes can you really see it. Is Friction hindering your sales and recruiting efforts? Listen to this episode to learn more.
- Connect with Matthew Winklestine on LinkedIn.
- Follow Engaging Perspectives on LinkedIn.
- See how Engaging Perspectives can help accelerate your digital marketing efforts.
Value might not be the only thing your customers care about, but it's definitely high on the shortlist of priorities. According to Gartner, 54% of Millennials prefer to buy complex solutions without involving a sales rep. That means if you want to engage the next generation of buyers, you have to bring something more to the table.
And that's exactly what Patrick McNamee teaches his team at one of the world's leading marketing technology companies. As preferences, trends, and technologies evolve, it's up to the seller to adapt their strategies to the customer's needs.
In this episode of The Buyers' Market Podcast, Patrick joins us to explore the past, present, and future of sales and how maintaining your milk run might not be enough for much longer.
- Connect with Matthew Winklestine on LinkedIn.
- Follow Engaging Perspectives on LinkedIn.
- See how Engaging Perspectives can help accelerate your digital marketing efforts.
- Connect with Patrick
For Keaton Turner, the success of his mining venture —Turner Mining Group — hinged on his ability to find and recruit the talent to support an influx of opportunity. Keaton and his partners took their search to Instagram, and nearly five years later are redefining the perception of an entire industry. Keaton joins us this week on The Buyers’ Market Podcast to explore the impact social media had on Turner Mining and what he’s doing to pull mining out of the dirt and back into the spotlight.
- Connect with Matthew Winklestine on LinkedIn.
- Follow Engaging Perspectives on LinkedIn.
- See how Engaging Perspectives can help accelerate your digital marketing efforts.
- Connect with Keaton
- Learn more about Turner Mining Group
Co-founder and CEO at Surehand, Inc., Christopher Brenchley, joins This week's episode of The Buyers' Market Podcast. We discuss how the trades are perceived and what we can do as companies in the AEC space to shift that perception and attract a new generation of skilled workers. CB's Rock the Trades™ program aims to help ease the labor shortage by celebrating the fulfillment millions of people have found through skilled trades.
Connect with Matthew Winklestine on LinkedIn.
Follow Engaging Perspectives on LinkedIn.
See how Engaging Perspectives can help accelerate your digital marketing efforts.
Connect with CB
Learn more about Surehand, Inc.
Learn more about Rock the Trades.
Dianne Eldridge has spent her entire life adapting to change. From growing up in Beijing, University in Canada, Sr. Director at Emerson to running worldwide business development at AWS, her story is one of discovery, persistence, and success.
Connect with Matthew Winklestine LinkedIn
Follow Engaging Perspectives LinkedIn
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts
Connect with Dianne
This week on The Buyers' Market, the crew explores why so many digital marketing goals fall flat and how we can better align our digital ambitions with greater business goals to create achievable and ambitious expectations for the new year.
Donate to Matt's 100 Miles for American Cancer Society:
https://www.facebook.com/mathw.wnklstine/posts/10158440544712671:0
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
On the first episode of The Buyers' Market in the new year, we have the pleasure of hosting fellow podcaster and AEC marketer Keelin Cox. Host of the AEC Marketeers Podcast, Keelin combines technical experience with marketing expertise to thread the line between engineers and comms teams to help unite both organizations towards real accomplishments. Join us and see how AEC marketing has evolved, how professionals can better manage their workloads, and how Keelin approaches engaging real decision-makers with real challenges.
Connect with Matthew Winklestine LinkedIn
Follow Engaging Perspectives LinkedIn
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts
Listen to the AEC Marketeers Podcast
Connect with Keelin on LinkedIn
Merry Christmas, Happy New Year! We will see you Tuesday, January 4th for new episodes. Until then check out my LinkedIn or EP LinkedIn for clips from previous episodes.
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
Merry Christmas, Happy New Year! We will see you Tuesday, January 4th for new episodes. Until then check out my LinkedIn or EP LinkedIn for clips from previous episodes.
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
In this episode host Matthew Winklestine and Produce Nathan Doyle discuss:
- The importance of building during good times
- Understanding the way your buyers and talent want to consumer information
- How creating good content works passively and compounds
- What is next for EP & Buyers' Market
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
Over the past year, Adrian Russell has inspired a love for construction of curious kids across Indianapolis.
Founded in early 2021, Russell's Building Camp provides youth with life-changing experiences through using their hands and minds to create, build, and give back. By organizing construction and community leaders, Adrian launched Russell's Building Camp as a way to support his community in a post-pandemic environment and teach anyone who wanted to learn the basics of construction.
This week on The Buyers' Market, Adrian joins us to talk through his story, growing up as an aspiring architect in Indianapolis, and how that journey led him to Shiel Sexton, Russell's Building Camp, and how changing the perception of construction can spark new opportunities for a whole new generation.
