Industrial Sales and Marketing: Recent Episodes
Kyle Milan
The #1 podcast for anyone in an Industrial Sales and Marketing role. We strictly discuss the strategies and tactics to dominate your industry and what works RIGHT NOW. We use these tactics at my Industrial Marketing Agency (MFG Tribe) to help a wide range of companies increase their revenue and brand presence.
Cold email doesn’t have to suck. In this video I jam with Christian about how to turn a “meh” product into something people actually want to click on—without blowing up your domain or spamming the planet. We start with the unsexy stuff (multiple domains, warmups, patience… yeah, I know) and then get into the fun part: crafting an offer that hits the biggest pain, shows real value, adds a little healthy urgency, and makes “yes” the easiest button in the room. No fluff, no novel-length copy—just tight, relevant messages that sound like a human wrote them.
We swap real examples—from SaaS to industrial to roofing—and I share the simple skeleton I use when I’m writing cold emails that get replies. If you’ve seen your organic traffic dip thanks to AI overviews/zero-click land, we also talk about how to pivot your hook and offer so you still win attention.
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MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Milan Media is shifting our live show format—we’re going live once a month instead of weekly. But don’t get it twisted… this isn’t less content, it’s more value. We're going all-in on higher-impact topics, real strategy, and no fluff.
In this episode, Cristian and I are breaking down the top 5 marketing mistakes B2B companies are still making in 2025. We see this stuff every day—wasted budgets, poor targeting, stale LinkedIn strategies, zero follow-up—and we’re calling it out.
If you’re in B2B marketing and trying to align your sales and marketing teams, get better leads, or finally build momentum online, you need to catch this.
We’re not here to sugarcoat anything—we’re here to help you stop doing dumb sh*t and start executing what actually works.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Let’s be honest—most B2B email marketing is garbage. It’s boring, it’s generic, and it gets ignored. If your idea of email marketing is blasting your entire list with product PDFs and calling it a day, this episode is for you.
This week, I’m diving deep into what it actually takes to build email campaigns that people want to open. If your current email setup is “send and pray,” I’m going to show you how to fix that.
You’ll hear exactly how we build campaigns for clients that drive engagement and real ROI. I’ll show you what’s working right now, why segmentation matters more than you think, and how to align your email strategy with your sales team so you’re not just “marketing”—you’re actually making money.
If you’re tired of wasting time on email marketing that doesn’t move the needle, you don’t want to miss this one.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this week’s live session, I’m breaking down the biggest marketing headlines that came out of May 2025 and what they actually mean for industrial companies and B2B marketers.
First up, Salesforce just dropped $8 billion to acquire Informatica. I’ll walk you through why that matters, how it’s going to supercharge their AI capabilities, and what it means if you’re using—or competing against—Salesforce.
Next, I dig into Google’s latest move: they’re rolling out ads directly into AI search overviews. If you’re wondering how to show up in AI summaries, what this means for SEO and paid search, and where the ad money is going next, I break it all down. I’ve been saying it for a while—this shift is going to redefine digital marketing strategy across the board.
And lastly, we talk about Mountain’s IPO, which just brought connected TV advertising front and center. They popped off with a $1.6 billion valuation on day one. That’s huge for small and mid-market advertisers looking to get into streaming platforms like Hulu. This isn’t just a play for big brands anymore—this is where smart companies are heading next.
I also touch on geofencing, real-world attribution problems in B2B, and how brands like yours can actually start competing in this new landscape without throwing away your budget.
This is the stuff that matters right now if you want to win. If you’re not subscribed, hit the button, turn on notifications, and follow along. We go live every Tuesday at noon Central, no scripts, just real marketing and sales strategy.
Let’s get into it.
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MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
I’ve seen too many companies waste time and money on landing pages that look good but don’t do a damn thing to drive conversions. If your landing page isn’t moving leads down the funnel, then it’s just a digital brochure—and that’s not going to cut it.
In this podcast session, I’m going to walk you through exactly what makes a landing page high-converting. I’ll show you the structure, the messaging, and discuss why people take action...or why they bounce.
We’ll get into real examples, break down what works and what doesn’t, and I’ll give you the straight truth about how to turn more traffic into real leads. This isn’t theory. This is what we do every day for b2b companies trying to actually grow.
If your landing pages are underperforming or you’re not even sure where to start, this is the session you need.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Let me be straight with you...your sales process is probably broken, and it's costing you deals every week.
In this episode, I’m going to walk through the real reasons why good opportunities fall apart: slow follow-up, no process, zero accountability, and reps doing their own thing without structure.
I’ve seen it over and over...companies blaming marketing, chasing bad leads, or making excuses instead of fixing the actual sales engine. This isn’t theory. It’s what I’ve seen firsthand working with dozens of teams.
If you're tired of “pipeline” talk with no results, show up and get hit with the truth. I’ll give you the exact changes you need to make now to stop bleeding deals.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
This week I’m breaking down SEO in 2025—no fluff, just what’s working right now. If you're trying to rank on Google or show up in AI overviews like Gemini and ChatGPT, you need to hear this.
I get into site structure, directory depth, meta titles, H1s, content quality, site speed, and what really moves the needle. Spoiler: Google doesn’t care if your content is AI-written—they just care if it’s good and keeps people on your page.
If your SEO is tanking or you're trying to climb the rankings, this is the episode you need.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
What’s up guys, it’s Tuesday, and that means it’s time to fix your marketing funnel.
In this episode, I break down the real reason your leads aren't converting—and it’s not your product, your price, or your pitch. It’s your funnel stages. I walk through the full sales and marketing funnel, step by step, from Attract to Ask, Trust, Solution, and Close. And no, this isn’t your typical fluffy funnel BS with vague labels. I’m talking about the actual actions that need to happen at every stage, and why most of you are losing opportunities way before the close.
Here’s what I cover:
- Why getting attention is only the beginning—and how most people botch it
- The critical difference between search-based and interruption-based marketing
- Email deliverability, inbox warm-up, and why your cold outreach isn’t landing
- What your sales team needs to do in the Ask stage to avoid ghosting later
- Why trust must be earned before you ever drop a proposal
- How to automate follow-ups so no deal falls through the cracks
If you're only focusing on closing deals, you're missing the bigger picture. You need a full strategy that keeps people moving through every single step of the funnel. I’ve built this process out across hundreds of industrial companies, and I’m telling you: the winners are the ones who have automation, discipline, and zero tolerance for bottlenecks.
Subscribe, leave a review, and share it with someone who needs to clean up their damn funnel.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
What’s up guys—it’s Kyle, and in today’s episode of Your Marketing Sucks, I hijack the planned topic (sorry Lara) and take you straight into the real conversation we need to be having right now: are you actually tracking the goals you set back in January, or are they collecting dust in your nightstand drawer?
We’re halfway through Q2, and I break down exactly how to audit your marketing strategy the right way. No fluff. No theories. Just real talk about what’s working, what isn’t, and how to stop wasting time on tactics that don’t produce.
I’m walking you through:
- How to reverse-engineer revenue growth into actionable lead gen tactics
- Why cold email might be DOA in certain industries (looking at you, defense and aerospace)
- What makes email, ads, and LinkedIn content actually stand out
- The biggest mistake people make with their marketing creative
- And why everything—yes, everything—runs on a bell curve of ROI
This is off the cuff, unscripted, and exactly the kind of kick in the ass some of you need right now. If you’re still trying to cram a year’s worth of strategy into the second half of the year, this is your wake-up call.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I’m joined by Alex Brown — a SaaS sales leader who’s been in the trenches and knows exactly what it takes to hit big numbers in a tough market. He's breaking down what’s working right now in B2B SaaS sales and how to align your marketing and sales teams to crush 2025 goals.
No theory — just proven plays, execution tips, and some straight talk about what’s not working anymore.
If you’re in the SaaS game and serious about scaling, this one’s a must-listen.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I sat down with Lara — our producer and creative manager at Milan Media — who threw five marketing scenarios at me, each one pulled straight from the chaos that companies are dealing with right now. Outdated strategies, unclear messaging, weak lead gen... you name it.
I break each one down live, walking through exactly what's wrong and how to fix it — fast. No fluff, just real advice you can apply today. Whether you’re running into dead-end campaigns or your sales team’s starving for qualified leads, these are the exact fixes I’d make if I were running your shop.
Listen in, take notes, and let’s fix your marketing.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
March 2025 is in the books, and in this episode, I’m giving you a straight-shot breakdown of where B2B marketing stands right now—based on what we’re seeing inside real client campaigns. I’m covering what’s getting attention, what’s driving leads, and what marketing teams need to stop overthinking.
No high-level theory or marketing fluff—just my take on what’s working, what’s not, and how to tighten up your strategy as we head into Q2. If you’re running B2B marketing and want real-world perspective, this is the episode you need.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, Alex cuts through the noise and dives into why acknowledging both your strengths and your blind spots is crucial for long-term success in sales. Whether you're a seasoned rep or just starting out, understanding where you thrive and where you fall short can be a game-changer for growth.
Alex breaks down why self-awareness is essential for building trust, closing deals, and aligning with your team. From overpromising on capabilities to hiding gaps in knowledge, too many salespeople sabotage themselves without even realizing it. This episode dives into how to flip that narrative and turn transparency into a competitive advantage.
If you're tired of the sales fluff and ready to get honest about how to actually win in this space, this one’s for you.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In industrial marketing, I hear it all the time—"We’ve already said that; we need something new." But here’s the thing: just because you’ve said it once (or even a few times) doesn’t mean your audience has heard it, let alone remembered it. I’m breaking down why repetition in marketing isn’t just helpful—it’s essential.
I’ll share why consistent messaging builds trust, strengthens brand recognition, and ensures your company stays top of mind when buyers are finally ready to make a decision. We’ll talk about how to repeat your message across emails, social media, and sales conversations without sounding like a broken record. If you’ve ever worried that you’re saying the same thing too often, join me for this discussion—I think you’ll see repetition in a whole new light.
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MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode of Talk Shop, I'm joined by Dayne Rusch from Vyper Industrial to dive into their journey of reinventing garage products with top-tier American craftsmanship. From premium shop stools to next-level creepers, Dayne breaks down how Viper Industrial refuses to cut corners—delivering real quality instead of just slapping a label on cheap imports.
We get into: ✔️ The family legacy behind Vyper Industrial and how it all started with a homemade shop chair. ✔️ Why they went against the "race to the bottom" pricing strategy and built the best product first. ✔️ The challenges of building a brand in a world dominated by knockoffs and cheap alternatives.
Dayne’s insights on entrepreneurship, brand building, and staying true to premium quality are 🔥. If you're tired of flimsy garage gear, this one’s for you! Let’s talk shop. 💪
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
How do you know when it’s time to let go of a marketing technique that’s just not working? In this live, I’ll be breaking down the tough decisions we all face in marketing. I’ll share my perspective on how to identify when a strategy has run its course, the signs that it’s draining your time and resources, and how to move on without derailing your overall goals. Whether it’s an underperforming ad campaign, a content strategy that’s falling flat, or a tactic that no longer fits your audience, I’ll go through how to evaluate the situation and make the right call.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Marketing isn’t just about great ideas—it’s about building a strategy that actually delivers results.
I'm going live with Cristian Ventura, MFG Tribe's very own Marketing Manager. In this episode, we’re breaking down how to approach marketing from a strategic angle—what questions to ask, how to tailor a plan to a client’s needs, and what makes a strategy actually drive results.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this month’s edition of Monthly Marketing News, I’m back to break down the latest trends shaping industrial sales and marketing right now. From emerging tools and tech to shifts in buyer behavior and strategies that are making an impact, I’ll be sharing what’s working, what’s not, and where you should be focusing to stay ahead of the curve.
This series is all about keeping you informed and ready to adapt—because in this space, staying static isn’t an option.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Even when you think you’ve mastered sales, there’s always something to improve. In this video, Alex and I break down things we wish we knew years ago about industrial sales that could’ve made a massive difference. Whether you’re a seasoned pro or just starting out, these are practical strategies you need to implement right now to stay ahead of the game.
These tips are game-changers, and if you’re not doing them yet, it’s time to get on board. Let’s make 2025 your best year yet in industrial sales. Listen, learn, and let us know which strategy you’re ready to implement.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, Alex and Sebastian discuss the challenges of managing long sales cycles in industrial and B2B sales. They explore the reasons behind slow closes, such as complex decision-making processes and budget constraints, while emphasizing the importance of qualifying prospects effectively. This video is packed with practical strategies for navigating the lengthy sales processes common in industrial markets.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Even when you think you’ve mastered sales, there’s always something to improve. Alex and I are going to break down things we wish we knew years ago about industrial sales that could’ve made a massive difference. Whether you’re a seasoned pro or just starting out, these are practical strategies you need to implement right now to stay ahead of the game.
These tips are game-changers, and if you’re not doing them yet, it’s time to get on board. Let’s make 2025 your best year yet in industrial sales. Listen, learn, and let us know which strategy you’re ready to implement.
__________
Subscribe For More Video Content :
https://www.youtube.com/kylemilan
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LinkedIn : https://www.linkedin.com/in/kylemilan/
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Are industrial influencers worth your marketing dollars? I'm going to break down the realities of working with influencers in the industrial space—what works, what doesn’t, and what you need to know before making an investment. From defining your goal (brand awareness vs. direct transactions) to analyzing their audience engagement, I share insights based on real-world experiences and data. Don’t get caught up in vanity metrics—learn how to track performance and make strategic decisions that drive results.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I’m joined by Joni Cunningham from Creston Industrial Sales to talk about how they’ve been driving change in the manufacturing sector. Joni shares her journey from being a stay-at-home mom to becoming a key player in the industry, coordinating the Advanced Manufacturing Expo, and managing marketing and sales. We dive into Creston’s approach to delivering exceptional customer value, the importance of cultural fit in hiring, and the exciting rise of women and youth in manufacturing. Plus, insights on how events like AME are reshaping the industry and creating opportunities for businesses to connect and grow.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I break down why trying to sell to everyone is a recipe for failure and how you can achieve real success by focusing on a niche. If you're spreading yourself too thin across different industries, you're probably not seeing the revenue growth you want. I’ll show you how to identify your niche, streamline your focus, and develop a targeted strategy that gets results. Whether you're in manufacturing, industrial services, or a B2B tech company, I share actionable insights on how to pick a niche, understand where your target market lives, and how to promote yourself effectively. Stop being a "me too" company and start building authority in your niche market.
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Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
Marketing Strategies You'll Need for 2025
If you haven’t started planning your industrial marketing strategy for 2025, you're already behind! In this episode, I break down the critical elements you need to focus on NOW to crush your marketing goals next year. Whether it’s tracking your marketing data to see real ROI or diversifying your content strategy, I've got you covered with actionable insights straight from the field.
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Technical Sales University: https://training.technicalsalesu.com/enroll
LinkedIn can be a game-changer for anyone looking to increase their sales and network in the industrial sector. In this episode, Alex and I are breaking down eight powerful steps to make LinkedIn your secret weapon for sales without being overly aggressive.
We cover everything from building a targeted network, optimizing your profile to avoid the "salesman" look, engaging with connections to boost your reach, and leveraging LinkedIn messaging for effective outreach.
We also dive into advanced strategies like using Sales Navigator for research and lead generation, posting valuable content to build thought leadership, and even measuring what’s working on your LinkedIn for continuous improvement.
If you're looking to grow your network, generate more leads, and establish authority in your industry, this episode is packed with actionable steps to make it happen.
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MFG Tribe: https://milanmedia.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I hand over the reins to my sales guys, Sebastian and Alex! They break down the critical steps to take when you receive a request for quote (RFQ) to ensure you not only deliver a standout proposal but also maximize your chances of closing the deal. We will explore how to understand your client’s needs and pain points, personalize follow-ups, highlight your unique value proposition, and present a clear, compelling proposal.
Whether you're new to sales or a seasoned pro, this episode is packed with actionable tips to help you elevate your sales process, build client trust, and win more business. If you've ever wondered how to stand out in the RFQ stage, this episode is a must.
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MFG Tribe: https://milanmedia.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
It’s a special Talk Shop episode, and today I had the pleasure of chatting with Tim Drinkwater, owner of Accurate Machine Products. Tim’s story is seriously inspiring—he's gone from starting a machine shop in his garage to winning a $100K CNC machine at IMTS, which is going to be a game changer for his business. In this episode, Tim shares the details of how he won the giveaway, his approach to building a successful CNC shop, and the challenges he's faced along the way.
We also dive into lessons learned from over 17 years in business, why consistent content on platforms like LinkedIn is key, and how he’s leveraging new tools to streamline operations. Tim’s journey is a testament to the power of persistence, good karma, and having the right mindset. Tune in to hear some great insights on running a machining business, managing growth, and finding that balance between work and family life. 💪
Make sure to check out Tim’s LinkedIn to see his content and follow along with his journey. And if you’re in the manufacturing game or just curious about how to scale your business, you won’t want to miss this episode.
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MFG Tribe: https://milanmedia.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I discuss why outdated marketing methods are holding manufacturers back and how embracing data-driven strategies can drive measurable results. Many industrial companies stick to "what’s been working" without auditing the ROI or exploring innovative techniques. I break down how technological evolution applies to marketing, just like it does to machinery—why settle for 10-year-old methods when new tools can deliver exponential results?
We also cover why video content is an untapped goldmine for manufacturers. Imagine creating 100+ videos annually that showcase your services, culture, and value propositions—all while tracking key data points to measure success. Whether it’s leveraging CRM tools, monitoring SEO performance, or optimizing PPC campaigns, I show how simple metrics can reveal the true impact of your efforts.
If you’re ready to beat the competition, build smarter strategies, and grow your revenue, this episode is a must.
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MFG Tribe: https://milanmedia.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
If you're looking to make money from your personal brand, it's crucial to start with a clear goal. In this episode, I break down the importance of defining your objectives—whether you're building a brand to generate sales for a business, create a side hustle, or elevate yourself as an industry thought leader.
I also share insights into how competition and content type play into scaling your brand, highlighting the importance of differentiating yourself from others in the space.
Finally, I'll cover the need for long-term execution and how I've personally applied these principles to grow my brand in the industrial marketing space. It's not easy, but with the right plan and consistency, it's possible to succeed.
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MFG Tribe: https://milanmedia.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
I'm reviving my show "Talk Shop," where I sit down with industry professionals and talk about all things manufacturing. I couldn’t think of a better guest to kick things off than Doug Trout, the man behind the scenes of Fabtech, one of the biggest manufacturing shows in North America. Doug is often referred to as the "Fabtech God," and for good reason—he’s got all the insider knowledge and connections you need to maximize your trade show experience.
We talk about Fabtech’s move to Orlando this year, why pre-registration numbers are off the charts, and what you can expect from this year’s show. Doug shares some valuable insights on how to make the most out of attending, from getting attention at your booth to networking tips that actually work. We also dive into the latest industry trends, like the explosion of automation and robotics, and Doug’s predictions for the future of Fabtech in Orlando.
Whether you’re an exhibitor or an attendee, you don’t want to miss this episode packed with tips and behind-the-scenes stories straight from one of the industry’s biggest trade shows.
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
Challenges and Opportunities in B2B Industrial Companies
In this episode, I dive into how to turn challenges in industrial marketing into opportunities, especially for B2B companies.
I start by highlighting the pervasive mindset issue within many industrial companies, where traditional approaches hinder marketing progress. I explain how to challenge this mindset by embracing differentiation in your marketing strategies.
Next, I discuss resource constraints, whether human or financial, and the importance of working with niche-focused agencies that truly understand your industry.
Lastly, I tackle the competitive landscape, emphasizing the need for content creation to stand out in crowded markets.
Whether it’s video, written content, or other forms of media, producing relevant, valuable content is key to capturing attention and driving results in the industrial sector.
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
Dealing With Setbacks In Industrial Sales
In this epsiode, we dive into how to overcome setbacks in your industrial sales pipeline and turn potential losses into future wins.
Setbacks are inevitable, whether it's losing a deal to a competitor or facing industry-specific challenges like budget cuts or ghosting from prospects. We discuss strategies to keep your pipeline healthy, including playing the long game with lost deals, diversifying your pipeline across industries and company sizes, and ensuring consistent follow-up, even when clients go quiet.
Remember, setbacks can become opportunities if you stay proactive and keep your funnel strong.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
TOP Digital Marketing Strategies for Industrial Manufacturers
In this episode, I'm breaking down why most industrial marketing strategies fail and how to fix them with three actionable steps.
First, I'll talk about the importance of fixing your SEO. Without optimized pages, you're missing out on crucial visibility. I recommend using tools like SEMrush to assess and improve your rankings.
Next, I'll explain why tracking performance is non-negotiable. You need to measure what's working and what isn't—tools like HubSpot can help you stay organized and on top of your game.
Finally, I'll emphasize the necessity of content creation. Whether it's video, long-form posts, or something unique, putting out consistent, engaging content is key to standing out in the industrial sector.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
The Challenges Of Marketing And Selling Technical Products
If your industrial sales pipeline is struggling and you’re not closing deals, it’s time to switch things up. In this epsiode, I share three key strategies that you can implement today to start seeing results.
First, it’s all about selling solutions, not specs. Too often, technical salespeople get bogged down in the details instead of identifying and addressing the customer's actual problems.
Second, you need to clearly define your value proposition—what makes you stand out from the competition?
Finally, relentless follow-up is non-negotiable. I'll dive deep into each of these points, sharing practical advice and examples from years of experience in industrial sales and marketing. Let’s get your sales process on track and start closing those deals!
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
MASTERING Industrial Post-Show Tactics
In this episode, we're diving into essential post-trade show tactics that can help you make the most of your efforts. If you've just wrapped up an industrial trade show, you’ll want to listen to this.
We discuss the importance of immediate follow-up, lead generation, and personalized communication to keep your brand fresh in potential clients' minds. Additionally, I share why scheduling next steps and never giving up on your leads are critical components of trade show success.
Whether you're new to trade shows or a seasoned pro, these strategies can help you close more deals and maximize your ROI.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Industrial Content Marketing that Converts
Creating industrial content that converts is crucial, and in this episode, I dive into the strategies that have driven our success. Last year, our team produced nearly 2,000 videos and over 700 articles, and this year, we're scaling even higher. With an in-house team of skilled video producers, writers, and engineers, we generate content that's both technical and effective.
One of the key concepts I introduce is "Search vs. Send." Are people searching for your content, or are you sending it to them? Understanding this determines your approach—whether it’s optimizing for SEO or crafting something compelling that you send out directly. I also discuss the importance of balancing written content with video. Written content is versatile and easier to distribute, while video can engage more deeply but requires more resources to produce and distribute effectively.
The bottom line? Your content must be authoritative, valuable, and tailored to your audience. Whether you're creating direct, no-fluff content for engineers or adding a bit of storytelling for other audiences, the goal is to educate or entertain while providing genuine value.
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
If you're not doing webinars and live events, you're missing out on a massive opportunity to generate brand awareness and revenue. In this episode, I’m breaking down why I host these events and how they can benefit revenue. Webinars and virtual events are essential tactics for growing industrial leads. Today, I'm going to share how to make your webinars educational and engaging, ensuring they provide real value to your audience.
The key to successful webinars is to start with an educational topic. It shouldn't be a sales pitch; instead, focus on providing valuable information and addressing common industry issues. Collaborate with your sales team to identify frequently asked questions and problems your customers face. This will help you craft a relevant and engaging topic.
Pre-marketing is crucial for the success of your event. Ideally, you should begin marketing your event weeks in advance, creating anticipation through social media, email campaigns, and even landing pages for registration. On the day of the event, ensure that your presentation is engaging and interactive. Post-event, continue to leverage the content by chopping it up into smaller pieces and marketing it as replay access, ensuring you maximize its value.
Webinars and live events are not just about the immediate interactions; they provide long-term benefits by increasing brand awareness and engagement. By consistently delivering educational content and maintaining a strategic marketing approach, you'll see significant growth in your industrial leads and overall business success.
industrialmarketing #industrialleadgeneration #industrialadvertising
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
If you're not leveraging SEO for your industrial company, you're missing out. In this episode, I reveal the five SEO secrets we use daily for our manufacturing clients.
SEO, or Search Engine Optimization, helps your business rank higher on Google. Recently, Google introduced Gemini, an AI platform that competes with ChatGPT. As search landscapes evolve, it's crucial to adapt your strategies to stay visible. I discuss the importance of keywords, on-page SEO, and tracking performance to boost your rankings.
Whether you have a specialized product or service, mastering SEO can significantly impact your business growth.
SEO #IndustrialMarketing #ManufacturingSEO
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
Struggling with engagement on your industrial content? In this episode, I share the secrets to achieving six-figure impressions consistently. We dive into the essential strategies to enhance content engagement in industrial marketing. The key points include understanding the value you offer, going live to boost interaction, leveraging guest shows, repurposing content, and engaging with your audience.
Remember, it’s all about providing value and creating content that resonates with your target demographic.
industrialcontentmarketing #IndustrialMarketing #industrialservices
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
Trade shows are back in full swing, especially heading into fall 2024. In this episode, we dive into how to dominate trade shows for our clients and ourselves. Alex and I discuss essential pre-show tactics to ensure your booth attracts maximum attention and capitalizes on leads.
For exhibitors, start with reviewing the exhibitor list to reconnect with past clients and identify potential new leads. Understand the layout and position yourself strategically. Collaborate with neighboring booths and monitor your competitors to maximize your reach.
If you're walking the show, planning is key. Create a list of target clients, map out your route to avoid unnecessary back-and-forth, and ensure efficient use of your time. Engage with exhibitors when they’re less busy and make meaningful connections.
Whether exhibiting or attending, pre-show marketing is crucial. Promote your presence on LinkedIn, create engaging content, and utilize email marketing to build anticipation. Salespeople should take an active role in this process, using personal outreach to enhance visibility.
Post-show, follow-up is vital. Pre-plan your follow-up strategy to ensure no leads slip through the cracks. Use your CRM to manage leads and maintain engagement, ensuring you convert connections into tangible business opportunities.
TradeShowTips #IndustrialSales #MarketingStrategies
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I dive into the strategic use of paid search in industrial marketing. We discuss when it's appropriate to invest in paid search, from companies spending a few hundred dollars to those with budgets exceeding $50,000 per month.
Key points include the effectiveness of paid versus organic search, understanding search behavior, and the impact of Google's continuous scroll and AI system Gemini on search results. I also cover the importance of optimizing campaigns for quality scores, and how to use geofencing and retargeting to maximize reach and effectiveness.
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I discuss why HubSpot is the best CRM system for manufacturing and industrial companies and provide a deep dive into its functionalities. As a HubSpot Platinum partner, my agency, MFG Tribe, leverages HubSpot's robust features to enhance industrial marketing strategies. I explain how to properly utilize CRM systems, emphasizing the importance of custom fields, sequences, workflows, and detailed reporting to optimize sales and marketing processes. Additionally, I cover pricing tiers and integration options, helping you choose the right HubSpot package for your needs.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Struggling with traditional marketing mindsets and getting pushback? In this episode, I outline the four steps I've been using over the last eight years to deliver real results. The challenge with traditional thinkers in manufacturing is breaking through their old-school methods. From referral-based marketing to relying on outdated directories, the landscape has drastically changed.
Step one is identifying the problem. Whether in business or personal life, recognizing an issue is crucial. Step two involves creating a full strategy, not just random ideas. Come prepared with a plan based on research and industry trends. Step three is citing credible sources, using insights from industry experts like MFG Tribe. Lastly, step four is leveraging data. Data doesn't lie, and it’s essential for proving what works and what doesn’t.
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
Are you using LinkedIn the wrong way for industrial sales? In this episode, we'll show you how we grew our LinkedIn presence and how you can too. I'm Kyle Milan, CEO of MFG Tribe, and I'm joined by my Sales Manager Alex Brown to discuss industrial sales and manufacturing sales strategies. Our channel has over 1,500 videos covering these topics, and we go live twice a month to talk about industrial manufacturing sales.
Today's focus is on integrating social media into manufacturing sales with five key strategies. We'll cover these points, answer your questions, and share actionable tips you can implement today. Remember, building a LinkedIn routine is crucial—time-blocking daily interactions, sending out connection requests, creating engaging content, and consistently interacting with your network will set you up for success.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I discuss why traditional email marketing methods often fail and how to optimize your B2B email marketing strategy for 2024. I'll share our successful approach at MFG Tribe - Industrial Sales and Marketing Agency - and provide actionable steps to improve your email marketing performance.
From addressing common mistakes like using generic email addresses and inconsistent schedules to building targeted lists and utilizing sequences, I'll cover it all. Learn about the importance of short, direct copy and the effectiveness of threading emails to increase open and click rates.
Plus, I'll explain why you should be a bit aggressive with your frequency and how to leverage tools like HubSpot for automation.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I delve into the intricate world of personalizing industrial sales, emphasizing its vital role in building meaningful relationships with clients. Joined by Alex Brown, Sales Manager at MFG Tribe, we explore practical strategies to customize your sales approach, ensuring it resonates with the specific needs of each customer.
We cover key aspects like the importance of tailored outreach, leveraging information such as industry specifics and event participation to enhance engagement and response rates.
Whether it’s crafting compelling LinkedIn messages or customizing proposals, our discussion provides actionable insights to elevate your sales process. Remember, in sales, the personal touch can make a substantial difference in not just closing deals but fostering long-term relationships.
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Technical Sales University: https://training.technicalsalesu.com/enroll
Industrial manufacturing companies face four major challenges in their marketing strategies. In this episode, I’ll share the solutions we implement for our clients to overcome these hurdles.
Firstly, standing out is a significant challenge. To differentiate your business, you must define what sets you apart from the competition without relying on generic claims like "quality service." Identify unique selling points, such as innovative solutions to common industry challenges or exceptional product longevity. Your value proposition should be clear and compelling.
Secondly, speed is crucial. Industrial companies often move slowly in decision-making, especially in marketing. Quick, calculated actions can make a significant difference. If a strategy is proven to work, implement it swiftly rather than delaying it for months.
Thirdly, relying on traditional methods can hinder growth. While trade shows and referrals are valuable, diversifying your approach with digital marketing, social media, and strategic PPC campaigns can yield better results. Modernize your marketing strategy to stay competitive.
Lastly, data collection is essential. Without tracking and analyzing data, you can’t determine what’s working. Collect comprehensive data on all marketing activities and adjust your strategies based on this information. Regular reviews and data-driven decisions will lead to continuous improvement.
By addressing these challenges with effective solutions, you can enhance your industrial marketing efforts and achieve better results.
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I discuss why I go live six times a month on LinkedIn and YouTube and break down the process of doing it effectively. We'll dive into choosing your niche, necessary equipment, creating a show structure, inviting connections, going live, and repurposing content. By the end of this episode, you'll know how to leverage live streaming to stand out in the industrial and manufacturing sectors.
For those new here, I'm Kyle Milan, and I've shared over 1,500 videos on industrial sales and marketing. Whether you're looking to handle your marketing in-house or need agency support, MFG Tribe is here to help. In today's video, I'll show you how hosting live events can provide immense value and engagement, driving your business forward.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I delve into the intricate world of personalizing industrial sales, emphasizing its vital role in building meaningful relationships with clients. Joined by Alex Brown, Sales Manager at MFG Tribe, we explore practical strategies to customize your sales approach, ensuring it resonates with the specific needs of each customer.
We cover key aspects like the importance of tailored outreach, leveraging information such as industry specifics and event participation to enhance engagement and response rates.
Whether it’s crafting compelling LinkedIn messages or customizing proposals, our discussion provides actionable insights to elevate your sales process. Remember, in sales, the personal touch can make a substantial difference in not just closing deals but fostering long-term relationships.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Running a successful YouTube channel in the industrial sector requires more than just posting videos. In this episode, I dive deep into the strategies and tools we use at MFG Tribe to enhance our channel and boost our clients' digital presence through video content. From discussing the impact of AI on content creation to the increasing importance of videos in Google's search algorithm, I cover how these elements can significantly affect your marketing efforts. Additionally, I share practical tips on optimizing your YouTube channel setup, engaging effectively with your audience, and leveraging YouTube's features to maximize your video content's reach and effectiveness.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this episode, I dive deep into how to personalize your industrial marketing efforts using customer data effectively. We discuss the importance of tailoring your approach specifically for industrial sectors by leveraging crucial information like company size, industry type, and geographic location. I'll show you how to collect this data and use it to craft customized messages that resonate with your target audience, enhancing your outbound marketing campaigns and sales strategies. We also explore the use of artificial intelligence, particularly GPT models, to automate and refine your messaging process, ensuring precision and relevance in every communication. Join me as we unpack these strategies to elevate your industrial marketing game!
IndustrialMarketing #DataDrivenMarketing #Customization
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Welcome to another episode where I dive deep into the practical strategies for industrial marketing, specifically focusing on social media platforms. Today, I'll share a robust guide designed to elevate your company's digital presence, especially if you're in the manufacturing sector. We're exploring the significance of choosing the right platform—with a strong recommendation for LinkedIn as the go-to for industrial and manufacturing companies. Discover actionable steps for utilizing platforms like Facebook and Instagram for specific operational goals, and understand why platforms like Twitter and TikTok might not be as effective.
We'll cover five key points to help you enhance your social media strategy, from selecting the ideal platform to defining your mission and goals. Plus, get insights into content creation, engagement optimization, and tracking the impact of your social media activities on your business goals. Whether you're looking to grow your followers, increase engagement, or convert your social media efforts into real business opportunities, this episode is packed with valuable advice directly from the industrial marketing field.
IndustrialMarketing #SocialMediaStrategy #LinkedInForManufacturers
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this podcast, I delve into the critical topic of lead generation strategies specifically tailored for the manufacturing industry. My 23 years of experience in the industrial sector have given me a unique insight into the traditional and innovative methods companies use for lead generation and marketing. I'll be walking you through the strategies that many consider innovative but are, in essence, essential practices I've been implementing for years.
We'll explore a variety of tactics ranging from utilizing social media platforms like LinkedIn effectively, to leveraging trade shows and maximizing email marketing through sales sequences. Plus, I'll share insights on how to make your calls more effective by focusing on engaged prospects and utilizing associations and postal methods strategically.
Key points covered include:
-Utilizing LinkedIn for building connections and engagement.
-Effective email marketing through tailored sequences.
-Maximizing trade show impact with pre-show marketing and engaging booths.
-Strategic calling - focusing on engaged prospects.
-Utilizing associations for networking and learning.
-Testing and optimizing postal methods for lead generation.
Remember, it's not just about implementing these strategies; it's about continuously refining and adjusting them based on the feedback and results you observe. This video will provide you with a comprehensive understanding of how to elevate your lead generation efforts and break free from traditional methods that may no longer be effective. Tune in and take your industrial sales and marketing to the next level!
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this podcast, I'm diving into the top digital tools for manufacturing sales, sharing expert insights and personal favorites to enhance your sales process. First up, LinkedIn Automation is a game-changer, offering a way to efficiently connect with key decision-makers. Remember, automating connection requests and messages can massively amplify your outreach efforts. Next, a CRM system like HubSpot is indispensable for managing relationships and tracking the sales journey. It's all about keeping your pipeline organized and accessible.
Zapier and Make are also crucial tools, streamlining workflows by connecting various applications. This automation can save you an incredible amount of time, making your sales process more efficient. In addition, list building software like ZoomInfo or Seamless.AI is key for generating targeted leads, allowing you to enhance contact lists and focus on the most promising prospects.
Lastly, I highly recommend video creation software for outbound marketing. Personalized videos can significantly increase engagement, helping you stand out in a crowded inbox. Combining these tools effectively can revolutionize your sales approach, making your process more streamlined and impactful.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this podcast, I delve into the transformative power of video marketing in the industrial sector. If you’ve followed my content over the last few years, you know I'm a strong advocate for video as a key driver for engagement and distinction in manufacturing. AT MFG Tribe, we embody this belief with a dedicated in-house video team that has worked with numerous clients across 27 cities, producing over 500 videos last year alone.
I highlight a comprehensive strategy focusing on the balance between long-form and short-form content, emphasizing the importance of producing a substantial quantity of videos to stand out. It's not about the occasional one-off video; we’re talking about creating 50-100 videos per year, each tailored to showcase different aspects of your services or products.
Quality is vital, but it doesn't have to be Hollywood-level. Even your smartphone can be an effective tool. Audio clarity is paramount, and with simple accessories like a tripod or a Bluetooth mic, you're set to start producing impactful content.
The placement of these videos is critical. Your website, especially the top-visited pages, should feature these videos to leverage existing traffic. On social media, particularly LinkedIn, video content can significantly increase your visibility and engagement. Remember, the format and approach should vary according to the platform.
Another powerful approach is utilizing video content in events, such as trade shows or webinars. Recording these events provides a wealth of content that can be repurposed across various platforms.
Finally, incorporating video content into your lead generation strategy can be game-changing. Using videos in email marketing, PPC campaigns, and trade show promotions can amplify your reach and effectiveness significantly.
By adopting this strategy, you'll not only enhance your marketing efforts but also significantly boost engagement, standing out in the competitive industrial sector.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
🚀 Welcome to the future of email marketing for industrial companies! In this comprehensive guide, I dive deep into the most effective email marketing strategies tailored for the industrial sector in 2024. Whether you're marketing industrial products or services, this video is your roadmap to dominating your market.
🔧 Tools and Techniques Discussed:
CRM Systems like HubSpot for Email Automation
Sales Sequences for Higher Engagement
Short and Direct Email Copy
Automation Triggers Based on User Engagement
Acquiring New Contacts for a Robust Email List
🎯 Who Should Listen:
Industrial Marketing Professionals
Sales Teams in Industrial Companies
Business Owners in the Industrial Sector
Anyone Looking to Modernize Their Email Marketing Strategy
IndustrialMarketing #SalesStrategies #2024MarketingTrends
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
🔍 Welcome to my in-depth guide on maximizing ROI in industrial marketing campaigns. This episode is a must for anyone looking to enhance their marketing strategies in the industrial sector. Whether you're a seasoned marketer or just starting out, you'll find valuable insights and actionable tips to boost your campaign's effectiveness.
🔑 Key Topics Covered:
Setting Clear Goals: Understand the importance of defining the purpose of your campaign, whether it's brand recognition, lead generation, or driving sales.
Defining Your Target Audience: Learn how to identify and target the right audience, considering factors like industry, company size, and geographic location.
Effective List Building: Discover the significance of building a precise contact list using reliable tools like Seamless AI and ZoomInfo.
Utilizing Marketing Verticals: Explore various marketing strategies including social media (with a focus on LinkedIn), email marketing, PPC, and organic video content.
Tracking Results: Gain insights on measuring the right metrics and understanding the impact of your campaign beyond vanity metrics.
The Power of Pivoting: Learn when and how to make strategic adjustments to your campaign for continuous improvement.
IndustrialMarketing #MarketingStrategies #ROI
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Welcome to my deep dive into Marketing Automation, specifically tailored for the world of Industrial Sales and Marketing! In this episode, I share my extensive experience and insights on how to effectively utilize marketing automation tools to enhance your business's performance. Whether you're new to the channel or a returning viewer, this episode is packed with valuable information that can transform your marketing strategies.
The importance of choosing the right CRM system for your business.
Strategies for utilizing different types of marketing automation systems, including HubSpot, Salesforce, and others.
Tips on creating effective outreach campaigns for cold, warm, and hot leads.
The significance of automation and tracking in your marketing efforts.
How to leverage integrations for increased efficiency and better results.
Strategies for filling your sales funnel with high-quality leads.
Techniques for nurturing leads throughout the sales process.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
This episode is an essential for anyone looking to enhance their online presence in the industrial sector. We dive deep into the strategies and insights necessary for building a robust digital identity, ensuring your brand is effectively represented online 24/7.
Understanding the 24/7 Nature of Digital Branding: Your brand is always live, regardless of your industry. We discuss the importance of this constant presence and how it acts as a non-stop salesperson for your business.
Auditing Your Brand: Learn how to objectively evaluate your website, social media, and overall online presence. We cover everything from website uniformity to the effectiveness of your social media strategy.
Getting Aggressive with Marketing: Discover why it's crucial to be proactive and aggressive in your digital marketing efforts in 2024. We talk about the importance of frequent posting, website updates, and staying ahead of the curve.
Tracking Engagement and Data: Understand the importance of tracking your marketing efforts and making data-driven decisions. We emphasize the need for continuous monitoring and adjustment of your strategies.
Doubling Down on What Works: Learn how to identify successful strategies and invest more resources into them for even greater results.
Whether you're looking to revamp your existing digital presence or just starting out, this video offers a comprehensive guide to making your industrial brand stand out online.
industrialmarketing #digitalbranding #manufacturingmarketing
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Dive deep into the world of Account-Based Marketing (ABM) tailored for industrial companies in this comprehensive video. Kyle Milan breaks down ABM, transforming it into a more industry-focused approach, and guides you through building a strategic marketing roadmap for 2024.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Welcome to another insightful episode where Kyle Milan dives deep into the world of SEO, specifically tailored for industrial companies. In this podcast, Kyle uncovers the common mistakes that industrial companies make in their SEO strategies and provides practical, tested solutions to enhance their online presence effectively.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Welcome to our latest podcast where Kyle and Alex dive deep into the art of pitching industrial products and services! Whether you're a seasoned sales professional or just starting out, this video is packed with insights and strategies to take your industrial sales game to the next level.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Join me as I share my extensive experience from attending over 50 trade shows, and the specific strategies we're implementing in 2024 for our industrial clients. Whether you're planning to exhibit or just attend, this video is packed with valuable insights and tips to help you make the most of your trade show experience. Learn how to pick the right shows, create impactful collateral, engage in effective pre-show marketing, and much more. Don't miss these key strategies that could revolutionize your trade show results in 2024!
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Welcome to our in-depth exploration of Industrial Sales Mastery in 2024. This podcast is essential for anyone in sales or marketing within the industrial sector. We're sharing strategies and insights that are crucial for your success.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this podcast, I will delve into the dynamic world of virtual events, specifically tailored for the industrial sector. If you're part of the industrial community, whether in marketing, sales, or operations, you gotta listen to this podcast!
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Kyle Milan and Alex Brown discuss the pivotal role of follow-up in industrial sales. Learn why diligent follow-ups can be the key to your success and how you can refine your strategy to stay at the forefront of your client's decision-making process.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
As 2023 comes to an end, I'm going to recap and reflect on all of the strategies that I think worked this year in Industrial and Manufacturing marketing.
I'm also going to share my predictions for things you should be paying attention as we move into the new year so you can DOMINATE your marketing strategy in 2024.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Are you an industrial manufacturing company struggling with PPC advertising? Discover the secrets to successful industrial marketing in this eye-opening video! Learn how to make millions of dollars with advertising strategies tailored to your industry. Join Kyle Milan, founder of Manufacturing Tribe, as he dives into the nitty-gritty of industrial marketing and advertising.
About Manufacturing Tribe:
Welcome to Manufacturing Tribe, the leading industrial sales and marketing agency! With 8 years of experience, we're revolutionizing the way industrial companies approach advertising. From engineering to sales and marketing, our team knows the ins and outs of the industrial landscape. Say goodbye to generic marketing agencies that just don't understand your needs. Discover how to harness the power of advertising to boost your industrial business's success!
Discover the REAL potential of PPC advertising for industrial companies. We debunk common myths and reveal the truth about what works and what doesn't.
Learn about the intent behind your advertising and why it matters. Whether you're building brand awareness or driving action, we've got you covered.
Uncover the right platforms for reaching your target audience. From Google Ads to LinkedIn and more, we'll guide you through the pros and cons of each.
Craft compelling creatives that catch your audience's attention. Understand the nuances of ad design and how to tailor your content for specific platforms.
Dive into data analysis and its crucial role in refining your advertising strategy. Learn how to make data-driven decisions that lead to real results.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
In this video, Kyle delves into the changing landscape of social media in industrial manufacturing marketing and share strategies to help you dominate online. Discover how social media platforms like LinkedIn, Twitter, Facebook, and Instagram can be leveraged to build your brand, engage with your audience, and generate revenue for your industrial company.
Kyle explores the traditional use of social media and why it's no longer effective, as well as the new purpose of social media as a powerful tool to drive sales and nurture leads. Join Kyle as he provides data-backed insights and practical tips to help you optimize your social media strategy for industrial manufacturing success.
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Are you a content marketer? Before you create another piece of content, make sure you watch this video! In this informative video, Kyle reveals the most common mistakes content marketers make and how to avoid them. He dives into three key factors that can greatly impact your content marketing success: purpose, volume, and consistency.
Starting with the purpose, many content marketers get it wrong by focusing solely on their own goals, such as driving revenue. However, the key is to prioritize providing value to your audience. Learn how to educate, entertain, and help your viewers, and the results will follow.
Next, he discusses the importance of volume. Simply put, more content equals more value and better returns on your investment. Discover why posting consistently and frequently across different platforms can break through the noise and capture your audience's attention.
Lastly, he emphasizes the significance of consistency. Algorithms and your target market both favor consistent content creators. Find out how maintaining a regular posting schedule can help you build a loyal following and keep your audience engaged.
If you're looking to improve your content marketing strategy and achieve better results, this video is a must-watch. Learn from our experience producing content for clients in the industrial space and gain practical tips you can implement today. Don't miss out on the secrets to content marketing success!
contentcreationtips #youtubesuccess #videomarketingstrategy
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Looking to improve your manufacturing company's content strategy? In this video, Kyle breaks down the process of creating a content calendar for industrial manufacturing brands.
As an experienced industrial marketing agency, MFG Tribe provides valuable insights and tips to make it easier for you. Learn how to categorize your content, including downloadable content, drop-off content, social media, website, and email marketing.
Kyle also discusses the importance of balancing written and video content to cater to different preferences. Watch this video to optimize your content strategy and generate results for your manufacturing business!
ManufacturingMarketing #ContentStrategy #IndustrialMarketing
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Blow up your Industrial Sales Funnel
In this video, discover the ultimate strategy to skyrocket your industrial and manufacturing sales funnels. If you're facing the common challenge of stagnant sales and struggling to generate new leads, this video is a must-watch.
Whether you're a technical salesperson or an industrial marketer, it's crucial to align your efforts for success. Learn how to audit your deal sources, track and analyze data, and make data-driven changes to your marketing and sales activities.
Unlock the potential of social media, website videos, outbound methods, and email marketing campaigns to drive exceptional results. Don't let frustration take over - collaborate with your marketing team and implement an effective sales and marketing strategy for remarkable growth.
industrialsales #ManufacturingSales #salesstrategy
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Nancy Bell interviews Penny Thorn, Account Manager at TCI Coatings, to discuss the challenges, advantages, and pathways to growth for women in the industrial space.
Making the sale is all about being at the right place, at the right time - in front of the right person. When you find the decision maker, it’s about building a trusting relationship and being respectful of their needs and time. Ask questions to understand their situation better and help to build the trust between yourself and the client. The customer experience is an often overlooked but vital part of this trust.
In our previous talks, we’ve mentioned how natural empathy from women can make it easier to connect with people. Remember that your clients are people too with a life outside of work and if there are any interests and hobbies that you can connect on, do so. Being in sales is an industry where you have to learn to love to hustle and always be learning and willing to try new things.
TCI Coatings, Inc. has produced protective and decorative coatings for various substrates since its establishment in 1959. Its range of products includes Hydrotec waterborne industrial coatings (PVD Physical Vapor Deposition) that cater to the requirements of modern OEMs and air control districts while continuing to develop new products for its varied customer base.
IndustrialSales #WomenInManufacturing #mfgtribe
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There are a ton of false precepts when it comes to technical sales. Are any of these following myths “true” to you now? Kyle debunks the myths and ways to fix them if they affect your sales performance!
“COLD CALLS/VISITS DON’T WORK” If you put the right amount of effort and time into the right people, you certainly bet they work! Make sure your prospect list is a pre-qualified good fit for your product and service, and start making the calls. It’s all about being omnipresent through all marketing and sales methods so that when a potential client has a problem with your solution, they will call you back first. Stay active - the more people you call, the more chances you will get a sale.