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
Connect with Adrian: https://www.linkedin.com/in/adrian-russell-b9951966/
Follow Russell's Building Camp: https://www.facebook.com/russellsbuildingcamp
CSO and VP of Engineering at Tri County Electric, Janet Rehberg knows a thing or two about making the right first impression. She's successfully held leadership roles in engineering and marketing.
This week on The Buyers' Market, Janet talks us through not just how to use LinkedIn as a tool for professional development, but how taking the extra steps to create a polished and accessible digital presence can connect AEC companies to their audiences in dynamic ways.
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
Connect with Janet: https://www.linkedin.com/in/janet-rehberg-pmp-cem-7058623/
Join Women's International Network of Utility Professionals: https://www.winup.org
- Engineering to supply chain
- Data-driven decisions
- Supplier relationships in a data-driven remote world
- Changes in Buyer Behavior Rapid-fire Questions
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
In this episode, we discuss the often overlooked, undervalued and difficult to identify force that adversely affects our recruitment, hiring and customer acquisition efforts: Friction. Friction is difficult to spot and remove from the outside. It's not until you truly and honestly put yourself in your customer or recruits' shoes can you really see it. Is Friction hindering your sales and recruiting efforts? Listen to this episode to learn more.
Connect with Matthew Winklestine: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives: https://www.linkedin.com/company/engaging-perspectives
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.engagingperspectives.com/
Author, strategist, podcast host, and Cimatri head of construction practice Hugh Seaton joins us to explore the construction industry's digital future and how even more small to mid-sized businesses can harness the latest innovations to future-proof their organization.
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
Connect with Huge Seaton: https://www.linkedin.com/in/hughseaton/
Follow Constructed Futures Podcast: https://constructedfutures.com/
This week we explore how 21st Century service providers can better navigate the digital space, how young professionals can leverage LinkedIn and what it's like when Gen-Z becomes influencers and buyers. Join me and mechanical engineer, marketing specialist and President of Purdue University's ASME (The American Society of Mechanical Engineers) Marcus Lannie, as we chat about the digital-first future of the AEC space, and how stakeholders can better prepare themselves for a quickly evolving future.
Connect with Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Follow Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Check out how Engaging Perspectives can help startup and or accelerate your digital marketing efforts: https://www.linkedin.com/company/engaging-perspectives
Connect with Marcus: https://www.linkedin.com/in/marcuslannie/
Steve Flanagan has generated $1B worth of business, placed 280+ candidates in their ideal roles and beat cancer twice. What's the secret to his success? Helping others. How does he do it? LinkedIn. Check out this week's episode to hear Steve's incredible life journey of servitude.
Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Steve Flanagan: https://www.linkedin.com/in/stevef1/
Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Engaging Perspectives Website: https://www.linkedin.com/company/engaging-perspectives
Project management coach and 20+ year Public Utility veteran Brad Corder has built a career forcing people out of their comfort zones.
Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Engaging Perspectives Website: https://www.linkedin.com/company/engaging-perspectives
The way buyers inform and make their buying decisions have changed. That question was why we originally conceived the Buyers' Market. Today, we explore has that been validated or disproven. We also discuss what to expect in future episodes.
Matthew Winklestine LinkedIn: https://www.linkedin.com/in/matthew-winklestine
Engaging Perspectives LinkedIn: https://www.engagingperspectives.com/
Engaging Perspectives Website: https://www.linkedin.com/company/engaging-perspectives
At the Sacramento Municipal Utility District(SMUD), Casey Fallon guides his team through that change process every day. Don't miss the latest episode of The Buyers' Market and see how Casey helps navigate a rapidly evolving energy sector and his tips for coming out on top.
Brands know when you've done your homework. On today's episode of The Buyers' Market Podcast, we're joined by Business Fierce President and smart sales aficionado Jill Robbins. Jill brings deep expertise in the supply chain and procurement space to the sales side to help teams understand and engage their leads more effectively.
We've all done a lot of adapting over the past year and a half. On the latest episode of The Buyers' Market, I'm joined by procurement specialize and utility veteran Dan Manfredi to explore how clear communication and precise messaging helped utility providers pivot to a digital-first sales strategy.
In this week's episode of The Buyers' Market, we're diving back into the hot takes from our first three episodes to explore the ideas, challenges, and opportunities that come with making a digital push in an analog industry.
Retired logistics officer and active Chief Procurement Officer at the University of Nebraska, Doug Carlson joins this episode of The Buyers' Market. Join us to hear Doug's compelling journey, explore alternative contracting models, more efficient marketing efforts, and how COVID-19 has re-written the entire procurement market. Listen now!
-
40 year career journey in the AEC space
-
What's happening now
-
Where are we going next
Matthew Winklestine: https://www.linkedin.com/in/matthew-winklestine Engaging Perspectives: https://www.linkedin.com/company/engaging-perspectives
- Engineering to supply chain
- Data-driven decisions
- Supplier relationships in a data-driven remote world
- Changes in Buyer Behavior Rapid-fire Questions
Matthew Winklestine: https://www.linkedin.com/in/matthew-winklestine Engaging Perspectives: https://www.linkedin.com/company/engaging-perspectives