“LINKEDIN DOESN’T MAKE ANY MONEY” LinkedIn is the go-to for connecting B2B sales opportunities. If you are building your brand, putting out a consistent and constant stream of content, and providing people with value, you will undoubtedly make a lot of sales through LinkedIn. Again, it’s all about giving value - don’t just make a connection request and ask your new connection to buy from you. Messaging on LinkedIn is far more effective than e-mail now because of the content, videos, and information you can post on the platform.
“TRADE SHOWS GIVE THE BEST LEADS” Audit the amount you spend on yearly tradeshows and calculate its results. You may spend more on attendance than what you receive back in sales. While tradeshows are still great to network, pandemics and other technology have disrupted their value. Reevaluate which 1 or 2 tradeshows are absolute must-attends for your industry, and redistribute the rest of the budget into more impactful marketing methods.
“FOLLOWING UP 2X IS THE MOST I SHOULD DO” Omnipresence was mentioned earlier, and you have to keep hitting at it to the point that’s right below the border of annoying. A “No” today can be a “Yes” a week, month, year, or two from now. So keep following up in some measure as needs, staff, and problems fluctuate in companies - big money is in the follow-up.
“MY QUOTA IS UNREALISTIC” You need to put in the work and change your mindset to reach your quota. Break down your goals into monthly, weekly, and daily goals, and don’t just work toward them, but put more effort into going beyond them.
technicalsales #mythsofselling #kylemilan
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If you need a new pace for your marketing strategy, this is the video you need to watch.
Your website can always use sprucing up, and it starts with a top-down analysis. See which pages your customers are landing on most, which content performs, and if you are updating it enough. Another aspect you should check is SEO (search engine optimization) to ensure your website is at the top of the search list compared to your competitors. SEO is something that should be adjusted for frequently - a set-it-and-forget-it attitude leads to your website getting lost in the dust.
Some like to watch; some want to read. Either way, you should be bringing out a consistent stream of relevant videos and articles to your customers. First, see which search terms rank at the top and curate content to capture traffic from those searches. Then share your experience, your story, and create content from that - show you are a subject matter expert.
Ensure you post on your company's LinkedIn page at least 5 times a week. This should be a mixture of industry-related content and your own content. With LinkedIn, you can better connect to B2B customers by providing value and then asking for an appointment.
Email is how you stay omnipresent to your prospect. After you’ve brought them to your website, shared content, and added them on LinkedIn, your email campaigns should reel them in for an appointment and a sale. Make sure your emails are simple and concise, devoid of images.
Organic growth is necessary - at a clear point where things slow down, supplement it with Google ads. PPC is especially effective at selling higher ticket items to more targeted companies. Build it upon all the other steps to make the best effect.
manufacturing #marketing #mfgtribe
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What is Industrial Marketing?
B2B marketing in the manufacturing industry requires a different approach. However, it’s certainly possible to make a significantly positive impact on your company's revenue, and it starts with understanding the foundations that Kyle imparts here.
Your industrial customer is out online and on social platforms like LinkedIn, consuming relevant content for their industry; including technical blogs, videos, and industry reports. Cold visits, calls, and tradeshows still work, but content creation and sharing online gives a far more effective return for the time and money.
Partnering with an industrial manufacturing agency like MFG Tribe gives you a massive boost in the market. Having an effective team with experience in manufacturing drive a winning digital marketing strategy saves you time and headaches while giving you a massive ROI. Talk with one of our specialists at MFG Tribe to learn more: https://mfgtribe.com/
A winning strategy revolves around providing value to potential customers while being omnipresent on multiple online platforms, including LinkedIn, email, and other social media sites. In our present market and the future, this is making the biggest bang for your buck in industrial marketing.
manufacturing #marketing #mfgtribe
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In celebration of Women’s History Month and International Women’s day, we’re talking about women's increased role in a heavily male-dominated industry. Rebekah Fisher from CRG Automation is interviewed by MFG Tribe’s own Nancy Bell to discuss her leadership experience and career highlights.
Rebekah is one of the leading actors in CRG’s partnership with the DoD to decommission Post-WWII chemical warheads safely and swiftly by 2023. With a custom-designed automated facility, they devised a method to disarm and safely dispose of these warheads before the deadline in 2023. As a female in a male space, Rebekah brings skills suited to her role, mainly listening to a client to discover the best solution. With open coordination, her team can better assess and solve their clients' problems in more unique and efficient ways than before.
With the newer generation entering the workforce, a bridge is being created between the older and younger workers in manufacturing, finding answers to industrial quandaries. Women help to serve as that bridge, and there has been a wider acceptance in both young and older men. The fresh perspective that millennials bring is changing the game unlike ever before.
Women have the social advantage of coming in with a smile and bringing confidence to a situation. Knowing how to read a situation, when to back off, and when to have your voice heard is also essential. Remember that your personal life doesn’t have to take a backseat, and you don’t have to apologize for everything.
industrial #womenatwork #womenshistorymonth
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If you’re struggling to make a winning industrial marketing strategy or your current one is reaching your goals, this video is for you! Industrial sales veteran and head of MFG Tribe, Kyle Milan, boils down the top tips for a killer strategy.
Content is king - it can’t be said enough. If you want to make a splash in digital marketing, the best way is by making a steady stream of video content. Blogs and technical articles are still essential, especially in an industry full of engineers needing details, products, and services. If you want to stand out, start making a schedule of what sort of content you’re making, how, and when to release it.
Don’t know where to with start making videos and articles for your company? Talk to the experts at MFG Tribe here to see what services are available for you: https://mfgtribe.com/
While spending a boatload of the budget on ads may have worked in the past, the reality is that your customers are searching for their solutions through organic Google searches. Therefore, analyzing and improving your website’s SEO is important, which goes in tandem with all your social platforms and content. The higher your content's search results, the more trusted you are and the more likely you are to win sales.
Remember, keep producing and sharing a steady stream of content, and stay active on your platforms, such as LinkedIn!
The best way to separate yourself from the crowd of your competitors is by doing what they won’t do. Simply put, industrial companies are behind the times when it comes to digital marketing, and that gives you a first-mover advantage when you get the ball rolling right now!
kylemilan #marketingstrategy #industrialmarketing
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It’s time to enhance your email marketing game and boost your sales. In this video, Kyle drills down the foundations to properly use email to your advantage in the current year.
Different segments, roles, and company types should have various marketing campaigns and email strings. A one-size-fits-all approach does not bring you the data and analysis you need to adapt and succeed. With multiple campaigns geared correctly toward specific roles, automating and adding new prospects via your CRM is far more manageable.
With CRMs like Hubspot, you can assign scores to specific prospects depending on their activity on email hotspots, links, and more. Then, past a particular score, these prospects can become “qualified leads,” and you can lead them through the appropriate funnel. This makes it far more efficient for your sales team to know which leads to call, which leads are warmer, and where to spend their time better.
Automation saves you time and effort that can be better spent on revenue-generating activities. For example, time spent manually writing emails, quotes, and scrolling email formats could be better spent. Likewise, anything tedious that can be automated should be.
If your data is being recorded correctly, always keep auditing and adjusting your campaigns. For example, see which formats of emails do better, which groups are responding better, and make changes throughout.
technicalsales #emailmarketing #saleteam
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If you're just starting to build your digital marketing agency or need help reaching your goal, here are no-nonsense tips from Kyle Milan, recounting all his experience, success, and mistakes to help you out.
The systems you put in place serve as the foundation of your business - this is far more critical when it comes to the projects you have for your clients. A project management system like Teamwork helps to centralize communication and project files in one spot that can be sent to your client without much effort. All feedback, updates, and messages stay recorded and in one place to prevent any “lost copy” saved on a hard drive somewhere or a missed memo in an email or text. Having everything in one place saves time, money, and headaches.
Making sure you have people you trust is another part of that foundation. Finding freelancers through places like Upwork can be helpful when starting. A brick-and-mortar presence will be necessary once revenue reaches a certain point. Having people nearby makes communication and planning easier. A Project Manager is a priority to help you manage clients and teams.
A communication system like Slack can easily integrate with your project management system and serve as your communication base. With a clean interface and API integration with apps you already use, you can quickly go back and forth between your teammates and clients in resolving issues and planning campaigns.
Picking your niche is essential - you want to be the subject matter expert of that industry and serve that industry. That being said, you know your worth of services in that specific industry and can guarantee a quicker and better return rate to clients onboard with you. A monthly retainer with a 12-month contract is a fair offer to you and the client.
Revenue is the metric to follow in growth. Working solo or with a small team, you may be tempted to get stuck in a cycle where you sell, work on client content, and then come back to selling. You need to always be closing sales to keep growth constant. It may take a full-time sales rep and/or delegating yourself and others to their strengths.
0:00 Intro
0:19 Look At Your Systems and Organization
03:35 Build Out Your Team
08:11 Communication With Your Teams and Clients
09:06 Your Offers, Services and Pay
13:21 How Are You Going to Scale
14:55 Outro
technicalsales #digitalmarketing #kylemilan
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Insider Secrets - Debunking Technical Sales Myths - PART 2
We’re debunking 5 more technical sales myths! If you haven’t seen PART 1, CLICK HERE https://youtu.be/upZn7ZEaAzQ
“YOU HAVE TO KNOW EVERYTHING TECHNICAL TO SELL” When it comes to selling, it’s all about learning about your prospect's problems and connecting them to a solution. Too often, sales techs show up and throw up a presentation showcasing all the specs of their product and service when instead, they should be learning about their prospect to make the sale. As long as you know enough, you’re good to go - anything more specific is an opportunity to get back to them with more information from your team.
“TAKE YOUR TIME ON SENDING YOUR QUOTE” That quote should be in your prospects hands ASAP. Own the sale and the situation, and gain the trust of your clients by sending them a complete and diligent quote after you’ve acquired the information and answers you need.
“I DON’T NEED TO UPDATE MY CRM SYSTEM” While it’s great to have handwritten notes, sometimes you forget a thing or two. Your CRM system serves as your central database and collection point for everything. Keep it organized and updated - it will reward you with a solid gameplay and analysis.
“I LEFT IT ALL ON A VOICEMAIL” Attention spans are short nowadays, and the age of long voicemails is long gone. Leave your two-minute voicemails with your beepers and car phones; voicemails should be no more than twenty seconds and sent with a text, an email, etc. Text messaging does better in leading toward a meeting.
“ALL LEADS ARE GOING TO COME TO ME” Get out there and start hunting. What marketing brings you is the cherry on top, the bare minimum. If you want to start living the lifestyle you want and smashing your goals, you have to put in the work and put a system in place. Subscribe to this channel and check out videos on the topic. If you are ready to take it a step further, enroll in Technical Sales University: https://technicalsalesu.com/
technicalsales #mythsofselling #kylemilan
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The higher your video view count, the higher your salary. Kyle Milan gives you the best ways to capture your audience's attention and get your point through on video content.
In the past, industrial manufacturing companies typically spent thousands of dollars for a spotlight video to showcase on their website and call it a day for content. However, more is needed to stand out when everyone else is doing the same and attending the same trade shows and conferences. The best way to stand out creatively and display your brand's best attributes is through consistent video content creation, ultimately boosting your brand and generating revenue.
Long videos are fine, but if you chop out smaller bits of them, you can republish those snippets on YouTube Shorts, Instagram, LinkedIn, and similar short-form format-friendly platforms. These shorter videos should be in a phone aspect ratio (9:16). Another form of content is raw videos, short, selfie content in front of your company’s product or at an event - you get plenty of engagement for a short amount of work (editing can be pretty tedious - trust us)!
Always see what type of videos are working with your audience and gauge feedback from them in the form of polls. Keep a consistent posting schedule on YouTube, LinkedIn, and your website; keep track of engagement data, see what works, and constantly adapt! With consistency, success will follow.
technicalsales #kylemilan #contentcreation
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No matter your background or previous experience in sales or engineering, you can achieve massive success in technical sales.
Start with a goal; look at it more than just a yearly perspective of “I want to make $X million a year.” Instead, break it down and look at it from an activity standpoint: “I need to make X amount of calls a week to make X amount of sales to earn $X.” Then, keep yourself accountable and block out daily times to do your calls and plan out your week.
Be consistent with making calls; 500 a week may seem like a lot, but 100 a day is doable. Don’t get bummed out if you don’t connect with anyone on a particular day. Just because they say no today doesn’t mean they won’t be in the market tomorrow and several months later. This is why it’s essential to keep in contact with your leads and strategically connect with the decision-makers. You can get your foot further in the door with prospects who have engaged with your content more often and have started to build a level of trust with your brand.
Be consistent with content sharing. It doesn’t have to be super professional, and the first few times aren’t the best. Still, if you share information and are interested in solving your prospect’s problems, your content will provide value. For example, someone who has seen your videos on LinkedIn on a cold call makes that a warm call and ups your chances of closing a deal.
Remember they may not buy today, but always leave the option on the table “if you need anything, let me know!”
technicalsales #kylemilan #salesengineer
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If you’re in technical sales and marketing, here are five secrets you can put into practice right now to boost your revenues and crush your metrics!
GET KNOWN
You’re familiar with the phrase, “it’s not what you know, but who you know.” Here’s the next step: "it’s not who you know, but who knows you.” You’re not going to remember exactly everyone that’s part of your network. Instead, you need people in your network to recognize and know who you are. Continue to build your brand and your network as big as possible! The more outbound networking you do, the more inbound you will get. If you work for a large brand already, make sure you are the go-to person in that brand that your prospects know. The best way to get yourself known is by creating content.
BREAK DOWN YOUR GOALS
In our videos, we’ve gone into this principle several times: breaking down a larger goal into more bite-sized pieces by months, weeks, and days. This keeps you on target to reach it and know precisely what your activity levels need to be at. You’ll see the X amount of LinkedIn requests, X amount of calls, how many deals you need to close, et cetera. Knowing the numbers you need to hit daily makes your job much easier.
TRACK YOUR DATA
Your numbers and goals are only as good as you can track them. Keep a log through a spreadsheet or software like Salesforce and HubSpot to see how many calls, emails, conversions, and more you are doing to keep up with your goals. Maybe you’re falling short somewhere, or you’re not converting enough. Either way, you’ll have accurate data to pinpoint whether or not you are keeping up with your goals. Keep yourself accountable and on track!
This follows with tracking your content output and how well it’s performing with your audience. Remember, the more known you are, the higher your revenue will ultimately go. If you’re ready to take your sales game to the next level, check out Technical Sales University: https://technicalsalesu.com/
AUTOMATE WHERE YOU CAN
You want to automate as many steps as possible to be efficient as possible. For example, instead of writing 100 emails for each prospect, send it through MailChimp or a similar service that can personalize it for you. Instead of punching numbers on your phone to call, use Aircall to have it done for you. The time you save adds to the more productive time to call and strike deals.
PLAN YOUR CONTENT
Keep making content no matter where you are. You don’t need to bring an expensive camera to shoot footage of your products and services - you can use your phone on hand right now to make video content and share knowledge with your audience. Content sharing always comes down to gaining trust with your audience; the more you do that, the more they will know you. It
may seem repetitive sometimes, but it serves as a refresher to those who have been following and brand new information to those who have just started to follow.
technicalsales #industrialmarketing #manufacturing
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Ready to take the next step to boost your industrial sales performance and wow your team? Kyle Milan breaks down the tips and tricks to make a winning strategy for next year, starting right now!
Take a look at your current team and how they are performing. Know who the power players in your s team are and the weak links. With how things stand right now, ask yourself; how will the team perform next year? Take a hard look at where gaps are present and what sort of changes you can implement to bridge those gaps and be ready with your feet running for next year.
Sometimes it’s not the team itself but the resources they lack holding them back. It’s easier to make calls with an integration like Aircall linked directly to a CRM such as Hubspot to quickly dial in potential clients rather than looking them up and dialing one at a time. Do whatever you can to make your sales team's job far more accessible and efficient without extra steps added. Stray away from using complicated systems; a rule of thumb is to look at whatever system allows your team to make the most calls per hour. Keep track of clean data in the CRM to hold your team accountable and see what is and isn’t working. Help your team hit their goals!
You could be doing all you can; maybe you’re overwhelmed. In that case, call in the cavalry to boost your sales with MFG Tribe’s Sales-as-a-Service (SaaS) offering to bring deals to your industrial company. MFG Tribe has different lead generation services available, whether you are just looking for leads or want our experienced team to market, call, and close sales for you! If you’re interested in learning more, visit https://mfgtribe.com/industrial-lead-generation/
No matter where your company is in size and growth, a package is available for you.
STARTER PACKAGE - If you have an existing sales team but want to integrate your CRM systems and set higher expectations for your team, this is the package. We’ll help establish a level of lead generation activity that is right for you to handle, help train you in using the CRM, learn to manage your team, and give you accountability.
ACCELERATOR PACKAGE - The next step is where we at MFG Tribe start doing more work for you. It’s the best way to go if you want to impact a new territory or line of business. Through sales-as-a-service, our team at MFG Tribe does the heavy lifting to find, and prep leads for you and then pass them on to your sales team to convert them, helping you focus solely on winning customers.
PARTNER PACKAGE - The ultimate package where we get you guaranteed business from you beginning to end - we do it all. MFG Tribe will use the full extent of our tools and experienced team to build lists, cold call prospects, and qualified leads, hold demos, RFQs, and more. Best of all, we will close the deals on these prospects for you, streamlining your process to product and service delivery.
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This Q&A will cover_____! If you have questions on industrial marketing or technical sales, comment, like, and subscribe to Kyle Milan for more insights and expert advice!
Question 1: What is one thing industrial companies should heavily pay attention to as they plan their 2023 sales and marketing strategy?
Video. Is. King. It’s become the most effective strategy for sharing your message and showcasing your product. If you still have not built out a video and post-creation strategy, contact us at mfgtribe.com to see what we can put into practice for you. It takes effort to put in place consistency, not just in the form of short-form videos but long-form videos as well, including interviews, product introductions, company news, tradeshow showcasing, and more. See where your competition is lacking and show up to steal their thunder online with videos addressing that gap.
Need a budget for video making? Look at sales reps that have not been performing, no matter how many performance improvement plans they’ve been on - that money can be better spent in marketing to boost your business and give clients to sales reps who are converting for you.
Question 2: What are two major decisions that you made this year that provided the biggest impact?
MFG Tribe moved into a bigger office this year to adapt to the current and future expansions we have seen at the company. We’re making significant steps, and we have to show for it. Some shuffling has happened as a team, but we have found the right people to make up our core and build upon.
Another big decision was bringing more attention to our business's Sales-as-a-Service (SaaS) aspect. The success we have been seeing with our current customers with this service is something we want to focus more on and bring to other clients that can also benefit greatly from it.
Question 3: If my boss says, “we don’t have the budget” for what I need in marketing, what should m response be?
The response should be, “can you afford to do without it?” Then, look at the opportunities you could miss without a particular strategy and what growth it could bring to the company. More often than not, proven long-term strategies will be a boon to the company from the return on investment, whether it be expanding marketing, hiring/training sales reps, etc. On the other hand, sometimes you’re just going to bite the bullet and see the results as they come in, and only then will you have certainty whether a strategy is working as you track it.
Question 4: How do Lara and Jordan like the new window you had put in?
They’re enjoying the lovely warm Texas sunlight!
Question 5: Will we be seeing more of Nancy on video?
She certainly has a lot of industrial experience and wisdom to share and is doing well with the videos and interviewing our clients. Strategy and execution have been vital for her, and allowing another point of view for our audience can prove quite fruitful!
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Ready to learn the art of making the perfect pitch and winning the sale? Kyle Milan, industrial sales expert with over 20+ years of experience, is here to tell you the tactics and strategy of pitching!
When looking at the purpose of your pitch, you have to look beyond just the close and to the next step. It’s common knowledge that you are trying to sell something, but you must keep that in mind. Your potential client has expressed interest in buying your service and product and needs final assurance that this is the right step for them. Your goal is to take them to that next step of confidence. Always think about your ideal goal, and focus your pitch on hitting that goal. The initial pitch is an information-gathering session to make your client your partner; your job is to move them to the next stage of the pipeline from where they are now.
Your material is auxiliary to your pitch. This includes your website, brochure, print material, pitch deck, and anything that works in your favor. Make sure your material looks presentable, is prepared, and isn’t too overwhelming. More often than not, sales reps will “show up and throw up” all their material at a pitch - in other words, inundate the potential client with slides, after page, after statistics of their product or service, and never let the client get a word in! This takes away from the true purpose of the pitch, which is having a conversation and building a relationship between you and the client - getting their attention and focus on you.
Deliver a solution, not sell a product. We reiterate that a pitch is a fact-finding session about your client's needs, wants, and goals. It should be a conversation where you ask questions and listen and understand what your client is saying - they should be talking 50% of the time. Then, pay attention to the answers so you can pitch the solutions tailored to their specific needs.
If you want to dive deeper into pitching and how to win a client, among other skills that will boost your performance in technical sales, consider enrolling at Technical Sales University https://technicalsalesu.com/
The same rules still apply, whether by phone, in-person, or video call. The pitch aims to get your potential customers to the next step. If you’re on a phone call, the ideal would be to bring them to a sales pitch either in person or, at the very least, on video so they can see your face and you can show them some material. The pitch is still following the same process, handling objections and moving the client forward.
Always be thinking and moving toward the next steps in the process, and carry your client along as well. Before closing the current stage, ask the client about the next relevant stage and set the following steps and meeting date. You can’t close someone without pricing or a quote, and hopefully, you have listened well enough to your client to know what product/service they’ll need for the price. You don’t know if they’ll need to bring in another decision-maker for an RFQ, so it’s always important not to surprise them suddenly with it. One of your questions in the fact-finding process should be what their decision-making process looks like as a company.
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Manufacturing faces a talent shortage crisis of over 500,000 employees, projected to reach 2.5 million in the next 10 years. With an older workforce and a perpetuated negative culture surrounding manufacturing from the media and education sectors, we need modern solutions to share the reality of modern manufacturing. TCO Strategies aims to change that perspective by reducing turnover by up to 40% and increasing employee engagement and revenue. Talent management is an essential facet of this strategy, and TCO focuses on 10 nodes to increase engagement in multiple areas. As a partner, TCO has already shown massive results with the strategies it has laid out for manufacturers.
Jim Mayer transitioned from a career in construction to industrial manufacturing before founding TCO Strategies. From working in multiple blue-collar roles, he understood a disconnect between company culture and employees. Turnover in manufacturing is currently 44.3%, which is directly tied to company culture. Especially during COVID, employees have left and switched companies for a dollar or even 50 cent raise when possible. The solution is to have a company culture that encourages leadership and a tight-knit feeling in a mercenary workforce.
To find out more about how TCO Strategies is manufacturing the employee experience and to receive an HR and talent management assessment, click here: https://tcostrategies.com/
Most manufacturers aren’t aware of the actual cost of turnover and how it affects the bottom line and overall company culture. Through TCO’s education and mentorship programs, they can help companies gain a competitive advantage by improving engagement. Some of these programs, including pairing MBA students with employees, gain business skills while students gain practical knowledge of what drives these employees. It’s also vital that these engagement strategies continue after the initial process, or else the fall-off will worsen now that employees know how much better the work environment could be.
It’s far more common to see this fall off and keeping accountability and trust a regular part of work is essential. Two-way communication is necessary where it isn’t just the higher-ups talking down to employees but the employees needing to be a crucial part of the conversation. Especially for the younger generation, needing to know what exactly their role is contributing to the company and feel like they are part of something greater than themselves. Younger folks tend to be overlooked, especially by the older higher-ups in the company, as “uninformed” and “green”; however, they have grown up with rapid technological change, and their adaptation to the changing environment is far higher than any other generation before them.
MFG Tribe has helped to push this message as well. Jim was stretched thin to keep up the day-to-day work schedule required at TCO Strategies but still needed to keep an active social media and online presence. With MFG Tribe, Jim found a trusted partner to post daily content and engage with his market and grow his own business beyond what he thought possible. Whether using SEO tools to improve a website or responding to Twitter replies, MFG Tribe has made it easier for TCO Strategies and their clients to interact online better. Online presence is a significant shortfall in the manufacturing space but presents a huge opportunity to improve recruitment and retention.
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LobbyFox is a revolutionary visitor management system for industrial manufacturing companies. On this episode on Talk Shop with Kyle Milan, we sit down with Shannon Oleyar, Chief of Sales and Marketing at Lobby Fox.
Conventional sign-in experiences at manufacturing facilities consist of clipboards, awkward conversations, repetitive orientations hosted by your staff, and possible security holes by having private information in the open. LobbyFox provides a modern, evolving experience that isn’t just a sign-on kiosk but an entire system for communicating between your staff and visitors. Your team doesn’t need to distract themselves from giving orientations thanks to video orientations. Servers can keep electronic quizzes and forms to ensure safety and be easily pulled up and referenced for any reason. For data-loss prevention, all visitor information is kept confidential and confidential on encrypted servers.
Enhance workplace safety, compliance, and the visitor experience with a modern visitor kiosk experience!
Schedule your industrial visitor management demo and begin your free trial of LobbyFox today: https://www.lobbyfox.com/
Customer feedback is an essential part of LobbyFox. As a company that focuses on service industrial manufacturing companies, they listen to customer suggestions and have a good grasp on the needs and nuances of working in the sector. An emphasis on safety orientation videos during the sign-up helps visitors retain information 95% better than reading a form and is just one of the differentiators of LobbyFox. As an adaptable system, LobbyFox makes it easy for delivery drivers to drop off packages, up to a visiting C-level exec to get a user experience tailored to their needs and have a seamless visitor experience.
LobbyFox continually evolves by rolling out new features monthly and serving some of the world's biggest multinational companies. Many clients have signed up for LobbyFox at their facilities after a terrible experience with checking into their own organization's facility or being constantly distracted as the gatekeeper.
LobbyFox keeps employees and visitors out of harm's way. In today’s unpredictable environment, LobbyFox can alert through templated text and email of incidents at the facility. Other features include printing an ID badge with a picture of the visitor and letting staff know who is visiting and where they are supposed to be. In addition, completing forms on the phone via QR provides social distancing to keep the visitor area clean during an elevated pandemic.
The team at LobbyFox is aware of the frustration of multiple software bundles, passwords, services, and more. LobbyFox’s ease of use and dependable customer service make it the most accessible tool in your company’s toolbox. There are no add-on packages and no gimmicks - LobbyFox consults and helps set up the system for your business application, and all features are available from day one.
Subscribe for more from MFG Tribe to see some of the latest innovations, tools, tips, and more from leaders and trailblazers in industrial manufacturing.
visitormanagementmanufacturing #LobbyFox #receptionreboot
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If you’re ready to take sales, or anything, to the next step and achieve your goals and dreams, here is your 300-day challenge!
It doesn’t matter where you come from; you can always reach the next step from where you are now. No matter your origin, background, etc., if you put in the right amount of work at the correct times and in the right way, you can achieve your goal, and that’s what this challenge is all about.
The goal you want to set for yourself to accomplish at the end of 300 days should take you out of your comfort zone. It needs to be ambitious and not easily achievable, such as doubling your revenue or quadrupling your sales, or becoming a certain position at your company; of course, don’t make it something impossible (i.e., “make a billion dollars” while you could make it, it’s undoubtedly, extremely improbable). Again, these goals need to be large enough that people think you are crazy; even if you fail to reach will still make a massive change in your life. Finally, don’t set too large a time frame for your goals. A lot can change three to five years down the line, and it seems far away enough not to worry about in the present time. With 300 days, it’s close enough to light a fire under you, yet far away enough to make this crazy goal achievable.
With your goal written down, we move on to the planning stage. Just writing it down and saying mantras to yourself or meditating on your goal won’t give it to you - the drive and emotion to bring it to reality are going to come from you. Break your plan into details and attainable daily, weekly, and monthly subgoals, milestones, and markers to track and ensure everything is going according to plan. If it sometimes seems too much, don’t let it dissuade you from continuing. Make use of every hour you can to make it possible. Keep yourself accountable and discuss your goal with your boss or supervisor to map it out better and get help. After all, help along the way will only make your plan more achievable.
It then comes time to execute your plan. Remember, time works against you when you don’t meet your activity goals, and projects will begin to pile up and stress you out even more. Figure out what you need to do daily to reach that goal in 300 days. Sometimes, you will fail and fall short; it happens. Some days feel like losses. But if 80-90% of your days are won, those losses will feel like blips. But you have to keep working at it. Every day you don’t feel like working your best is a wasted day that works against you.
Give yourself credit for the wins you achieve; it gives you motivation and proof that you can reach the goals you set out for yourself. Give yourself a break to recharge and refocus, and if you have the extra energy and free time available, spend it on reaching your goals somehow. Auxiliary activities such as research, reading a book, additional planning, etc., can help you reach your destination faster. If things aren’t working the way you intended, make adjustments where necessary.
industrialsales #manufacturingmarketing #settingsalesgoals
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Ask Kyle on Q&A Monday - Industrial Marketing and Technical Sales
This Q&A will cover Sales as a Service, data lists for lists, and workflows! If you have questions on industrial marketing or technical sales, be sure to comment and subscribe to Kyle Milan for more insights and expert advice!
Question 1: I saw that MFG Tribe offers Sales as a Service. How does that work if my company doesn’t already have a sales team?
Sales as a Service (SaaS) will be a perfect fit if you still need to get a sales team. MFG Tribe’s primary purpose is to be your dedicated sales team, helping you win clients and grow your business while you focus on delivering products. This is a fantastic way to get a boost in business in a new area or a way to grow if you are just getting started. As MFG Tribe begins to close deals for you, you can start bringing your own sales team on board, or if you already have one, we can train and manage them for you. Three packages are available depending on the size and how much involvement you want from MFG Tribe; starter, accelerator, and partner packages. If you’re interested and want to learn more, check us out: https://mfgtribe.com/
Question 2: When you’re building data lists for new leads, what is the best criteria to use?
Look at your current customers and reverse engineer that into a profile to find customers like that. You’re existing customers are proof of successful sales already, and the best way to grow is to find similar customers to the ones you are working with. On top of that, you also want to find customers you want to work with later on down the line and add that as a secondary point of focus. You don’t just have to hunt down big companies (AKA whales) - many times, it proves more fruitful to spend the same effort signing on multiple small companies than on one large company that may or may not sign on.
Technical Sales University has a fantastic course on building out leads and how to sell to fish, sharks, and whales. If you want to master technical sales and join the hundreds of sales pros already raking in millions in sales, then check out our free preview and enroll in TSU https://training.technicalsalesu.com/
Question 3: When you’re building out a workflow, how do you prioritize where to start?
If you have ever heard of the phrase “eat that frog,” you want to prioritize the most difficult tasks first. For most sales reps, that starts with cold contacts. When it comes to connecting with cold contacts, you begin by building out a nurture campaign; give them value propositions, share content and posts, link to your videos and articles, and more to show that you are a subject matter expert who can give them value and solve their pressing issues. Simultaneously, you want to build an existing customer campaign on a platform like HubSpot and have all of these campaigns running within one to two weeks.
industrialsales #industrialsalesservice #manufacturingsales
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Have you been struggling to build your pipeline in industrial manufacturing? If getting leads has become more pain and hassle than needed, let Kyle Milan of MFG Tribe break down all the tips and tricks from years of experience and a new exclusive service offer.
Industrial lead generation was something we pursued first and built upon because we know that the foundation of revenue is having a consistent and reliable stream of customers. In addition to that service, we have added other sales and marketing services as MFG Tribe has continued to grow. We have been testing an extraordinarily successful and improved version of industrial lead generation for a select few of our clients. Today, industrial lead generation is available to the public at scale for a limited time - no matter where your company is in terms of size and growth, there is a package available for you.
STARTER PACKAGE - If you have an existing sales team but want to integrate your CRM systems and start setting up higher expectations for your team, this is the package to begin with. We’ll help set a level of lead generation activity that is right for you to handle, help train you in using the CRM, learn to manage your team, and give you accountability.
ACCELERATOR PACKAGE - The next step up is where we at MFG Tribe start doing more work for you. This is the best way to go if you want to make an impact in a new territory or line of business. This is done through sales-as-a-service, where our team at MFG Tribe does the heavy lifting to find, prep leads for you and then pass them on to your sales team to convert them, helping you focus solely on winning customers.
PARTNER PACKAGE - The ultimate package where we get you guaranteed business from you beginning to end - we do it all. MFG Tribe will use the full extent of our tools and experienced team to build lists, cold call prospects, and qualified leads, hold demos, RFQs, and more. Best of all, we will close the deals on these prospects for you, streamlining your process to product and service delivery.
This is a highly lucrative program to be a part of, and we ensure that your company will be an excellent fit for a service, particularly at the higher tiers. What makes this program offering so unique is that it will be LIMITED TO A SELECT FEW geographically and by industry. So if you offer a particular product or service in a sector of industrial marketing in a specific area, rest assured that we will not provide competitors any spots in our program. This is an absolutely major advantage that we know will surely gain new customers while crushing your competition!
We have already generated over $46,250,000 in revenue for the clients we serve. If you are interested in getting your company on board to massive success, learn more about of lead generation packages and other services we offer: https://mfgtribe.com/industrial-lead-generation/
industrialsales #industrialleadgeneration #industrialmanufacturing
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Ask Kyle on Q&A Monday - Industrial Marketing and Technical Sales
It’s a spooky Monday - but no tricks here! Just lots of treats and tips from industrial sales expert Kyle Milan! Get over the fear of selling, see what it takes to start a career and sales, and what you can do to take advantage of today’s market.
Question 1: How do I overcome my worst fears in selling?
Know that you are going to deal with rejection - a lot! Most people are going to tell you “no.” Get used to rejection. However, you will feel more comfortable behind a product or service you believe in. Some prospects, no matter what, are unsellable, and you can’t sell to the unsellable. So you need to keep digging through your pipeline, like bobbing for apples, and find the easy ones that are ripe and ready for selling! Repetition is critical; once you keep giving propositions and cold-calling more often, it will spook you less. After enough times, it will become like breathing, and you won’t have to overthink it anymore.
I want to take on a career in technical sales, but I’m scared! How do I know if I will be a good fit?
If a career in the industrial sector and anything regarding mechanical products and service sounds like a sweet treat, give it a shot. Fundamentally, you need a passion for the industry to drive you and give you some sort of enjoyment. If the prospect of having to sell makes you as pale as a ghost, you may need to rethink it. Make sure the product you are selling is, in fact, something you believe in. Even if the money is good, at some point selling a product or service you have no passion or belief in will drag you down, affect your performance, and make you want to leave.
Selling can be highly lucrative; you can make far more money based on your work and passion than a regular salaried job. So if you’re looking to give it a shot, check out our courses at Technical Sales University to give you a massive head start. 200+ sales pros have already graduated with tremendous results, and you too can be best dressed for the party!
Enroll at: training.technicalsalesu.com
What are some things that haunt you that you wish you had known when you started industrial sales?
Marketing and sales have become far more accessible now than they used to be 20 years ago. Back then, you needed to go around physically for face-to-face meetings and pitches. With remote working, internet, and remote calls, you can talk “face-to-face” from your home office without being in full costume! With this pro, however, come cons; the barrier to entry is far more accessible, there’s more competition and a lack of work ethic. However, this does present an opportunity to beat the match easily. Using the right marketing strategy, you can be far more present on social media platforms, whether it is LinkedIn, YouTube, Facebook, Instagram, and more. Seize the opportunity; know your market, get your process down, and subscribe to Kyle Milan to learn more about winning in industrial sales and marketing.
technicalsales #industrialsales #industrialmarketing
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How to Set Monthly Sales Goals and ACHIEVE Them
Have you hit a plateau in your sales performance? Do you want to achieve crazy success and be at the top of your sales game? Sales pro and industrial marketing leader, Kyle Milan, breaks down the strategy to set the right goals in monthly sales and, most importantly, how to ACHIEVE them!
Whether you are in technical sales selling products or services, it’s vital to understand the fundamentals of goal setting. If you don’t know where you are heading, forget to try to get there. First, who is setting the goal up for you? Understand if it’s a manager or you setting the plan and what metrics and evidence it is based on. Does this goal seem out of your league or out of proportion with your given or potential pipeline? In a sense, you should have “unrealistic” goals; you don’t just want a 10% raise in revenue, you want a 10X raise in commission. Of course, use common sense, base your goal on what you think is possible at optimum performance levels and do your best to break that ceiling. Finally, take that goal and break it down into quarterly, monthly, weekly, and daily numbers. More often than not, when carrying out the right strategy, you may even surprise yourself at how achievable these set goals are.
As we’ve mentioned, you want to reverse engineer this yearly goal into achievable bits throughout the year. After figuring out these weekly and daily goals, factor in your base salary and find out, through commission, how many deals you need to make to hit your commission goal. At your current closing rate, how many sales calls, emails, messages, and more do you need to send to get there? This helps you not only better understand the market but yourself as well. Maybe at your current closing rate, this seems more challenging than it looks, or you aren’t making enough calls. Whichever it may be, do the math and ask the hard questions to figure out what it will take to succeed.
If you’re looking to boost performance KPIs or even still struggling, check out our courses at Technical Sales University. TSU has already gotten over 200 sales pros close 1,389 new projects and garnered over $260 million in revenue in the last two years alone. See a free sneak preview and enroll today: https://training.technicalsalesu.com/
Once these goals are set, it’s now time to look closer at your weekly activity and how you are tracking it. You want to look at filling your pipeline and what you are doing in a given week to close those prospects within it. If your pipeline isn’t packed enough, and you’ve surely looked at everything possible to change within your department, see what your marketing team is doing to attract new business. There are many new and overlooked tactics in lead generation, specifically online through platforms like LinkedIn. Track your current data through some application over 30 days to further assess where your problem areas lay and what can be done to improve them.
Most importantly, hold yourself accountable and commit to these goals TODAY. If you wait for January 1st or next quarter to start goals, you will always find some way to push them back. Do not be afraid of change and procrastinate on this; look to what motivates you. Why do you want to achieve this goal? Whether for a better lifestyle or to support your family, keep that in mind, let it drive you, and always hold yourself accountable to your goals weekly.
t
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It’s Monday, and you know what that means - Q&A time with industry sales and marketing expert Kyle Milan!
When it comes to social media for industrial, is TikTok a big deal?
It’s still up in the air whether TikTok will significantly impact advertising your business, particularly in the future. For now, the demographic on TikTok is nowhere near as prime for closing deals as it is on LinkedIn. TikTok, however, serves a purpose as a testing ground for entertainment-type clips. Instagram Reels, Facebook, YouTube Shorts, and LinkedIn cater to a more mature audience where you will likely connect to prospects and their cohorts. Once you have successfully built out your content creation schedule on LinkedIn and other established platforms (whether through your marketing team or an agency like MFG Tribe), see what other similar companies in your space are doing on TikTok, then take the plunge. Remember, don’t neglect daily content on your leading platforms to tread new waters!
What’s the best way to work a trade show when exhibiting?
Get out there and… work it! You may have noticed at trade shows that many sales reps in booths sit there and wait for people to enter. Do the opposite - go out into the aisle, engage with attendees and pull them into your booth. Maybe they’re looking for your product or service, most likely not, and perhaps they’ll never be in the market! But you’ll never know if they’ll close several weeks, months, or a year down the line or know someone who may be privy to what your company offers. So get them into your pipeline. Your booth should be your best foot-forward representation of your company, which extends to you as a representative. Drive forward your value proposition, be prepared, and make the most of your time at the trade show to take advantage of the most underrated way to gain new business outside social media.
If you want to learn more about dominating at trade shows, check out our course at training.technicalsalesu.com
What are some ways to convert marketing-qualified leads into sales-qualified leads?
Marketing-qualified leads (MQLs) are prime for closing. They have gone through enough of the gamut of marketing, advertising, cold-calling, etc., to be familiar with the product or service you offer and may be interested to learn more. The initial conversation has already been made by marketing. This is where the sales team takes the baton of MQLs into sales-qualified leads (SQLs) and does their best to convert them. The best way for sales to close that gap and bring these prospects into a deal is to continue to follow up with them aggressively. Keep warm calling, connect and message them on LinkedIn, and be omnipresent in any way you can to get them to sign up for a calling session and eventually take the plunge into the product or service you are offering.
industrialmarketing #tradeshowmarketing #technicalsales
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Learn to master cold calling fundamentals with Kyle Milan, who has more than 20 years of experience making cold calls. It can seem incredibly frustrating when you deal with rejection and complicated scripts - so forget everything you know about cold calling and learn the best ways to strike gold.
When you execute cold calls right, you can see massive success, as Kyle’s experience has shown by making millions of dollars over the phone in his career. At the root of the cold call, its purpose is to close deals - it’s a method of selling. Other methods include messaging and emailing, but cold calling is the best way to get into human contact with someone without actually being there to get your point across. You get someone’s full attention with a cold call and can share ideas quicker than you could through email. Timing your cold calls and keeping diligent with prospects may land you a sale even when rejected the first time. Your client may not be ready to sign on today, but they may be next week or next month. The other purpose of the cold call is to eliminate the need to wait for someone to read and email - to bring the opportunity to them.
Being afraid or averse to cold calls is normal; you’ll be hard-pressed to find someone who loves cold calls. But it doesn’t take away from the fact that cold calls can heat your pipeline and take your sales career to the next level. You must set your goals high - 500 cold calls a week. It seems crazy, but when you have a strong sales team, set up your pipeline correctly, and break it down, 500 is very doable. That’s 100 calls a day for about 3 hours. But, 9 out of 10, you’ll reach someone’s voicemail, and you can leave a quick message. Set the process up correctly.
Setting up your process right will lead you to success, only depending on a matter of following and tweaking it. Have a CRM system like HubSpot integrated into a calling feature or an app like Air Call to allow quick dial-up prospects consecutively. Integrate the CRM to send emails automatically to follow up as well. It also works wonders to connect and message your options on LinkedIn simultaneously. Voicemails should be short, at most 20 seconds, to save their time, and your value proposition and critical phrase about what you offer should equally be short and sweet, at most five words.
Organizing prospect lists and getting good, clean, accurate data the first time will make cold calling easier. Broken lists or outdated info will throw snags into your process and slow you down. Keep track of your KPIs and conversion rates to see where things are going well and how you can improve. Once your process is pat down, and your KPIs are delivering, you can scale up your process.
Get the hard work done to see success, and don’t let excuses build up and anchor you down. Instead, keep your pipeline full, and keep it moving. It’s very tempting for someone in sales to get complacent after tasting success - don’t let it be you and stay hungry!
Apply these strategies to your following cold calls and learn more by enrolling in Technical Sales University, an online program that has assisted over 200 sales representatives secure over 1,400+ new projects, generating over $260 million in revenue for their businesses in just the last two years.
coldcalling #technicalsales #industrialsales
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It’s Monday - you have questions, and Kyle has your answers for industrial sales and marketing!
When first looking for a marketing agency, it’s essential to find one that understands your industry and the target demographic you’re selling to. Marketing is all about connecting products to people, and agencies can serve as an effective bridge to that gap. Industrial manufacturing is a unique space that requires its own foresight, experience, and basic understanding and engineering knowledge.
Marketing agencies should have an effective strategy to make it easier to gain new clients. In the modern-day, this starts with building a robust website and delivering daily content on websites such as LinkedIn, YouTube, Instagram, and more. The content should consist of videos, articles, and posts to value prospective customers and build trust. Content is king! An agency, such as MFG Tribe, has been highly successful at implementing successful strategies that have garnered a massive return on investment.
Sales and marketing have to work in perfect synchrony; think of them as two wings of a plane. The integration to implement and help both departments is a Customer relationship management system or CRM. There are many out there; good choices include HubSpot and Salesforce. A critical element is ensuring that everything is kept accountable on both sides and that there is proper communication regarding sales goals, growth, and the types of customers that both sales and marketing are looking for. Weekly meetings to physically or remotely come together and keep the team on the same page is also a must; no magic software will integrate a unit unless the team is integrated into a shared set of goals and beliefs.
Organic videos offer far more authenticity than sponsored ads and will garner real and measurable traction toward them. There’s a give-and-take when it comes to organic vs. sponsored videos. On the one hand, the time you spend on creating a video isn’t exactly guaranteed to reach your audience if pushed out organically. However, your own network of marketing and sales employees can share it amongst their own professional networks. On the other hand, sponsored videos are guaranteed to get eyes on them, but this comes at a cost-per-click or share cost that is budgeted in and may seem forced and may not be effective in converting prospects into clients. It always comes down to a choice, whether the price is time or money.
MFG Tribe is a premier content creator in this space. Kyle’s frequent and informative videos and a suite of content gives a great perspective on the reality of industrial marketing and where it’s headed. While there is a lot of online content regarding digital marketing, 99% of it is directed toward other niches and little to no toward industrial marketing. Since our team at MFG Tribe lives and breathes industrial marketing specifically, we are in constant contact with other professionals in the industry and have vision of KPIs on specific trends and directions. We constantly test out strategies and focus on the ones that work, which is why it may seem redundant that we repeat and apply many of the same winning strategies. It all comes down to executing what works! You can make fantastic plans that look good on paper and get caught up in analysis paralysis, but if you are not putting and strategy into action, there will be no benefits
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Formic - Robots as a Service: Talk Shop With Kyle Featuring Misa Ilkhechi
Talk Shop is a series by Kyle Milan of MFG Tribe, having conversations with the movers and shakers of modern industrial manufacturing. This episode features Misa Ilkhechi of Formic, a provider of robotics as a service. Formic allows operations to lease robots and equipment with zero upfront costs and inclusive automation experience and support.
Quickly obtaining hands on deck has become a hassle with today's skilled labor shortage. Both the options of training a workforce and automating are cost and time intensive. While it may be a reasonable long-term goal, it’s not feasible in the short term. Formic bridges that gap; the whole automation package is a subscription service based on uptime, Robotics as a service (RaaS). By providing the machines and maintenance, Formic eliminates the headache of buying and setting automation.
Formic has been primarily working with small to medium-sized companies with an average of fewer than 100 employees, deploying all sorts of robots in all kinds of industries. Their subscription-based model provides a service to help manufacturers get what they need when they are still figuring out what some kind of automation options work best for them.
Formic provides consultation for what would work best for clients and flexible yearly contracts.
With no capital expenditure, no engineering staff, and no maintenance staff to hire, Formic takes care of all the work. By listening and carrying out the due diligence and research needed for clients, Formic hooks up clients with the best machines and equipment they need to automate their unique processes.
Formic has taken the idea of owning and operating a machine to the 21st century, similar to concepts such as ridesharing and AirBnB. Combined with years of expertise in robotics, automation, and manufacturing on the team, Formic delivers confidence to their clients and peace of mind in a partner they can trust. Showing off automation in the factory is a great way to connect with the next generation of onboarding manufacturers and exudes the fact that the company is invested in the future and a stable place to work. Automation is not about getting rid of people but helping them to become more productive than they were without it.
Education is also a core part of the Formic experience. When manufacturers enter the world of automation, they are unaware of what equipment to use or if it is feasible for a particular process. Formic walks their client through the process to help manufacturers better understand robotics and make better sense of automation.
Formic has been growing at an extraordinary pace and continually looks for opportunities to serve manufacturers all around the country. Being at the cutting edge of the industry and meeting the challenges of the future is part of its business model. Many of these challenges involve aligning a remote team to the same vision, message, and process. In addition, post-pandemic changes to the working environment have allowed people to work in different time zones and contribute to the team in ways they would not have been able to in an office setting.
If you want to learn more about the dynamic nature of Formic and what they offer in deployed RaaS systems, get in touch with them at https://formic.co/
automation #robotics #formic
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Another Monday another Q&A session where you can get your most pressing questions in industrial sales and marketing answered by Kyle Milan of MFG Tribe himself. This episode will cover topics such as what makes a great sales engineer, challenges for plastic molders, tradeshow follow-ups, and technical articles!
Can anyone become a sales engineer? Absolutely! It all depends on what sort of product you are selling. The product or service determines the market and industry you need to learn, getting into the heads of your potential clients and looking at how they want their problems solved. Having the knowledge, experience, and, more importantly, the willingness to understand your clients is far more important than any degree. There are many certain rights you can go into becoming a sales engineer depending if you are more inclined towards physical industrial manufacturing or the digital side of business like SaaS.
The biggest challenge plastic molders face is meeting your services/product to your ideal client; the bridge that connects that is your marketing strategy! Getting outside my comfort zone and into marketing and sales has always been challenging. But it’s outside of this comfort zone of the same tired email marketing method, referrals, and trade shows where some of the biggest, unrealized gains are realized. Instead, create a consistent marketing strategy where you actively post and engage with your audience on social media to build brand awareness and recognition. Unfortunately, most modern manufacturers drop the ball here, but their loss is your gain!
It’s a comprehensive strategy that we at MFG Tribe have drilled down to both an art and science. You have to make a top-down approach from social media, LinkedIn, video content, your website, blogging, and more. If you want to learn more or see how MFG Tribe can partner with you in implementing a strategy, get in touch with us.
Trade shows are always a fantastic way of meeting clients and prospects, more than most people realize. Remember that things take time to establish a relationship, and the great thing about trade shows is that you have found a personal connection with someone. You have to be strategic and patient with further developing that into a potential client and partner. Immediately after the tradeshow, you should have a list of everyone who attended and add them on LinkedIn the same day. Keep in touch with them and have that air of omnipresence, but still be courteous and respectful of their time: call them, send emails, message them on LinkedIn, send them helpful content and posts, and leave voicemails. These are all part of an effective strategy to nail in clients, and if they’re not looking to sign up now, someday in the future, they may be, and they’ll come to you as you’ve built that relationship up.
Technical articles are another form of content, like videos, that appeal to a specific demographic of potential clients who would be interested in your products and services. It’s essential to show your technical prowess and share them consistently to build your brand awareness and establish yourself as an expert and leader. It’s all about providing value in some shape or form, not just your core products or service but your knowledge. In addition, it helps to build trust and relationships with clients that can be further aligned.
technicalwriting #tradeshowmarketing #salesengineer
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Finish the year strong - now isn’t the time to get complacent! Kyle Milan of MFG Tribe will give tips and strategies to increase your Q4 revenue, catch your competitors while they sleep, and prepare for the coming year.
Know the year isn’t over; there are still three months left to sell and close clients and prospects. You still have plenty of time to approach as a supplier and vendor; just because everyone else is slowing down does not mean that problems disappear and need solutions right now. You never know if your solution will be a perfect fit right now to fit into your client's budget for next year. Never assume that no one is looking for a solution to their issues. The sales cycle continues; even if specific prospects are not ready to sign on now, they will be in the future. So get that process going now, and get the snowball rolling into 2023.
Q4 is also the time to look at and reevaluate your goals. Did you meet this year's goals? Your goals should always be higher than you think you can achieve; that way, you reach even higher than you initially thought you could and make a massive impact. For example, if breaking $1 million in sales was too easy for you, go for $2 million. More important than the goal you set is breaking down how you will achieve it. Pick a number and then work backward from it. Measure it annually, quarterly, monthly, weekly, and daily to keep yourself responsible and on track. Keep metrics and KPIs on how many quotes, calls, meetings, and prospects you have in your CRM. It also helps adapt different strategies, whether you exceed, fail, or meet your goals.
Know that you can always do more than you think you can! We’re talking about how our weekly activity should be made out to reach our Q4 goals and blast into next year. You should always, always, be making cold calls whenever possible to fill your CRM. Check out more from our channel to see how easy and effective it is to make short, quick, and to-the-point cold calls. Yes, you will fail a lot. But don’t let failure catch you off guard. One of the best strategies is building your LinkedIn network and pushing out daily content, posts, and messages to establish yourself better in your industry. Know that it takes time to get started, and results are not overnight, but as that snowball gets rolling, it becomes easier for clients to trust you and sign on than constantly grinding at the bottom. When it becomes complicated or overwhelming for you to push your brand out on social media, hiring a marketing agency that knows your industry, like MFG Tribe, can prove beneficial and help you focus on building revenue.
The best way to track and measure your progress is by using a CRM system like Zoho or Salesforce. You can’t change your strategy if you can’t effectively measure it. Using tools like a CRM system helps you put what you are planning out, your current KPIs, and help you visualize where you need to go next. Don’t put off tomorrow's changes that can be made today. Instead, make a step, even if it’s a small forward - it will help to bring momentum to next year. Q4 is not just a segway into Q1 but the most significant opportunity you can seize today!
industrialsales #technicalsales #salestraining
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Welcome back to “Talk Shop,” a series of open-ended, casual conversations with industrial manufacturing and marketing leaders. This episode will feature Craig Zoberis and Jelle De Roovere from RoboJob, a precision machine-cutting automation service.
RoboJob is based in Belgium and has installed its software in over 1,300 CNC machines, milling, turning, and other precision machines over 15 years. Their US outfit is based in Chicago, represented by Craig, discussing some of the space's developments, challenges, and future. It has been a challenge to find skilled labor for manufacturing in Europe and America; RoboJob has stepped up to the challenge to make highly skilled precision machining capabilities flexible and accessible to smaller businesses, and easier to operate.
Many machinists have walked off the job or want to focus on more creative tasks, but typical machining requires plenty of tending, monitoring, and intervention. Collaborative robotics tools have been a solution, but many require DIY solutions and time sunk into trial and error development. RoboJob is a consistent and purpose-built product where results are instantaneous and starts delivering a return once installed within a week.
Industrial manufacturers have their hands tied, and priorities stretched thin with developing many solutions for many problems. As a result, there isn’t a one size fits all solution, but the right solution for the right issue. Using suitable machines (FANUC robotics), understanding the market, and developing an easy-to-use system, RoboJob has lowered the skill gap needed to operate CNC machines. When paired with the right machines, the system is robust and bulletproof.
Remote servicing and operation is another crucial factor for RoboJob systems, giving manufacturers a quick turnaround time from when a problem arises to return to operation. In addition, the internet and availability of connected machines have provided the ability for RoboJob, whether from its US base or Belgian headquarters, to assist manufacturers as simply as a Facetime call. Manufacturers bogged down in more traditional methods have had issues adapting and pivoting to newer solutions. When adhering to a Pareto principle of automizing 80% of the grunt work and focusing on the 20% that drives revenue, Manufacturers can realize more gains with far less effort. RoboJob has also taken this principle to heart by making a product that can serve 80% of the market and people’s needs.
Labor shortage and machine underutilization are two are the two top issues manufacturers are butting heads with. Automation tackles these two sides of the same coin by allowing quick hirings for entry-level jobs while simultaneously having skilled machinists focus on more engaging tasks. This is the challenge RoboJob is meeting in this 21st century in a world where market disruptions keep manufacturing on its toes. RoboJob is confident about the future of the industrial industry. First, however, we must adapt our approach. Manufacturers can tackle these problems by concentrating on user-friendly automation. RoboJob solutions help restore your company's profitability, competitiveness, and flexibility. Furthermore, these robots will assist in making our sector more appealing to highly qualified technical professionals.
RobotsInManufacturing #robojob #automation
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Welcome to the first in a series of “Talk Shop”; open-ended, casual conversations with leaders in the industrial sector. This video will feature Nicole Wolter, president, and CEO of HM Manufacturing to give fresh insight into her role and ways of achieving success in 21st-century industrial manufacturing.
HM Manufacturing is a second-generation producer of shafts, gears, and timing belt pulleys. They mostly work in the food processing, beverage packaging, healthcare, aerospace, and defense industries. With a young and active workforce consisting of an average age of 32, energy and vigor are integral to the culture of HM Manufacturing. When Nicole first started when the company was headed by her father, she worked in multiple roles to learn multiple facets of the business and was able to put herself in the shoes of those she works with every day.
For any young person wanting to get into the industry, find a mentor through a myriad of programs available out there; training, internships, and mentorships can be garnered. It can be especially challenging for young women, especially in a heavily male-dominated industry, but as Nicole has mentioned there is still that path to success in getting involved, so long as you are not intimidated. For companies trying to attract a younger audience into the field, using social media and getting involved in the community is often the best way. YouTube, TikTok, Instagram, etc. you’d be surprised by the amount of success you can garner from these platforms.
Adapting to different trends and marketing strategies will ultimately make you successful in any field, especially in industrial manufacturing. One of these other trends has been using flex time or allowing employees to make their own schedules during the core work time. Especially with a mass number of workers “resigning” from the work practices of the last century, being flexible with employees allows greater retention for employees, while also managing well within the framework of meeting production demands. It all depends on the employee too, shop floor employees require more time on-site, office employees can go hybrid, and salespeople can be using more time on the road with clients. Find what works best for you; what suits a larger company may not fit for a smaller company and visa-versa.
As we’re entering a post-pandemic period, partners and customers are allowing visitors back in for sales and ramping up work and competition. Having those personal connections to be able to communicate beyond just sales builds better connections between people - connections that are sorely needed in order to establish partnerships. The same phenomenon is occurring in trade shows, where a lot of connections can be made very quickly in order to make lasting partnerships and sales. There is also credence to virtual sales over door-to-door selling, as through virtual channels there isn’t the expectation from customers and prospects from being disturbed during their busy work schedules.
Adaptability comes with the fact that you also need to be omnipresent in today’s day in age. Use a variety of tactics, see what works, and be in front of your customer through multiple channels and mediums in order to maximize brand awareness.
womeninmanufacturing #industrialmarketing #manufacturingmarketing
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Technical Sales and Industrial Marketing Tips | Ask Kyle on Q&A Monday
It’s Monday - you have questions, and Kyle has your answers for industrial sales and marketing!
Question 1: What industrial industries do you think should be posting their products on Instagram and why?
There is a lot you can be taking pictures and video content on and posting onto Instagram to generate buzz. Especially the cooler more energized aspects like machine shops, behind-the-scenes work, your product in action, anything with movement in it. If it’s cool, educational, and you think it will generate positive feedback, then post it. Some people have asked about TikTok, and much of what’s posted on that platform can be reposted and crossposted on Instagram too following the same format. There’s a large audience already on Instagram and as long as you post consistent content, it doesn’t take much to build an audience over a good period of time - don’t expect instant results!
Question 2: I’m new to the manufacturing industry. How should I go about cold calling?
Understand that most people don’t enjoy doing cold calls, and certainly, a lot more don’t like receiving them. Know that 9 out of 10 people you call will not have time for you to rattle off a pitch from your script about your company. Be direct and to the point in trying to get in touch with the decision maker. On top of brevity, inject some humor and lightheartedness as well so the cold call is not your typical awkward “cold” call as most of your prospects are used to receiving. See it as information gathering and a next step to setting up a more formal meeting to have a conversation with your prospect. A lot of times, you may not even get in touch with the person and be directed to voicemail if you’re lucky - always leave a voicemail if you have the option to. If people don’t answer, hang up, or don’t buy, don’t sulk and let it ruin your mindset for the rest of the day - always be calling!
Question 3: My blog posts are currently not ranking, should I be worried?
If you’re spending a lot of time on blog posts and they’re not gaining any traction, then you should be worrying. Whatever sort of content you are putting it should be worth your time that it is giving you more success for the effort you put in. Most of the time, it’s not the blog post itself, but the process around it; make sure your post is search friendly and the title is optimized for SEO (search engine optimization). This also includes your headings, and your tags, and making sure the keywords you are targeting have enough density within the article itself to help it rank further up the chain. As said before, don’t expect instant results, but if 2-3 months down the line it isn’t gaining traction then it’s time to see what is dragging it down and what you can do to re-index it.
industrialmarketing #salesengineer #technicalsales
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Struggling to close sales, keep your goals and place, and hitting burnout? Here’s the talk and advice you’ve been needing to give you that boost right back on track!
Sometimes you need to look again at your goals and reestablish them. Complacency will lead to initially coasting, and then falling behind. Because most goals are weak it lets complacency set in. There is a lot of money to be made in technical sales, and it’s far greater than your initial goals may be. Set the goal so high, that everyone around you will think you’re just a tad too crazy to be in the business. At the very least, even if you don’t reach your insane goal, you trekked far higher than anyone else still lagging near the bottom. And with every year in the business, that goal needs to be set higher and higher. More importantly is the road map and method of reaching that goal, it should be set around what you want to achieve and broken down step-by-step to how you will achieve it. It’s not just about the money, it’s what you want to do with it that should be that driving factor.
The “vehicle”, AKA the company and method you are working with to achieve your goals, should have some good wheels on. In other words, is the organization you’re working for behind you and supporting you with all you need to get there? If your goals are bigger than what the company has, then it’s time to start finding one that can help you reach your goal. Especially in today’s chaotic economy, you need to be thinking much further ahead and take into account what inflation will do to your income and your lifestyle goals. This makes it all the more critical to put your time and energy into the right things that will actually help you rather than hold you back or even hinder you.
The glue that keeps your goals, actions, and everything else together is your mindset - if you don’t have the right one, no amount of resources can help you and you will fall apart. Bad things are going to happen along the way and you need to see it as no big deal. There’s always a silver lining in everything that happens; a problem that has a solution, a lesson to be learned for next time, or feedback you can apply to make your process better. Take every “no” as “not right now” and keep to that down the line, so 6 months are even a year from now, that no might be a yes when you play your cards right. You have control over your own reactions to everything around you. Yes, sometimes you will miss out on a deal, don’t let it derail you - always have more customers to go through in the pipeline.
As time goes by, keep yourself in check and audit your goals and process. Hold yourself accountable to this as it keeps you vigilant and alert to if you’re doing all you need to reach that goal. If you see yourself falling of course, see what it is you need to do to put yourself back in the game. Your mindset, vehicle, and yes, your goals may not be up to par. Whenever you are watching this, don’t wait til next month, next quarter, next year to reset your goals and mindset - there is no better time than now. Keep positive and keep moving forward!
techncialsalesstrategy #salesengineerjobs #technicalsales
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It’s Tuesday - you have questions, and Kyle has your answers for industrial sales and marketing!
Question 1:
If you are a recent grad, you have two paths to sales. The first is a support role, whether it be a sales associate, engineer, technician. Not only do you gain experience and understanding of the product and the industry, but when it comes time for you to want to make the switch to sales, it is far easier for you to adapt to your coveted sales role. The second way is entering into an internship on sales but this may be harder to acquire. Passion helps in motivating you to learn how the sales game works - and should you ever need to learn and build the right foundation for your sales career, then enroll with us on Technical Sales University: https://training.technicalsalesu.com/
Question 2:
Getting past gatekeepers to the decision makers is not only frustrating, but quite common in larger companies. When you do encounter gatekeepers, try to relate to them on a personal level, and understand they have their own frustrations as well, liven up the conversation and make it quick and painless for them to get the one piece of information you need. Don’t overwhelm them and ask for too much at once! Even with just a decision makers’ first and last name, you can be able to find out their contact information through LinkedIn or a database service like ZoomInfo. One trick if you are really trying to slide into the emails of the elusive department head is to see the email format of the other employees and adapt it to who you are contacting. For example if Joshua Smith is the head of procurement, and the company emails seem to be firstname.lastname@xyzcompany.com, then there’s a good chance joshua.smith@xyzcompany.com will work! At the initial point, just connect, don’t try to sell.
Question 3:
The best way is not to just send text, but send a video message. Regular videos work fine, but personalized ones are even better. Services like Vidyard can actually send personalized videos to multiple prospects following your same format. And don’t just send it through email; add them on LinkedIn and send it there as well.
Question 4:
Industrial manufacturing companies tend to linger behind the curve when it comes to new marketing tactics. With that said, convincing them is going to take a bit of effort and convincing. The old guard of the industrial manufacturing space wants to see results that can translate to
dollars. And results you can indeed give them by going by yourself and doing LinkedIn Lives from your own personal profile to see how they perform. Use this time to trial and error to see what works best until you finally get into a groove of success. Once you reach a good point of success, show them the results and see if they will respond more positively to now trying it on the company profile.
salesengineercareeradvice #industrialleadgeneration #technicalsalesapproach
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The most important aspect before closing a deal is building the right amount of trust.
Trust is essential in doing anything and allowing any sort of issue to be solved. Our everyday society is built around trust; trust that the lights will turn on, trust that your car will start, trust that your co-workers have your back, and trust that the food you eat is actually food. This definitely follows into the realm of sales; if trust has not been built then you will not close any deals. Throughout the conversations you have with your customers, they need to have gained the right amount of trust to be able to move forward with any sort of deal with confidence that you will solve their problems.
When it comes to building trust, you yourself have to actually believe in the product or service for it to be genuine and real trust. As people, much of our communication is non-verbal and it is easy to read between the lines and gauge if someone is being genuine or not. When was the last time you walked into a store and encountered a depressed sales clerk - how did it make you feel about the products in that establishment? No matter what, you cannot fake energy into something that you cannot stand working with or don’t share a vision in and giving off the slick used-cars salesman vibe is very damaging to building trust. Despite what others may say, it is actually essential to be genuinely passionate about what you’re selling. Work for a company that you believe sells a good product or service.
With passion and energy, you can have a genuine conversation. This is where many get stuck in the same old song and dance of selling the specifications and throwing up a pitch. You want to avoid trying to lead into a transaction and sell to your customers in the first conversation. Instead you want to engage with them in figuring out what their issues are, what they have tried before, what their goals are, and then figure out how you fit in to bring value. Be honest and sincere when pinpointing specific questions to how you can solve their problems. For example, ask about their supply chain issues, or services, pain points that frustrate them every week that they wish they can solve. This turns into a conversation where you can listen intently for the majority of the conversation to better empathize and have knowledge of what service, if any, you can be of to them.
Trust comes with expectations, but you want to go above those expectations. If they want something by Friday, give it to them by Wednesday. If they need answers to questions, provide answers and extra knowledge on top. Stand out: even if they don’t choose you, later than the line the partner they may have chosen initially may not be delivering, and in those times of second thoughts, you may come up for a second chance. Sometimes, expectations may be unrealistic - do your best to hit them anyway, because even if you fall short, you are still raising expectations.
Even if a potential customer says no, it really means “not right now” which makes it even more essential to stay in reasonable touch. For those in your sales process at the moment, show them that you are eager to respond in an efficient and effective manner. Make sure the rest of your team is staying consistent and following suit by setting the bar high for communication across the board.
salesengineertraining #salesengineering #salesengineer
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It’s Monday - you have questions, and Kyle has your answers for industrial sales and marketing!
Question 1: I just graduated with an engineering technology degree. Do you think a counter sales associate position is a good place to start my career?
Any sales experience is good sales experience, but experience in your actual field of study is an even better experience so you can gain a perspective of how the industry works. Focus less on what the actual job entails and more on if it will get your foot into the door of where your goals are in the industry. Even as a technical or engineer specialist/technician type of role, you can horizontally shift into a B2B sales role in the same industry. With the right motivation, all it takes is the right training and you will be able to connect the dots with the technical know-how to having conversations with customers, finding their points of need, and being an effective sales representative.
Question 2: Should my social media posts be more educational or emotional?
This really depends on which platform your content is going to go on and what end goal you are looking to bring out of it. When it comes to an emotional post, it depends on what emotion you are trying to invoke, many times it is the frustration of a problem your ideal customer is facing and you are the solution. The magic mix much of the time tends to be content that walks the line between educational and entertaining. On one hand the customer is gaining valuable information, and on the other hand they are not bored throughout the content and your brand makes a far greater impression. There is nothing to lose in testing out a variety of content and measuring the feedback to see which type is more effective.
Question 3: Are there any times of the day I should make social media posts to perform better?
Most platforms will have peak times available to you either in site-wide analytics or from your own analytics. LinkedIn for example has the greatest amount of traffic in the morning, followed by lunchtime, and then in the evening. Social scheduling platforms like Hootsuite can take your own data and social platform data into account and give you a good definite window of best post times. As always, you can’t just wait for posts to happen - test and see for yourself what works and then adjust accordingly!
Question 4: I have an initial verbal offer of $120,000 base and OTE of $160,000 with RSUs, is this a good offer?
This does seem like a great offer - remember it may sound good, but getting it in writing is even better, frankly a must. As a starting salary, this is a great way to start for someone with experience, but don’t just linger there! Always keep aiming to reach higher and higher, and be able to increase your end goal as time goes on and you show you have what it takes. With the way inflation is going, you have to look long-term down the line and make sure your commission will also be able to keep up.
salesengineerexperience #industrialsocialmediamarketing #salesengineersalary
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It’s Monday - you have questions, and Kyle has your answers for industrial sales and marketing!
Question 1: What advice do you have on being the most efficient as a sales engineer without having too much experience on product knowledge?
In the sales realm, you don’t need to be a walking encyclopedia on all the knowledge of a product right off the bat. Instead you need to take the sales process from the perspective of having a conversation between you and the customer to find out what their needs and goals are. That being said, you still need to be aware of the important and critical parts of a product or service, on top of the value proposition. As the conversation flows between you and the prospect, probe deeper into what the issues they are facing as a company, what sort of solutions they have tried before, and what solutions you can offer to bring them sufficient value. Think about what the most common questions and objections your prospects and customers ask and know about the answers to those in an FAQ type format you can access. Make sure you practice and call as much as possible, even if you don’t manage to get a sale, it is still experience earned that will later save you time so later conversations can be as efficient as possible.
Question 2: My company and I have a trade show coming up. What's the best way to generate leads while we’re there?
Lead generation from trade shows actually begins a good way before the show even starts. Make sure you are generating daily content 8-12 weeks before the trade show even happens, and use that to drum up excitement and awareness to your brand as much as possible in a pre-market campaign. Connect and expand your network while mentioning the trade show through email, social media, LinkedIn, even cold calls - if you know someone from XYZ company is attending your trade show, invite them to visit your booth. The bigger the crowd you have at your booth, the more you will attract others to it. Once it’s show time, do not just sit at the booth throughout the event waiting for attendees to drop in. Stay. Off. Your. Phone. Definitely have some sort of goodies to give out, get into the aisle and actually interact and have conversations with people; even if they are not potential customers now, they may very well know someone who could be or be one themselves later down the line. Trade shows are valuable to be able to get offline and actually network in the least awkward way possible - everyone paid to be there, use your time to its fullest!
salesengineer #tradeshowmarketing #industrialmarketing
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In the past two years, it has become more difficult to hire people, particularly in office-type jobs and ones that will mesh into the company culture. Flexibility to allow a mixture of office and work from home type work may broaden out the criteria to make it easier to find the right people who would otherwise work well within the organization. What delivers results are finding people based on their personality first rather than their experience; those who are motivated and have the drive to achieve goals, learn, and adapt. The personality that aligns with your culture is ultimately a better long-term fit than someone with 20 years of experience and neither fit nor motivation.
Good employees with drive, motivation and ambition can be more easily trained even if they lack the experience of other candidates. More times than not, they can learn the skills you need for the company faster, and grow enmeshed into your company. This results in a quicker turnaround time from hiring and training, to being a valuable and productive member of the team within 2 or 3 weeks.
Brand awareness is key to attract these sorts of passionate and driven employees. You are not just competing against competitors for business but also for talent, and if you do not stand out in such a way that brings talent to your door, you are losing twice over. Video content especially stands out because it shows prospective employees what the company culture will be like, what to expect, and insert themselves into an average work day. This is great to get them in the door, but to keep them you also need to stay competitive with pay or benefits - after all, all work and no pay makes employees go away. In today’s work environment also has the balance of remote work and in-person work schedules can be just the thing to encourage otherwise motivated and talented individuals to work for you despite their family and living situations.
Now comes the important part of getting employees to work the right way and assigning them productive tasks. For your in house marketing team, figure out what tasks can be done internally, and which tasks can be outsourced to lessen their workload. Having a more focused workload for your team not only helps to convert prospects to sales more efficiently, it also saves money and lessens your workload for more pressing tasks. The same goes for those on the sales teams; they need to be hunters constantly looking for new sales to add revenue for the company. If they are at the office managing accounts and not able to laser focus on the work that is productive to their given role, it may be indicative that the support team connected to their tasks is not sending them enough new accounts to add in. Having certain steps in the sales process broken up and managed by specialized individuals on your team allows everyone to focus on their role and keep the machine well oiled and flowing.
When you are having issues with generating leads or your team is split up on different tasks, that’s an indicator to bring in outside help from industrial marketing agencies, like MFG Tribe. If you would like to know more, visit our website and schedule a call with our marketing experts today to see how partnering with us can help you better reach your goals!
industrialmarketing #recruiting #marketingteam
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It’s Wednesday - you have questions about marketing, distribution, and selling in the industrial manufacturing industry and we have answers!
Question 1: Do you work with companies that distribute or resell industrial products? How is marketing different from other verticals?
Whether it is reselling software, industrial service or products, we have and still do work with companies in this space and are able to adapt to their needs. While you may not have as much control over the look and feel of a product/service, the one advantage you do have is being a subject matter expert in your field. This allows a better grasp of the information, know-how, and use of these products within content creation. Whereas other companies are pigeon-holed into just one subject, the freedom of scale you’re allowed as a distributor gives you access to content creation distribution. You still need to have the basics down on connecting, distribution, and advertising. Partnering with us at MFG Tribe unlocks even greater potential in analyzing the strengths and weaknesses you have and enacting a productive content creation and distribution schedule than you would otherwise by yourself.
Question 2: How much communication should sales and marketing have at an industrial company?
Communication needs to be enough where there is synergy on a consistent, agreed-upon strategy. Often this means more communication than what is currently going on at the moment. The pipeline can be further opened up by having leads passing through both marketing and sales; Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). The latter is more effective at having a better conversion rate than MQL which is eventually where you want the bulk of your leads to come from. In order that this to be possible, the message of marketing material like copy and advertising, as well as sales material like scripts and pitches should match up, integrate, and stay consistent to allow effective communication of the idea of your product/service to a customer. If the marketing message delivers the punch it needs, so too will it help sales and increase conversions of leads.
Question 3: I have prospects that showed a lot of interest in working for my company, but now they’re ghosting me. What did I do wrong?
Sometimes this happens because you did not ask all the right questions you need. From the prospect’s perspective, you piqued enough interest to get them to come to the table, but not enough to take that bite. Do you understand what their needs are, and what sort of time frame they are looking to make a decision in? Make sure to ask more questions and make the conversation of digging deeper into what their problems are, potential solutions they have or want to enact, and what are their goals. Sometimes the prospects aren’t looking for an immediate solution and are shopping around for other solutions as well, looking several months down the line to when they want to make a final decision. Make sure they are aware of the differences and advantages your product or service can bring to them versus the others. A good way of establishing their time frame is asking when they will be ready for making such a decision, and then scheduling a follow-up meeting during this conversation. Always, always follow up and balance between being timely and persistent.
industrialmarketing #industrialsales #manufacturingsales
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As a manufacturer, selling to other manufacturers can bring up issues. In this video, we’ll dive into some of those key areas to focus on.
The first thing you always need to do is identify your core market. Spreading yourself across markets without a strategic focus will wear you thin. From your core market, break it down into smaller groups and sub-industries. This can be further narrowed through industries, regions, employee sizes, and other key identifiers. You can specifically find groups of companies you're more inclined to work with, and even those you don’t want to work with on the flip side. Once you figure out what works for each group, you can go after each category strategically and reverse engineer those profiles for other similar manufacturers to sell to.
The second step is building out your value to manufacturers. A lot of salespeople come from the perspective of giving out all of the features of their product and having the customer figure out how that fits into their problem. You are not there to approach and then show up and throw up your product. Rather think of it as a partnership - after all, you are providing a valuable product in exchange for their money. Drive a conversation rather than throw out a presentation. Ask your prospects questions first to better understand their situation and their needs, what product best fits their needs, and solution will justify the cost. Through these questions, you can see what previous and current solutions put into practice have and have not worked, and better explain how your solution is more valuable for their specific needs.
Now that you know your target market, and what approach to take, is when you go into attack mode into that market. Strategically attack all fronts of the market through different platforms such as LinkedIn, social media, email marketing, and cold calls. Look at what your competitors are doing in their posts and content and see what sort of engagement they are getting. This can bring up holes in your own strategy and where you can better adapt and improve to more effectively engage with prospects and clients. Other times, it brings up holes in your competitor's strategy where you can fill that void and rake in the engagement that they are missing out on. Separate yourself by bringing out daily content hard on social media, building out your LinkedIn profile, and getting an email distribution system going. Be everywhere all at the same time!
It doesn’t end there - always be on your toes to analyze, adapt, and adjust. Once the strategy for the marketing campaign you planned is being put into action, measure its engagement to see if it’s working, and what is working. Is certain content gaining more traction than others? Are certain platforms getting more engagement? Plans are never perfect the first time, and adjustments need to be tinkered on as time goes on through a campaign. There are some things you know work and don't work in your own industry that you can put into practice, whether by experience or by gut feeling. The parts of the strategy that are working, double down on them. If there are parts of it that aren’t up to par or are just having a rough time, scale them back. Remember to continually analyze and gauge feedback, as content and strategy that are working now may not work in the future.
industrialmarketingstrategy #manufacturingmarketing #industrialwebsite
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Question 1: Do technical sales engineers need to know about “ERP” and Six Sigma?
If you are specifically selling ERP systems (enterprise resource planning), then it would help to know them. More or less, ERP and six sigma are very much buzzwords that revolve around the same solutions of productivity and efficiency. What you do need to have knowledge of is your own product, your own service that you are selling. Every facet does not need to be known, but enough to answer any questions your prospects may have and more importantly open up that conversation to how it can be of value to their specific situation.
Question 2: Do you see that once commission starts outperforming your base, companies withdraw the base?
Personally, no company should withdraw base pay. It can become a dangerous slippery slope where instead of commission becoming the incentive to perform better, it becomes a necessity for survival, especially in dry spells where having no “safety net” of base pay can bring out desperate behavior and decision making that pushes away clients rather than winning them. Ultimately, the decision for a company to remove base pay is more of an excuse to pay less.
Question 3: What kind of content do you see the most engagement in currently?
It all depends on the company. For those that like to highlight their employees, seeing the faces and culture behind a company brings out a lot of engagement. In terms of format, video content is the best sort of content to make. Be aware that belting out the same content over and over again may not work as the algorithm for what sort of videos get pushed to the front pages of viewers can change. Make sure to adapt not only to the changes in the platform’s algorithm, but as well as to what is getting the most engagement through your own analytics and double down on those successes. Videos that are native to LinkedIn get the most amount of engagement (i.e. directly uploaded to LinkedIn, not a link to YouTube or another site outside of LinkedIn).
Question 4: What kind of content do you see a potential for in the future that maybe isn’t being done right now?
Live streaming on LinkedIn holds a lot of potential. It is ripe fruit for the picking that manufacturing and industrial companies are not taking advantage of right now. There’s a massive amount of opportunity to be gained by showing your customers and potential customers a live and behind the scenes look of your operations or what happens on the shop floor even once a week. It can be short, simple, and it doesn’t (nor shouldn’t) have to show intellectual property or sensitive trade secrets. Showing movement behind and engaging with the audience, and answering the questions is like the new webinar, except without all the awkward password entries and technical difficulties inherent to webinars.
technicalsalesengineer #salesengineer #salesengineering
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Kyle breaks down the best strategies to break through to becoming a supplier for strategic OEMs in industrial manufacturing and marketing.
Before embarking on trying to win over clients, make sure your list of strategic accounts is built out. Who are the clients you are trying to win over? List down these companies, even the top-tier, Fortune 500 companies, to get a better idea of what your ideal clients would look like and what industry they are in. These can be organized into a CRM or spreadsheet. You can easily be able to connect with people in these circles and similar on LinkedIn.
When establishing contact in a company, you have a good idea of who the right decision maker is to strike a deal with; directors, managers, C-level, etc. While you may have the right idea, it may prove difficult to get in front of the decision-makers, especially if they're busy. Instead, focusing on those around their circle of influence who can help get you time in front of the decision makers will prove beneficial. They may be in other departments or companies where although not directly under the decision maker, they may work a lot with them either as engineers or suppliers. Engage with them on platforms like LinkedIn, through email, and by phone. Have them become catalysts for your brand within the company, essentially cheerleaders that can pass on your solution when the problem arises within the company. Remember it is not just value for the decision maker, but for everyone in the circle - don’t just start selling to the circle of influencers first, but provide value through content, and eventually, you can be of greater service to a potential client in the making.
A client may be too good to pass up on, but they may be more hesitant to schedule a call or sign up for your service. The word free is a powerful and enticing word - and there’s no better price than free to bring in otherwise hesitant clients under the fold. Ask yourself what you can offer for free; whether it be graphics, an audit, tools, articles, or content they can use in their own marketing. Have no expectations that they will contact you back and purchase from you. Keep in touch and gain feedback on what they think. Your end goal is to get them to pay attention to your brand and your solution with the worst-case scenario being they may not contact you back. No matter what, provide value.
Sometimes your regular repertoire of daily content is not getting the attention of the client you want. In that case, shift to making strategic content to get the attention of that specific company. Your goal still remains of garnering their attention! Hyper-focused, and niche industry/company-focused content can include samples or examples of your service with their or a similar product; how can you solve challenges related to that product and ultimately provide value to their company? For example, if the client you are trying to win over is a specific tractor company, what better way to gain attention than by sending them by email, LinkedIn message, or even physical mail content copy featuring their product? Make it short, sweet, and to the point to trigger them to contact you and start that conversation with them.
oems #manufacturingmarketing #industrialmarketingstrategy
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It’s time for another Q&A Monday. These questions and answers will be focusing on how to get started in sales, how to keep a level work/life balance in the field, and what quality of content is good enough to post.
Question 1: I’m new to marketing and sales. I’m literally just starting in the last 2 weeks. No schooling. What are 4-5 tips you would give to someone just starting?
There is a cycle you need to focus on building where certain things become consistent. It boils down to making a prospect list, reaching out, and following up. Build out your prospect list on the demographic and audience for whom your product and service is for. Reaching out to your prospects include daily content, posts, contacting them on LinkedIn, and engaging with your network somehow everyday. Consistency is key to everything, make sure you have a schedule where you are, for example, spending 30 minutes contacting or following up with prospects. Success will not come overnight and there will be plenty of failures, so it is best to work on a long term mindset.
Question 2: How do you keep a healthy work/life balance in a field that often promotes the idea that if you aren’t constantly vigilant, either someone else is eating your lunch, or you are underperforming?
Instead of focusing on the company’s goal, focus on your personal goal you are trying to accomplish whether it be financial or lifestyle and do what is necessary to reach it without compromising your sanity. Most likely when you’re doing a job you enjoy, it will feel less like work and more like a hobby. Be in a company with values and leadership you believe in. Know that you will most likely fall short of the goals you are trying to achieve; for example if your goal is $1 million, put out output that will shoot for $10 million. Your output should be around 5X to 10X of what your goal is.
Question 3: I have a video made for my company and I think it’s good, but the leaders are dragging their feet on giving me the OK to publish it. What should I do?
Analysis paralysis is a real thing that can keep you stuck when you should be trying to get consistent content out there, rather than perfect content. When it comes to videos, quantity over quality is more important as perfection will slow you down into trying to convey information. It’s that content that will matter more to viewers than fancy transitions or effects. As long as it’s good enough for the time being, it will be satisfying enough. Content quality can increase as time goes on.
industrialsales #prospecting #contentcreation
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It’s time for another Q&A Monday, covering a range of LinkedIn and website topics such as hashtag use, sharing content, website optimization, and increasing traffic.
Question 1:
Hashtag usage should be strategic, meant to bring in new followers into your company that are not yet connected. Spamming hashtags will be counterproductive, instead stick to using around 10-15 applicable ones that are relevant to your company and post, as well as getting a significant amount of attention or followers when searched on LinkedIn. It’s sometimes beneficial to use a new hashtag with no followers to create a movement tied to your company. Tracking the progress of your used tags is an objective way of measuring their effectiveness. One tracking strategy is putting all used hashtags on a spreadsheet and updating it once every quarter or so. Remember hashtags are only good if they're being used, make sure they're posted on company posts and personal posts on LinkedIn.
Question 2:
The go-to strategy for content sharing is posting content through the company profile and then sharing it on your personal profile (don’t forget the hashtags). Your personal page may already have a decent following and is still a great generator for connections. Sharing company posts through your personal profile serves as a multiplier to get even more followers to your company page than it could do alone. Make sure content is uploaded daily!
Question 3:
Complete website makeovers should be occurring every 3-5 years to keep with design trends and technical demands. Constantly look through your website to see what features and pages are working and garnering attention and conversions and which ones are not. Current trends that are seeing success include a live chat section integrated with a service like HubSpot to communicate with prospects in the marketing funnel, and integrating a calendar into the contact page for convenience. Inserting call-to-actions on your top 10 landed on pages can also increase appointment rates. A good tactic is to change perspective and see your website from a customer's point of view to see if it brings them to the goal of getting the answers and assistance they need and that’s simple, quick, and navigable to do so.
Question 4:
Before you know where you are going, you need to know where you are. In this case where is your website traffic currently coming from now? Using tools such as Google Analytics can help determine the source of current web traffic; social media, email, organic search, referrals, etc. For example, you may be getting a lot of traffic through email, but not through organic searches. To fill that gap, optimize your organic SEO to start gaining more traffic through that channel. Your market may have different ways of how it interacts online to find solutions to their problems. If it’s very social media based, posting daily content to LinkedIn with content links to your website is one strategy to use. Referring back to the previous question, make sure your website is optimized to receive traffic and that visitors can easily navigate to the answers they are looking for whether it be content or contact.
linkedinmarketing #websitetraffic #industrialmarketing
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Selling and marketing normal products is going to differ from doing the same for industrial and technical products and services, this video will explain the major differences, and similarities, and how to overcome them.
When it comes to sales and marketing, the main goal is to convince a customer to exchange their money for something that you have that will be valuable to them. It’s all about providing consistent value and gaining trust. Those similarities exist for both consumer and B2B audiences. But you can’t just copy and paste a strategy or principle that you use from some situations or books and apply to another audience now. It has to be adapted to your specific situation and where one tactic works in engaging with prospects in other markets, it may or may not work in the industrial space. The same goes for handling objections in sales.
The niche of technical sales and industrial marketing is very specific and has not caught up to other areas. The foundational points of creating content to engage with your audience still remain throughout every niche, but what differs is what that content is and how it’s marketed. The same is said for the sales side, different niches are going to have different value propositions to gain trust and convince clients to come to you to solve their unique set of problems. Learn how to market to each niche’s persona. Each niche will have a different pain point, understanding the perspectives of who it is your marketing to, whether it be operations managers, purchasing, engineers, C-level personnel, supply chain managers, and other potential clients in a business who could use your service. What specific goals do they themselves want to achieve? Figure that out and then maket it to it.
The steps you need to take to arrive at that understanding is first to know that you are in a different industry and that is going to require different strategies, tactics, and perspectives to nail down a clear path. This also builds upon your own foundational capabilities so that you and your team can provide the sort of solution for those clients that want them. If you have a service that works, at the end of the day, clients will provide money in exchange for that valuable solution. The next step is bringing that solution to them - what is the best way to communicate with your target audience; email, trade shows, phone, LinkedIn, etc? Focus on hitting the channels of communication that you know already work. Remember that your client is probably not spending all day browsing these communication channels looking for solutions. This makes it more important to gain your prospects' attention in a quick and timely manner. Figure out the best way to get your prospect’s attention.
Remember it’s all about adapting what works to specific situations and seeing what sticks. Some strategies will work better than others, and some strategies that work now may or may not work later on down the line. Consistency is key!
technicalsales #industrialmarketing #industrialmarketing
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Industrial Marketing Q&A with Expert Kyle Milan | Trade Show Marketing & Industrial Advertising
Another Monday, another valuable Q&A time with Kyle. In this video, we will be going over trade show marketing,
Question 1:
Trade shows can be a valuable resource for potential clients, as long as you’re not going about the “traditional way” of setting up a booth and waiting for attendees to just walk in. Instead, it needs to be done in a more engaging and interactive way prior to, during, and after the trade show. Create an organic, SEO-optimized landing page for attendees to land at least three to four months before the trade show. Sometimes your own landing page can rank close to or even outrank the tradeshows website itself on search engines and bring a vast amount of traffic to your brand. Post at least once a week something about the trade show to continue engagement. When it’s show time, engage with attendees that come into your booth, do not just stand or sit there. The more people that are entering and hanging around the booth, the more interest it creates to draw others in. Market your appearance at the show through email, LinkedIn, Instagram, and any other social presence available to you to keep brand awareness fresh.
Question 2:
Even if you’re not a national company, all it takes is connecting with people outside your region to get your journey started. Change your filters to find and cover the geographic areas you’d like to expand to. One way to do this is by signing up for a database service, however, this can prove to be expensive. Another way is by simply connecting with people through LinkedIn via the Sales Navigator. Keep posting daily content and engage with the community to build brand awareness with that region’s circle. Get yourself on the platforms your desired prospects are using. Optimize your website for organic SEO in your desired region, for example, if you’re looking to sell to machine shops in Charlotte, make sure that’s set up to grab traffic in that region.
Question 3:
When you get to the point of asking when you need to hire an agency, chances are you’re already getting overwhelmed and it is time to find one. Producing and posting content should be a daily exercise and the strategy going forward as the goal when marketing yourself, or having an agency do it for you. However, not any agency is fit for your needs and budget, choose one that has a well-rounded understanding of your industry as well as a partner for your company, not just a background element. Outsourcing to an agency that can produce professional content, communicates well and knows your industry will prove beneficial.
Question 4:
Google is going to be less expensive than LinkedIn due to the difference in audience. Google can cost about $1 per click, while LinkedIn can range from $4 to $12. A good budget to spend should be around $1K to $1.5K a month on clicks. Google’s advertising is far broader when targeting as it is mostly covering search phrases rather than specific people you are looking to target. Through LinkedIn, your optimization can be more strategic as to the exact sort of companies and employees you are looking to connect with.
tradeshowmarketing #industrialadvertising #industrialmarketing
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It’s Monday Q&A time with Kyle with a LinkedIn-focused episode, covering topics like ad flyer frequency, company versus personal posts, and prospecting priorities. Stay tuned for tips, tricks, and strategies to use on the platform!
industrialmarketing #technicalsales #salesengineer
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Manufacturing or Industrial Marketing on a Budget
What strategies work best to squeeze the most marketing success out of a small budget?
What’s your goal? Assess what you have available at the moment and where you want to really go. Break it down and plan out a timeline to reach smaller goals and assess how much of the budget will need to be spent and prepare to adapt for discrepancies. Success does not happen overnight; be aware it will take time and toil - and money - to reach there.
Time is half the recipe, and it takes time in order to organically grow a brand. The other half is money. Speaking of money, what is a realistic budget to actually expect results from? $4-5K a month is a realistic budget to push out the brand. This should be split up into certain core areas; company website, social media presence, and content creation.
The first core area is optimization. See what existing channels where your prospects are trafficking at the moment and make sure they are optimized. Measure the metrics and make sure that prospects are consuming content and then at some point converting. Focus on a user experience (UX) standpoint to see if your website is usable and clear to navigate with the right amount of call-to-actions and engaging content. Even if you were to start a successful advertising campaign, if it’s all going to a poorly optimized website, it won't convert to good results.
Organic SEO (search engine optimization) takes time to build up, so even if a website isn’t fully optimized at the moment. By the time SEO efforts take full affect where your website is on the first page, a website should be all caught up. There are no shortcuts to optimizing SEO. Websites should include key organic SEO phrases to bring in the right traffic looking for the right solution to your site.
Constant and consistent content is the backbone of all marketing campaigns and the second core area. A lot of hesitancy comes out of production quality and making sure every piece of content has a high production quality. With the tools available out there now, even phones have sufficient quality to bring out sufficient videos. If possible, use internal sources to create articles, videos, and posts to social media channels - it really is a critical point and should not be taken lightly. Time is money, and if taking charge of content creation is becoming too much to handle, hire the right people or agency to do it for you. Prove that you are the subject matter expert for your industry.
The third core area is the distribution of content. Decide which platform is going to be the main host, and share it through multiple channels. For example, upload it to YouTube and then share the video through LinkedIn, your website, and other social media platforms. Keep putting out consistent video content that can benefit prospects, even if they don’t sign up for your services immediately. Eventually some months or maybe even years down the road they will need your
service and sign up, all because you’ve built trust through consistent and valuable content. On a small budget focus on these core issues. From there, advertising is more of an enhancement once your core foundation of optimization, content creation, and distribution are handled correctly.
industrialmarketing #manufacturingmarketing #marketingbudget
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Technical Sales and Industrial Marketing | Ask Kyle on Q&A Monday
It’s Monday Q&A time with Kyle with a LinkedIn-focused episode, covering topics like ad flyer frequency, company versus personal posts, and prospecting priorities. Stay tuned for tips, tricks, and strategies to use on the platform!
Introduction
Question 1: How frequently should I post the same ad flyers on LinkedIn?
LinkedIn as a whole has become the most effective platform to strategically advertise to your target demographic. The main area of focus should be on sponsored content that shows up in the middle of a prospect’s field. Have 2-4 different pieces of ad creative and copy to advertise for 30 days. Four pieces tend to be the sweet spot, mileage may vary. Monitor and track with methods such as AB testing with a twist to decide which creatives are successful. Which ones have the highest click-through rates after two weeks? A working strategy is to keep the top two performers and recycle the two bottom-performing creatives with two new ones. From there, continue to test and adapt every two or three weeks.
Question 2: How much emphasis should I be putting on my personal LinkedIn page versus the company LinkedIn?
The company page should take priority and focus, at least in the beginning. Almost always post first to the company page, and then share it on your personal profile to take the best advantage of the LinkedIn algorithm. Consistency is key - make posts daily. Use hashtags to take advantage of discussion within spaces and be able to enter into other feeds through the algorithm. Don’t neglect your personal profile completely, make sure to continually grow your personal network and max out those 100 connection requests every week to have a multiplier effect to bring followers from your personal profile to the source at the company profile. This can vary in the future; sometimes a company influencer's personal page can have a greater reach than the company page, and the strategy may need to be adapted to what’s the most successful.
Question 3: In my prospecting strategy, how much time should I be spending on fish, whales, and sharks?
First, see what you can be able to handle - can the company handle a whale or even five at the same time. By assessing your own and the company's capabilities and situation you are able to strategize your points of focus. That can equate to a certain number of customers split along all three. It may be a few whales (large companies), more sharks (medium companies), and a number of fish (small companies). Just because a company is smaller, doesn’t mean they will require less work, they may sometimes require more because they are struggling to have their own capabilities and company strategy all together. These “fish” will tend to have a higher “turn & burn” because of that. Sometimes it’s more effective to find bigger fish to fry. Whales on the other hand will typically be long-term projects and it’s important to analyze whether they will make for good long-term partners in the broader company strategy.
industrialmarketing #linkedinmarketing #marketingservices
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Technical Sales and Industrial Marketing | Ask Kyle on Q&A Monday
It’s Q&A time with Kyle, covering topics such as video production pricing, demo video framing, LinkedIn live, and tradeshow strategies.
Question 1: What is a realistic per-video price to have a small video production company create content that our internal marketing department writes?
Video production costs have a huge range depending on if you’re working with a company whose sole focus is general video production or a marketing firm with a sole focus on partnering with industrial companies. A four-to-five minute video can typically cost around $10K to $15K. You get what you pay for and typically quality follows in lock step with a price. In the broader aspect, you don’t want to look at it as a singular video, but rather as a pipeline to producing video content on a regular basis. Having a consistent schedule of content production and publishing allows for a marketing strategy so your brand image has a greater reach. $1K per video in a series of small video productions shot on site is a good goal to look at.
Question 2: Do you have any advice on how to frame or shoot something like a CNC mill for self-shooting for a sales demo?
A decent web camera is sufficient for livestream, but greater quality can come out from a DSLR camera with a good lens and lighting setup. At MFG Tribe, our gear setup consists of a Canon SL3, connected by USB to streaming software. The same gear can be adapted to film in facilities for prepared videos as well. For streaming, a boom mic like a Blue Yeti works, and a lavalier microphone is far better for walking around. Multiple sources online exist on how to get everything all set up to shoot!
Question 3: Do you have any predictions for what may be the best sales and marketing tool down the line, after LinkedIn?
LinkedIn will not fall off to the sideline for industrial manufacturing companies. What will and is already happening is new platforms and channels will integrate with LinkedIn in order to expand outreach. LinkedIn Live, for example, is one of those tools modeled after similar live streaming services on YouTube and Facebook that can garner immediate attention and response from your audience on LinkedIn. Webinars are not yet a thing of the past, but LinkedIn live is definitely shifting the paradigm. Balance a mixture of prepared and scripted videos plus live videos with reactions and comments.
Question 4: I agree that trade shows’ real value is in buying the lists of registrants and attendees. Can you walk me through how to best organize and use that information?
Filter a list (if available) based on the company size, title, and job functions of your pertinent target audience. Once you have a clean list of data, input it into a CRM system into a light marketing funnel, and in any case, always send in a valuable video or article to help them out. Never outright propose a service or get them to buy something from you. The third or fourth email is usually when you attempt to set up a call or appointment. Keep it light and simple.
industrialmarketing #manufacturing #contentmarketing
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Struggling to increase revenue and what tactics could you use to do so? Kyle breaks down the main two categories of “attention” and why it is needed to boost revenue.
Often the phrase “money follows attention” comes to mind. Attention is foundational in influencing all our decisions in what needs to be the focus, and what can be purchased. It happens every day and one company or another gets your attention in order to become aware of a product or service and then purchase it. You can have the most revolutionary and amazing product available, but if no one knows about it, no one will buy it, and thus no revenue. Once attention is able to be garnered can it enter the sales funnel and convert into revenue.
The best way to get attention right now is by creating content - and making a lot of it. It can’t be just the one-off company promotion video on the website or sponsored article, but rather on a constant basis, think daily or weekly depending on the type of content and strategically spread out. This includes brand videos, photos, posts, articles, and more, at the very least on LinkedIn where getting attention from a more focused and professionally based group is easier. Even if it’s basic videos, it needs to get out there in order to generate attention. Any information shared in these videos could be helpful to clients and customers, and bring them back for more content and potentially sales. Timing is key, and as long as there is an active and consistent stream of content out there at all times, someone will see it.
Online branding is usually the first impression seen nowadays. Particularly, the website is seen as the business card of the internet, and optimizing this is crucial so it extends to other online company channels and presences whether it be Facebook, Instagram, YouTube, Google ads, email marketing, and more. The more content that is out there on multiple channels, constantly driven to gain attention, the more awareness and in turn revenue your brand receives.
It also extends to the offline world; when at trade shows, get out of the comfort zone of the booth and stand out in the aisle interacting with attendees. You never know if they could be or know potential partners and customers. Attention doesn’t have to be literally standing out there but having a product stand out. How many times have you seen booths with demonstrations or interactive setups that draw in crowds of people into and around the booth? That’s a way of grabbing attention.
There are bad ways to get attention, but as long as you're putting out videos of what the company is doing such as installation videos of new equipment, the technicalities or story behind certain products, behind the scenes of different departments, and other similar content, it keeps an active brand image in the forefront and keeps refocusing attention on the company. You never know if someone at some point of their day will see your content and when your solution might be relevant to their needs either now or in the future.
industrialadvertising #contentcreation #industrialmanufacturing
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Gear up for another Q&A with Kyle, covering topics such as bringing video and social media content to your company, better coordination between sales and marketing, marketing agencies, LinkedIn prospect filtering, and increasing hiring in a labor shortage.
Question 1: What can I do to help convince leadership that video content and social media are necessary?
The manufacturing sector is slow to keep up with new marketing trends, but the results of social media marketing tactics have proven to be beneficial. LinkedIn for example provides an excellent basis for where brand awareness content works. From the leadership’s perspective, there may not seem to be a need to deviate from tried and true methods of marketing, compared to automation technology on the floor. At the very least, it is worth convincing to at least have a trial effort to test and verify if such a tactic is right.
Question 2: How can I, in sales, better work with our marketing person to reach our company goals?
Between the sidelines of negative thinking, sales reps believe that marketing isn’t as effective as it should be, and marketing believes sales reps only care about closing deals. What’s severely overlooked is that the two can often benefit each other far more than they realize and grow the business. Marketing can assist sales reps in bringing in prospects to the top of the funnel, while sales can help marketing better pinpoint the efforts to be better focused on, creating a beneficial strategy that leads to success.
Question 3: My company is thinking about transitioning from internal marketing to hiring a small firm. What kind of real expectations should we have?
Gaining improvement correctly is going to cost a good amount of money. That said, hiring a firm can prove to be inexpensive compared to hiring a full marketing staff yet more effective. It is critical to choose the right B2B niche agency to affirm that they know your specific field. Make sure to ask the right questions when choosing an agency to partner with, and ask them early.
Question 4: How can you target and communicate to a narrowly defined market/industry on LinkedIn?
There is a discrepancy between the industry-standard NIC codes from databases and the way LinkedIn classifies industries. The right filters get you to the right industry, and a subscription to LinkedIn Sales Navigator is a must to fit into this strategy. Find companies that you would normally do business with, or would want to do business with and filter for other companies that fit that criteria. Make sure to set filters for geography, industry, and company size. Use your own experience as well to identify the commonalities of your customers to see what characteristics carry the highest priority.
Question 5: Our fairly small manufacturing firm really needs to hire some floor personnel, how can we go about increasing awareness among jobseekers?
Focus on brand awareness to effectively highlight open positions. Companies don’t exist in a vacuum and compete with others in the region for employees even if they don’t compete in a business. Make sure hiring packages and salaries are competitive to those other brands and increasing your brand awareness and presence through videos, social media marketing, posts, and advertising puts the brand in the forefront and mind of jobseekers.
industrialsales #industrialmarketing #linkedinprofessiona
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What are some of the best tools and software to further your success in industrial marketing and technical sales?
It’s easy to get lost with all the options available, from productivity tools, organization applications, and customer relationship management (CRM) software. This video will cover the most effective and useful tools out there that you can use to garner your own success.
Data Mining:
It’s easy to get paralyzed with the amount of lists available, especially since there is a lot of junk data out there. As the saying goes, if you put junk data in, you get junk results out. The cleanest data lists originate from high quality, and recent sources.
CRMs:
This and similar CRMs with the ability to scale to your current and growing needs is the way to go. You can also integrate your analytics, and pipeline tracking as well - monitoring different stages of the sales funnel helps you get a better vantage point of where things are going right and where they need adjustment. Whichever CRM you choose, make sure you commit to learning to use it, and bringing out its full potential for your managers and sales team. For a cloud-based proposal system that links with Hubspot, check out Proposify! This and similar CRMs with the ability to scale to your current and growing needs is the way to go.
Social Media:
Dialing down your social media channels is crucial to bring out a focused marketing message to potential clients that need it the most. The superior social network for anything and everything business related remains LinkedIn. If there’s one channel to avoid, it’s Twitter - its algorithm is unfriendly for B2B and there’s little to no engagement for company channels.
SEO Research:
Search Engine Optimization (SEO) is the method of making sure your company’s website is front and center when your services and products are searched for on Google and other search engines.
Web Analytics:
Building on top of a website that can be found on a search engine is a website that is clean, informative, usable and converts sales. Google Analytics is a great tool here as a first-party source for a data intensive breakdown, however SEMrush can also pull this data as well from a reporting standpoint, however not to the same level of optimization and integration as Google. Being able to analyze the data of bounce rates, landed pages, click-rates, heat maps, scroll depth, and more in relation to your conversion rate and sales funnel is key to keeping your website an effective tool in the sales process.
Inter-Office Coms
Being able to effectively communicate, collaborate, and share files and data with your team all in one place that simplifies and streamlines the whole workflow. Teamwork Projects is the preferred tool in this space for an affordable, all-in-one platform for project management, chat, and file sharing.
industrialmarketing #technicalsales #marketingsoftware
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What are the areas of focus to make your LinkedIn profile STAND OUT amongst the crowd and help you grow?
LinkedIn is an invaluable resource to network with a pool of potential leads, build prospect lists, and connecting to future client sales. This episode will show how to update your profile to amass success in the current environment.
Profile Visibility:
Ideally, absolutely everything that can be personalized and updated, needs to be updated. The easiest to start with is your custom URL - this should be your first name and last name if available. From a sales standpoint, your profile should be as public as possible, make sure visibility is on for everything, and Google can properly search and index your profile.
Headline:
The most important aspect of your profile is your headline. Your headline is the summary, the elevator pitch of the value you can bring to your network and potential clients. This helps your profile further pop out as not just your name, company, and position, but you know become a solution to a problem. Make sure your headline is not just short and sweet, but relevant and general to the client pool you want to connect with.
Images:
Your main profile photo should be a good clean headshot. Your background image does not necessarily have to be business-related, but if you are in sales have something that represents your company’s goods and/or services.
Main Profile:
Your services section should be filled. If applicable, add licenses and certifications. Your featured section is important where you can link your best foot forward of posts, links, and videos on LinkedIn. Make sure all the links on your profile are working! The featured section is akin to your front page and further differentiates your profile from others; make it relevant and keep it fresh. Your about me section needs to take up as much vertical space as possible:
● Use bullet points
● Be thoughtful and thorough
● Avoid using long paragraphs
● Summarize your relevant experience
● List your accomplishments
The impression you want to leave with your network is that you are a knowledgeable, subject matter expert in their field that can provide valuable insight and services. This approach carries on to fill out the experience section with the companies you have worked out. Double-check to make sure your education background is filled with all relevant information. Skills and endorsements are an added bonus to engagement. While you want to be thoughtful about the skills you list on your profile, they’re not necessarily going to capture attention on your profile. Instead, your network and leads will have skills of their own, and one way to garner attention and stand out is to give them endorsements on their profile and they will respond in kind. It can often spark conversations and lead to common ground to further build rapport.
Post recommendations and endorsements if you have any available. Groups on LinkedIn provide a fantastic source to further engage, network and post content and tidbits with those in the same target fields.
For the next step in networking on LinkedIn, click on the following link to learn more about Sales Navigator and B2B prospecting: (link)
linkedinprofile #professionalgrowth #socialnetworking
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The manufacturing labor shortage has been detrimental to many industries. If you are struggling with filling job vacancies in the manufacturing and industrial sectors, then you need to hear what Patrick O’Rahilly (Factory Fix) and I have to say about filling those positions.
Factory Fix is trying to help solve 3 problems they see in factory recruiting today by utilizing their innovative, subscription-based, online platform:
Labor shortage (across the board in most industries)
Skills gap with retiring workforce (unique to manufacturing)
Overall responsiveness and candidate ghosting
Factory Fix developed an intensive recruiting platform to address these issues and they help companies to staff their critical needs at any level within their companies from production workers to skilled laborers or upper management. They have goals of streamlining the hiring process and getting more applicant volume. They desire to be the turnkey solution to what any manufacturing client needs. The experts at Factory Fit utilize software and technology which matches your company to potential candidates who have skills and experience with the job you are hiring for. They cast the widest net possible to drive traffic. They also have an innovative scoring operation to vet every applicant and get clarity on a candidate’s experience.
The skilled labor gap is massive in the industrial and manufacturing industries today. There is a shortage of machinists, welders, programmers, and other skilled laborers. Factory Fix looks to make the process user-friendly, ensures your position is widely posted, and focuses on the Long Game of recruiting.
How is Factory Fix playing the Long Game in recruiting for manufacturing and industrial positions?
Factory Fix has recently acquired funding which will help them to revitalize the manufacturing industry.
Their goal is to remove the "Backup Plan" stigma around the industry. Raising awareness that manufacturing can be a lucrative career gap.
Factory fix is fostering closing the skills gap by ensuring there is a younger generation of skilled laborers ready to fill vacancies.
The competition is extremely fierce right now with fortune 500 companies and the gig economy. COVID-19 threw everyone for a loop because the unemployment tax benefit made the competition even more intense and the aging workforce saw retirement as a better option than staying on for a few more years. But the problem isn’t going to go away any time soon.
The typical process that Factory Fix goes through is a successful, all-encompassing partnership:
An initial meeting to determine what you are spending recruiting resources on currently
Goals are discussed to ensure that Factory Fix is approaching the problem with the correct solutions
Factory fix tailors their service to the company’s need and they even provide a free trial for new clients
Our customer success team becomes part of the client recruiting team, essentially
We have an almost lost generation where people have been pushed away from going into manufacturing and it was seen as a last resort. The labor shortage today has fostered an environment where individuals who learn a master trade early in life get can their pick of jobs or even become entrepreneurs themselves. Learning that manufacturing is an extremely useful job where you can make 80-100k a year with hands-on training or shorter certification programs.
For those of you watching, please let us know your tips for attracting talent to your open manufacturing or industrial positions in the comments!
manufacturingjobs
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It's easy for your week to "get away from you" when you're a technical sales engineer, in this episode, I cover how should break down your week into 3 distinct categories of time management.
Current Deals / Opportunities (25% of your week)
- Don't get tunnel-vision on a sale in progress, even if you don't have a support team
- Over-focusing on one deal can mean missing out on several others
Follow Up (25% of your week)
- Deals are made with multiple contact follow-ups
- Alternate your contact methods
-- Emails
-- Phone Calls
-- Text Messages
-- Personal Visits
-- Snail Mail
-- LinkedIn Messages
Hunting For New Business (50% of your week)
- Always be filling the pipeline
- New contacts can come from; Current Customers, The Unsold, LinkedIn, LinkedIn sales navigator
- Create content on a consistent weekly basis
technicalsalestraining #salesengineer #technicalsalesengineer
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Industrial Web Site Tips In 2022 For More Conversions
Your industrial or manufacturing company’s website may not be converting as many sales as it should be. Here are 4 key steps in order to turn your website into a critical driver in your sales funnel.
Step 1. Website Purpose
Your website is your always-on, the often first impression for viewers. It should put your company’s best foot forward, not simply “validate” it. The site tells the view/customer who you are, what you do, and why you do it. Doing this right can cost some money, but it does require regular attention as technology and tactics change and your website adapts to the times.
Step 2. On-Page SEO
Most companies don’t even know what they need to do in order to optimize their pages for search engines. Hovering over your website’s tab on a browser shows it’s a meta tag. Meta tags can be described as “info within the info”; optimizing them helps your site rank higher and pull in more of a share of the precious few web searches within your industry.
Step 3. Page Navigation.
Does your website’s user interface (UX) present the most important info in the best and most easily navigable way? Guide viewers to what you want them to see, but guide them gently. Optimize ease of use within your website so people can find what they’re looking for with little to no effort.
Step 4. Conversions/Booking Time.
Provide direct-contact booking with a representative; incorporate it into a calendar app to eliminate back-and-forth scheduling. Always get a prospect's contact info and a “how did you find us?” type of option to optimize where to adjust or focus on future prospects. Allow them to share as much info as possible, including documents and files.
industrialwebdesign #industrialwebsite #manufacturingwebsite
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
5 Steps to Becoming a TOP Technical Sales Engineer
If you’re in technical sales or aspiring to be, in this episode we’re going to break down the top five steps to be dominant in your industry.
Step 1. Assess your current vehicle.
Is your current employer limiting your growth?
- No matter all the company perks, if you are capped on commission, you will not grow. Do you have the needed support team? Weigh your needs against your current value.
Step 2. Commit to Learning.
Learn the people side of sales; sales is 80% people skills, and 20% technical skills.
- Decide the best approach for you to learn and train, train, and train! Just don’t show up and throw up at a pitch. Adapt to the changing circumstances and methods for selling.
Step 3. Prospecting.
Build a database of prospects that works for you.
- LinkedIn Sales Navigator is an essential tool that can build you a list for such a small cost. You have to prioritize the prospecting, never put your sales funnel on pause, even if you think you are at full capacity.
Step 4. Commit to LinkedIn.
Create content and interact with your network on a daily basis.
- 30 minutes a day should be spent prospecting your network, and 30 should be spent engaging with your existing network.
- If you’re only using it to sell, people can tell and it’s not a good look.
Step 5. Plan Your Week.
- Break your days/weeks out into sustainable routines for prospecting, sales, networking, and other valuable activities.
- Make a focused power list of 3 to 5 things that includes existing opportunities and creating new ones.
- Schedule entire routines if you can, but at the least, put the important items into your calendar.
salesengineer #salesengineertraining #industrialsales
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Connect For Business:
MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Want to increase your Email Marketing Strategy Impact for Industrial Manufacturing in 2022?
If you feel that your email marketing strategy has gotten a little stale, now is the time for an update. You should utilize these strategies to grow your industrial manufacturing company. In this episode, I’ll show you how to best utilize your email marketing strategy for industrial manufacturing sales for the new year.
Email practices you should avoid:
- Avoid cold message introductions
- Ugly design
- Impersonal blanket ads
- Lengthy texts and images
- Large contact list emails
The utilization of a CRM system can provide the email functions that you need to help grow your industrial manufacturing sales market. These CRM systems can provide customization, list creation and make it easy to send your email content to your market.
Here are some key steps in guiding your email marketing sales strategy for 2022: Step 1. Build your contact list and set up your automated CRMS system. This list can be contacts you’ve acquired over the years from: trade show contacts, website leads, and newsletter lists. Organize and categorize these contacts in your CRM system to tailor them to your specific contact categories.
Step 2. Create valuable content for your email. Your content marketing strategy is critical to pulling in sales. It should be thoughtful, personalized, and left-justified. Simplify your informative message and provide links to your content and your contact information in these emails. Provide value and avoid spamming your contacts list. You want your email to appear as it was personally sent.
Step 3. Be Consistent. Your email schedule should be consistent to prevent your market from getting stale. In order to provide consistency, utilize the schedule feature of your CRM system for your content. Schedule your emails at regular intervals (every 2-4 weeks) to provide relevant information like trade shows, product launches to plan the timing of your emails to your contact list.
manufacturingemailmarketing #industrialadvertising #industrialmarketing
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MFG Tribe: https://mfgtribe.com
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Technical Sales University: https://training.technicalsalesu.com/enroll
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Learn my pro tips on account based marketing for Technical Sales Engineers
You may not know how to apply account-based marketing to your technical sales engineering role. But, this can be an expert tactic to boost your success in your role.
Account-based marketing is going after a specific group of people. Your target market is more specific than broad generalizations. Account-based marketing involves researching and narrowing your marketing from a shotgun approach to a targeted, specific approach.
At MFG Tribe, we utilize the term ‘strategic marketing’ but it is essentially the same as account-based marketing. Our primary market is industrial companies and there are a lot of those around. Because we don’t work with our client’s competition, our target market narrows significantly.
In this episode, I’ll show you the benefits and downsides of using account-based marketing.
There are some downsides to using account-based marketing alone. You may miss significant opportunities, especially when you are only going after big companies, such as Fortune 500 companies. You should never put all your eggs in one basket.
You should cast the right net for your business and look to catch all of the following: whales, sharks, and fish. Account-based marketing doesn’t just mean going after the big companies, or the whales. Sometimes the smaller fish can close deals faster and even turn into a bigger shark or whale.
Do the research to determine your specific and targeted audience for your goods or services. Utilize several targets to really narrow your focus, such as sector, geography, revenue, and size.
Blend conventional (shotgun approach marketing) and account-based marketing with the following tips:
- Parse your targeted audience into three categories:
a. Whales: provide a big impact but typically a slower sales cycle
b. Sharks: provide a moderate impact with a moderate sales cycle
c. Fish: provide a smaller impact but typically a faster sales cycle and an opportunity to grow into sharks or whales
- Focus on omnipresence of being everywhere all at once. Maintain presence and consistency on multiple platforms such as direct contact, social media, website, and targeted ads. This is actually achievable in our current digital age. If everyone knows about you, your value proposition, and the benefits of your services, people would naturally come to you. Be super loud and share content frequently.
MFG Tribe is an expert in strategic marketing for industrial services. Our end goal is to build omnipresence for our customers so that their clients see them frequently.
How to put this to work:
Step 1: Identify leads
Step 2: Reverse engineer to find out what they are looking for and put this in your content
Step 3: Build a list of your account-based marketing targets (use LinkedIn to build your list)
Resources: zoominfo.com, linkedin.com, technicalsalesu.com
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technicalsales #salesengineer #salesengineertraining
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Technical Sales University: https://training.technicalsalesu.com/enroll
The new year is 3 days away, have you already started thinking about what you're going to do differently next year? Whether is in your personal life or business, don't wait to start becoming the best version of yourself to reach your goals.
In this episode, I cover the key areas that I personally have seen the most success in my journey to set massive goals and actually achieve them in a short amount of time.
technicalsalesengineer #salesengineer #salesengineering
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MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Struggling to land your DREAM JOB in technical sales and make it the fulfilling career you’ve always wanted?
In this episode, we’re going to cover the main areas of focus and questions to ask yourself to make it in the industry:
How to Get Your Technical Sales Engineer Dream Job
Reflect on Your Current Role
Look at it from all angles; how much have you gotten out of your position in the last several years? Measure your progress over time and see if you’re on track to your income goal. There’s no wrong time to make a change, whether it be to a competitor or a different industry. The crucial question to ask yourself is this - “is this position that is going to get me to my goals?”
Assess Your Current Compensation
What is your realistic expectation for base pay with your experience and in your area? Do you have a revenue-based commission? Don’t let your commission plan get too complicated; even something as simple as 2% commission on revenue can compound over time. You should be paid for the money you convinced the customer to spend. What will eventually drive you to your goal is a revenue-based commission plan that allows you to be rewarded, boost your confidence, and go the extra mile for your employer and client.
Optimize Your LinkedIn Profile
Use the same techniques to sell yourself, instead of just your company. Customize your profile headline to a relevant hook, for example, “Providing Corrugated Solutions to Medical and Aerospace Companies Throughout the US.” Itemize and highlight your career growth to spark interest. Having potential employers and clients coming to you instead of you searching for them is the ideal state.
Build Your LinkedIn Network
Identify and seek out your ideal employers from your target industry, and connect with the right people there such as CEOs, owners, VPs, sales, and marketing employees. Look at their circle of influence. Get to the point where your skills and connections are opening up opportunities - remember instead of selling your service, you are selling yourself.
Explore LinkedIn Jobs
If your LinkedIn profile is optimized, it will serve as your comprehensive resume. “Easy Apply” on some positions is a massive time saver - take advantage of it! On LinkedIn, employers are already looking for you while you are looking for them. If you’re engaging, networking, and sharing on the platform consistently, you will stand out to potential employers.
Directly Message and Engage
Don’t be afraid to connect with and directly message the CEOs, VPs, and anyone at the top of the company. Be strategic, don’t be engaging coldly without already having built out a persona and providing content of value. Remember the circles of influence.
salesengineerjob #howtogetasalesengineerjob #salesengineer
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MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Picking an Industrial Marketing Agency
Most industrial and manufacturing companies need outside help to really boost their marketing performance, there simply aren't enough people in the internal department to cover ALL of the needs. Have you ever tried to hire an agency and run into tons of roadblocks on their experience in your niche? That's exactly why I started MFG Tribe 6 years ago, to help those technical companies with a technical team of people that know EXACTLY what they do.
MARKETING TEAM
- Most industrial and manufacturing companies have a small team of less than 2
- Internal resources are limited because the department can't handle all aspects of marketing
- Determine what you can and can't do with your internal team
BUDGET
- What should your annual budget be?
- Minimum budget should be $5K per month and higher to see significant results
- Ideal budget should be $90K - $125K per year depending on how much you want to spend on advertising
THE WAY WE DO A DISCOVERY CALL
- Our initial call is simple, we want to know 3 main things
- What are you currently doing with your marketing?
- What are you looking to accomplish with your marketing?
- What's your monthly or annual budget to achieve this?
EXPERIENCE
- Work with someone that is focused on the industrial niche
- Don't just work with any type of B2B agency
- MFG Tribe is the most experienced and strategic in this niche
- Less time is spent onboarding you if they know your industry
STRATEGY
- Simple for Industrial companies
- Build up and continue efforts towards organic SEO
- Create content (video and articles)
- Focus on LinkedIn as the only social platform
- Distribute that content to strategic platforms (social, web, email, tradeshows, etc)
TIMELINE
- It should not take 3 months to start seeing activity
- Onboarding should only take a maximum of 30 days
- The faster they move, the quicker you get new opportunities
- We start producing content within 3 weeks of signing a contract with us
COMMUNICATION
- What's the main method of contacting your agency?
- We use Teamwork Projects to communicate ALL information to our clients
- We don't email anything, everything goes through the cloud-based software
- All history, files, approvals, messages, revisions, etc are located in a single place.
PERFORMANCE
- What KPI's are you tracking?
- What are your goals?
- Do you have a 30-60 minute call at the end of the month to review performance and discuss any strategy changes that are needed?
industrialmarketing #manfuacturingmarketing #industrialmarketingagency
__________
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
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LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
Facebook : https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Picking an Industrial Marketing Agency
Most industrial and manufacturing companies need outside help to really boost their marketing performance, there simply aren't enough people in the internal department to cover ALL of the needs. Have you ever tried to hire an agency and run into tons of roadblocks on their experience in your niche? That's exactly why I started MFG Tribe 6 years ago, to help those technical companies with a technical team of people that know EXACTLY what they do.
MARKETING TEAM
- Most industrial and manufacturing companies have a small team of less than 2
- Internal resources are limited because the department can't handle all aspects of marketing
- Determine what you can and can't do with your internal team
BUDGET
- What should your annual budget be?
- Minimum budget should be $5K per month and higher to see significant results
- Ideal budget should be $90K - $125K per year depending on how much you want to spend on advertising
THE WAY WE DO A DISCOVERY CALL
- Our initial call is simple, we want to know 3 main things
- What are you currently doing with your marketing?
- What are you looking to accomplish with your marketing?
- What's your monthly or annual budget to achieve this?
EXPERIENCE
- Work with someone that is focused on the industrial niche
- Don't just work with any type of B2B agency
- MFG Tribe is the most experienced and strategic in this niche
- Less time is spent onboarding you if they know your industry
STRATEGY
- Simple for Industrial companies
- Build up and continue efforts towards organic SEO
- Create content (video and articles)
- Focus on LinkedIn as the only social platform
- Distribute that content to strategic platforms (social, web, email, tradeshows, etc)
TIMELINE
- It should not take 3 months to start seeing activity
- Onboarding should only take a maximum of 30 days
- The faster they move, the quicker you get new opportunities
- We start producing content within 3 weeks of signing a contract with us
COMMUNICATION
- What's the main method of contacting your agency?
- We use Teamwork Projects to communicate ALL information to our clients
- We don't email anything, everything goes through the cloud-based software
- All history, files, approvals, messages, revisions, etc are located in a single place.
PERFORMANCE
- What KPI's are you tracking?
- What are your goals?
- Do you have a 30-60 minute call at the end of the month to review performance and discuss any strategy changes that are needed?
industrialmarketing #manfuacturingmarketing #industrialmarketingagency
__________
Subscribe For More Video Content :
https://www.youtube.com/kylemilan
Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
Facebook : https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Have you been struggling to increase your industrial companies brand? In this episode, I cover the main areas for you to focus your attention on.
PERSONAL BRAND VS INDUSTRIAL COMPANY BRAND
- Your personal brand is often overlooked and should also be focused on because it can be very powerful for your employer and yourself if you're ever looking to make a change down the road. Don't only associate yourself with the company.
- Your companies competition: Google Search vs RFQ Competition
- How are you different than your competitors from your marketing strategy, are you just doing the same thing as them?
- How can you stand out and create noise/attention to your brand?
CREATE CONSISTENT CONTENT
- Most companies in the industrial space aren't creating content consistently.
- You have set a schedule and stick with it.
- Have you partnered with an agency like MFG Tribe that knows your industry and how to stand out?
CONTENT CATEGORIES
Written Content
- Articles / Blogs
- Case Studies
- User Guides
- Create 2-4 articles per month
Video Content
- Create 2-4 videos per month
- Create videos from your successful articles
- Behind the scenes videos
- Don't only create "corporate overview" videos
- Videos about your services, products, categories, value proposition, case studies, industry content
USING LINKEDIN TO DRIVE YOUR BRAND
- Best platform for marketing to industrial brands and companies
- Allows you to reach your target customers easily
- Remove boundaries for building your pipeline
- Weekly strategy for LinkedIn can be found here: https://youtu.be/8-fotvNLG00
USE DATA
- Help build your case for a strong content marketing strategy by proving that your traffic and revenue are down or not increasing as they should.
industrialmarketing #manufacturingmarketing #IndustrialMarketingforManufacturers
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
Facebook : https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
It's easy for your week to "get away from you" when you're a technical sales engineer, in this episode, I cover how should break down your week into 3 distinct categories of time management.
Current Deals / Opportunities (25% of your week)
- Don't get tunnel-vision on a sale in progress, even if you don't have a support team
- Over-focusing on one deal can mean missing out on several others
Follow Up (25% of your week)
- Deals are made with multiple contact follow-ups
- Alternate your contact methods
-- Emails
-- Phone Calls
-- Text Messages
-- Personal Visits
-- Snail Mail
-- LinkedIn Messages
Hunting For New Business (50% of your week)
- Always be filling the pipeline
- New contacts can come from; Current Customers, The Unsold, LinkedIn, LinkedIn sales navigator
- Create content on a consistent weekly basis
technicalsalestraining #salesengineer #technicalsalesengineer
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
If your small business marketing strategy isn't performing or if your small business isn't increasing revenue as you hoped for, in this episode, I cover 5 steps to get you going in the right direction.
Value
The first step is to really determine if your small business is providing enough value to a company or person that it can grow and scale as much as you are expecting. Often times your small business can be a great side hustle, but not viable to hit the high-income levels you're expecting.
Niche
Do you have a niche for your small business or do you serve everyone? Niching down is a great way to focus on being the thought leader and leading source to solve the problem with your service or product. Be careful though, I feel that you can be too niched down and cause yourself to be stuck in a box.
Cost and Pricing
- Do you have your cost under control?
- Are you still paying for subscriptions that you don't really need?
- Stay on top of recurring expenses in your small business
- Your pricing should reflect your work and expertise, sometimes you need to drastically increase your price
Your Team
- Build your small business team to support your real needs
- You don't have to fully replace yourself
- Hire multi-skilled operators
- Hire with intent for your employees to grow within your small business
Marketing
- Do as much of it as you can yourself
- Utilize free learning sources like YouTube to teach yourself everything you need to know
- Outsource small jobs when necessary and use sources like UpWork and Fiverr
Examine your Sales
- Audit your sales team's performance, if you have one
- Hold your sales team accountable for KPI's that you set.
smallbusinessmarketing #smallbusinessgrowth #growyoursmallbusiness
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
If you're a technical sales engineer and looking for new ways to build out your pipeline, in this episode I cover the core areas to provide massive growth.
Intent / Stages
The stages of a technical sales engineer's pipeline should be simple, but often people complicate it too much.
- Lead (a person at a company, not qualified yet)
- Prospect (this lead has been qualified by a salesperson)
- Quote Sent (pricing has been sent to the prospect)
- Closing (this is where you follow up to close)
Existing Contacts
Technical sales engineers should go after everyone you know and everyone that knows your company.
- Current customers (the fastest way to quickly grow an account)
- The Unsold (these are people that you've quoted over the past 3 years but never closed)
- All other contacts (people you know, tradeshow contacts, email lists previously used, literally EVERYTHING your company has)
Hunting for New Contacts
This is where a technical sales engineer goes out to hunt for new people at the top of your funnel.
- LinkedIn (Sales Navigator)
- ZoomInfo for data sourcing
Follow Up
This is what separates the great sales engineers from the good ones:
- Try different methods of contacting them (LinkedIn, email, phone, personal visit, cold visit, snail mail)
salesengineeringtraining #salesengineer #technicalsalesengineer
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Where are you spending the majority of your marketing efforts? How did your 2021 end up based on the goals that you set? If you are looking to change things up, in this episode I cover the main 5 areas to focus your attention on with your Industrial Marketing strategy.
Core Areas to focus on:
Website / SEO
- Your website should be updated to take advantage of the traffic you're getting. Focus on user experience and call to action
- SEO is a long-term play, make sure that your on-page SEO is set up correctly so you're focusing on the right areas and begin increasing your rankings
Content Marketing
- For Industrial companies, you need to focus on creating written and video content to stand out from your competition. Be consistent and develop a plan of action
Social Media
- LinkedIn is the only platform you should be paying attention to, post 5 days per week with a mix of 80% content about your company and 20% about the industry.
CRM
- You need to have a CRM system in place to help with follow-up and moving new opportunities through your pipeline.
Sales Process / Training
- How robust is your sales process? Are there areas for improvement? Never stop learning, for the best technical sales training out there, check out Technical Sales University
industrialmarketing #industrialmarketing2022 #marketingformanufacturers
__________
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https://www.youtube.com/kylemilan
Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
On today's LIVE we talk about the best methods when pitching people to deliver a solution instead of just throwing up your capabilities.
technicalsalesengineer #salesengineeringskills #industrialsales
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
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LinkedIn : https://www.linkedin.com/in/kylemilan/
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Have you been adjusting your industrial sales and marketing strategies to focus on what's working today or are you still doing the traditional ways?
Come join me for this episode of "Industrial Growth" at 12pm CST!
Join me every week for 3 LIVE shows:
Monday - Industrial Marketing
Wednesday - Technical Sales
Friday - Small Business and Side Hustle Marketing
marketingformanufacturers #industrialmarketing #digitalmarketingformanufacturers
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
Facebook : https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Did your technical sales pipeline take a massive hit once the covid lockdowns start and are you still struggling to get things back to "normal"? In this episode, I dive directly into what has proven to be the best tactics to continue driving new revenue opportunities even during these "not so normal" times.
Traditional Sales
The traditional sales methods that have worked in the previous years were turned upside down for technical sales engineers and are no longer as effective as they used to be or can't be accomplished due to different rules/restrictions.
- Face to Face
- Trade Shows
- Cold Calls
- Cold Visits
Virtually Selling
For those technical sales engineers and companies that promoted selling virtually, there wasn't much of a massive change like the rest of the industry. A lot of their potential customers were working remotely and couldn't be contacted doing the traditional technical sales methods. For a lot of our clients and friends in technical sales engineer positions, they thrived during these times because their competition was left on the heels of not knowing what they should do next.
LinkedIn has played a crucial role in the new way of selling as a technical sales engineer. There are some key steps below to follow so you aren't left doing what everyone else is doing wrong.
- Optimize your profile
- Build your network with decision-makers AND their circle of influence
- Create content and post something 5 days per week, M-F
- Engage with your network on a daily basis
- Build relationships by commenting and sharing other peoples posts within your network
This may seem simple because it is...but 95% of technical sales engineers won't do it.
Be different.
technicalsalesengineer #salesengineer #salesduringcovid
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Everyone talks about SEO but most industrial companies don't focus on the amount of potential traffic that can come from a strategic SEO strategy and execution.
The best tool out there to assist with this in my opinion is SEM Rush.
If your website content doesn’t match what users want to see or if your website simply doesn’t have enough content for the algorithms to determine whether it’s worthwhile for users, your rankings will drop and your website will be buried beneath your competitor’s websites.
We stay ahead of most companies by tracking the SEO volatility on a daily basis and react to the changes/effects immediately, instead of waiting for you to tell us.
3 STEPS
AUDIT
All SEO projects begin with a full digital health audit so we can understand the current state of your website (on-page) and your backlinks/referrals (off-page).
– SEO Health Scoring; Keywords, Backlinks, Site Structure, Page Speed, Links, Titles & Meta, Alt Image text, Page Word Count, Duplicate Text, Errors / Warnings / Notices
– Website design & UX
RESEARCH
Perform comprehensive research on what the best keywords should be based on your services/products and compare the monthly search volume against it. Then assign a keyword phrase to each page of your website and begin analyzing the content for new copywriting.
– Themes, Keywords & phrases
– Monthly search volume analysis
– Competition analysis including; organic traffic, keywords, referrals, PPC campaigns
IMPLEMENT
After the SEO strategy is established, implement an efficient and aggressive process. Speed is the main driving force, and everything must begin immediately to start tracking the results.
– Website content optimized based on a new strategy and audit report
– All errors from the audit report are corrected
industrialmarketing #seoformanufacturers #manufacturingseo
In this episode, I share the top 5 places to find revenue opportunities for a technical sales engineer going into 2022. With covid affecting everyone in a technical sales engineer role, the old way of selling stopped working back in April of 2020 and companies have been scrambling to fill their pipelines back up after so much lack of activity for over 12 months.
The TOP 5 Areas:
CURRENT CUSTOMERS
Your current customers are the lowest hanging fruit for a new revenue opportunity as a technical sales engineering. While most people say "yeah I know that" they typically don't put much of an effort into actually trying to upsell or get new projects from their current customers.
THE UNSOLD
The unsold are people that you've quoted in the past but weren't able to close the deal for whatever reason. Most likely your employer has a database of multiple years worth of opportunities that weren't closed.
- Reach back out to those people and see how things have been going
- The project you quoted is most likely not active anymore so see if they have the time for a quick 10-minute conversation so you can see what they've been up to
- Don't just take a co-worker's opinion if there's an opportunity or not, do your own research and make the call anyway.
CURRENT CUSTOMERS COMPETITORS
- If you've been doing good work within an industry, company size, or other demographic, reach out to all of your current customers' competitors. In a technical sales engineer role, you don't typically offer exclusivity so all of the competitors of your customers are fair game to prospect to.
- Oftentimes it's easier to get into a company by saying that you know their industry and have done great work for their competitors
LINKEDIN INDUSTRIES
- Do reach on what industries your current customers are classified as
- Search that industry and filter with geographic region, company size, etc
- Build out a list of potential new customers
- Expand into other industries and do the same as the above
- Focus on connecting with people from with the "job function" that would be considered a decision-maker AND influencer category.
COMPETITORS CUSTOMERS
- This is cheesy and some people frown upon it, but a quick way to build a prospect list could be by visiting your competitor's website and looking at their case studies and customer logos. Go into knowing that you most likely won't be able to convert that specific company but looking into those industries and companies like that can significantly help.
industrialsales #technicalsales #salesengineer
Industrial video marketing is the best strategy to significantly boost your brand and drive a ton of new traffic into your pipeline. Video has been favored by all platforms and algorithms for the past 12-18 months because it has the most engagement!
My Industrial Video Marketing Guide in 2021 and 2022:
TOPIC SELECTION
----Category 1: Services and Products: Create a minimum of 1 video for each of your services or product categories that should be in the 3 min - 6 min video length range
----Category 2: Recruitment Videos: There is a massive labor shortage of people in the industrial/manufacturing space, creating videos that show the job titles that you're looking for and what it's like to have that job gives someone insight before they even apply.
----Category 3: Demonstrations: Demo your products or services showing people exactly what your value proposition is and how your solution applies to their problem. This is a great educational piece to teach your potential customers about why your solution is better than the rest.
----Category 4: Educational: People either want to be educated or entertained and identifying yourself as the subject matter expert by flooding the market with educational pieces is the first step in establishing trust in your and trust in your brand. This can also greatly help people for free thus creating some brand loyalty to you in the future.
DEVELOPMENT / PLANNING
- Video length of 2 min - 7 min long
- Hire a strategic agency like MFG Tribe to do a quarterly content strategy to stay within budget and get 10x the volume of content
VOLUME
- For every single full-length video of 2 min - 7 min you get 1-3 Microcontent videos that are 60 seconds in length
- MC videos should have subtitles
- Square format meant for social media posting
DISTRIBUTION
- Full-length videos hosted on either YouTube or Vimeo
- Embed videos onto your website and every service/product category page
- Post on LinkedIn company page(full video and MC videos)
- Post on LinkedIn personal profile (full video and MC videos)
- Email 1 or 2 of these videos to potential customers to "educate them", this should be on a monthly basis
industrialmarketing #videomarketing #industrialvideomarketing
How has your LinkedIn content strategy been working so far in 2021? If you didn't see the results you were expecting, then this episode has EVERYTHING that you need.
I break down our weekly LinkedIn strategy and exactly how we schedule the content at our Industrial Marketing Agency for our clients as well as our own content.
The Weekly LinkedIn Content Strategy
- Post content 5x per week
- Have a mix of content about YOU and content that plays to the "persona" of your audience
- Share the content daily through your personal LinkedIn profile
- Focus on a mix of video content and written content
- Linked all graphics back to specific pages of your website
The above strategy has helped all of our clients dominate on LinkedIn and have a massive impression and engagement rate consistently every single month.
Be sure to check out all of my LinkedIn Strategy videos in my playlists and send me a connection request on LinkedIn!
linkedinmarketing #linkedincontentstrategy2021 #linkedin2021
__________
Subscribe For More Video Content :
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Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales: https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV: https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
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LinkedIn : https://www.linkedin.com/in/kylemilan/
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
Do you ever run into any problems with your technical sales prospecting where you can't get anyone to respond to your pitch? Something that has been tried and true for the past decade is focusing on the circle of influence at the company you're trying to pitch to.
Too often salespeople only focus on the decision-maker, especially in technical sales prospecting, which can lead to roadblocks and a lot of time wasted just waiting for people to respond.
In this episode, I discuss exactly how to go around the decision-maker and focus on their circle of influence, which often includes;
- People below them but still in the same department
- Managers and Directors of other departments often have meetings with the decision-maker on other topics.
LinkedIn is a great tool at your disposal to quickly find your decision-makers circle of influence right within the company employee list. If you're looking for exactly what works and to fill up your technical sales pipeline quickly, then focus on the circle of influence.
salesprospecting #industrialsales #salesengineer
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/
How to Minimize Technical Sales Prospecting Dead Ends on LinkedIn
In my experience, LinkedIn is the best social platform and prospecting site for B2B companies. Why? For starters, it’s the only platform oriented around businesses and professional connections.
But even on LinkedIn, you can still hit roadblocks. This LinkedIn strategy will begin delivering concrete results within a month, and it will require less than two hours of your time per day. Here are the steps involved:
- Build your network.
Currently, LinkedIn caps connections at 50-100 per week on LinkedIn. Whatever that ceiling is, make sure you reach it every single week. And be strategic. Maybe alternate the target job function from week to week in order to make your network more diverse.
Also, when sending out requests, make the message basic and go straight to the point.
What’s an example?
“We produce content relevant to your industry and I think you might get some value out of what we create. I look forward to connecting.”
- Like and share your company page’s content.
Someone already went through the trouble of creating that content. Now all that you have to do is get it to the right people. And it’s as simple as liking it or sending it directly to someone who might benefit from it. And do note that the LinkedIn algorithm values shares higher than likes.
- Engage with your network for 30 mins a day.
Most people you’re trying to sell to don’t get much engagement on your post. By engaging with those people on their content, they’re going to be more likely to respond when you reach out and want to chat. Nobody wants to get a connection and immediately be contacted with a sales pitch.
- Send one piece of content your company has created to 75 people per day.
Again, don’t spent too much time writing lengthy messages. Keep it simple. An example is: “We just wrote these two articles and I think you might get some value out of them. Please let me know what you think.” Include the direct link. Cut and paste.
- Ask connections if they have a need once those relationships are established.
After three or four weeks of working to improve these relationships, ask the people if they have any need for what you sell. Your goal is to contact 75 people per day. Write something like:
“Hey, I just want to know if you can spend 20 mins on a chat to see if you have a need for my company’s product, which will increase your efficiency, help you accomplish XYZ, etc. If you have a need, are you open to a call?”
This message shouldn’t exceed 2-3 sentences. Keep it brief.
- Organize and record your data and contacts.
You can export connections and create columns to keep track of who you’ve sent things to. You can filter for “yes” and “no”, which will help you track efforts and measure your performance.
- Be consistent.
If you dedicate yourself, you’ll have opportunities coming into your pipeline. Devote 30 days to this. Consistency and persistence make the difference.
salesengineer #linkedintips #linkedinmarketing
__________
Subscribe For More Video Content :
https://www.youtube.com/kylemilan
Awesome Playlists :
Content Marketing & Social Media :
https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
__________
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LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
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__________
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MFG Tribe: https://
Industrial Marketing Isn't One Size Fits All
If you’re a self-starter and you’re piecing together a marketing strategy for your industrial company, then good for you. There’s a lot of great content out there and if you’re trying to take advantage of it, you’re smart. But take a step back as you’re doing this and think through if the tips you’re seeing are the best for your company.
Simply put, industrial marketing isn’t one size fits all. While marketing strategies for the industrial and manufacturing sectors have the same pillars and areas to focus on, execution is going to look drastically different depending on what you do and who you do it for.
There are two general buckets for industrial: services and products. Who you are marketing to for services versus products can look completely different depending on where customers spend their time.
We here at MFG Tribe recommend you start by looking at five key areas of any marketing strategy:
- The website
There is no point in spending on marketing if your website isn’t equipped to do what it’s supposed to do. It has to be able to handle traffic, channel people into your sales funnel, and get them to convert. It’s possible that your website needs some work. It’s possible, under some circumstances, that your website needs a ton of work.
But don’t think you need to automatically scrap your website and start from scratch just because it isn’t perfect. Spend some time making sure that your site is optimized with CTAs. Look at your main pages and make sure that they’re doing what they’re supposed to be doing. The website is always the starting point.
- Content
You'll need a mix of written content and video content. Yes, video content is the most popular at the moment, but written is still incredibly important. And viewers are actually split 50/50 on whether they prefer video or written content, even if video tends to be easier for audiences to consume.
- Getting Attention
So you’ve spent the money and time creating content. Now get it some attention. How you do that is going to depend on what it is that you do and how big your company is. You need to have an active social media presence. You have to be distributing it via email.
If you sell a really cool product, then shooting a promotional video and posting it to Instagram is likely to get so much more engagement than shooting a promotional video when you offer a service. But that promotional video on a service could still do really well on LinkedIn. It’s those considerations at every step of the way that determine how good your strategy is and how successful it’s going to be.
- Follow-Up
You have to continue to do this and follow up. If you have an opportunity, if someone asked you to send pricing for something, following up in different ways is extremely important.
- Speed It Up
This is where advertising comes in, since organic content can take weeks or longer to begin delivering results. Be very strategic about your advertising. Make sure that you’re going after a specific group of accounts, types, personas, titles, etc.
If you want a little help from MFG Tribe, then you can give us a call, check out our channels, or reach out to me on LinkedIn. We do literally the exact same thing that I'm telling you to do right now because we know that's what works.
industrialmarketing #manufacturingmarketing #contentmarketing
Best Practices of a Technical Sales Engineer
Are you a technical sales professional or technical sales engineer? If you are, then we need to have a little heart-to-heart. And if you make it to the end of this video feeling like any of this resonated with you or could benefit someone you know, take the time to share it and subscribe.
In this episode, I’m going to cover the top practices you need to succeed in 2021 as a technical sales professional, as an industrial sales person, or anyone else in industrial sales marketing or manufacturing sales marketing.
I’m just going to start by naming them. Here they are:
- Get out of your comfort zone.
Stop doing the same thing you’re doing if those methods don’t work. And challenge yourself to start producing content. Why is this so important? Focusing exclusively on trade shows does not work anymore. Just being passive does not work and never worked. If you’ve grown soft and lazy because you just sit and wait for a paycheck then don’t forget that you could soon be on the chopping block.
If I’m the owner of that company or leader of that sales team and I see the same low level performance and no initiative to improve it, then you’re getting cut. I’m just being realistic. Most of your managers are way too soft on you, and that’s not going to last forever. You need to look up and realize that you’re not getting anywhere fast with only the old methods. And that’s because so many more sales are coming from those online and social media connections.
- Focus on LinkedIn as the prime spot for new industrial sales relationships.
It’s all about your personal brand. If your company isn’t producing content, then you have to produce content. And LinkedIn should be more important than anything. It’s where you can get the attention of the people you’re trying to get ahold of, and you can get that attention faster through LinkedIn than through any other means. It’s better than phone a call, email, or a cold visit. Plus you can use LinkedIn from anywhere.
- Stop thinking about self improvement as something that you don’t have time for. You have time, but you just don’t want to do all that’s involved in making it a priority. I'm so tired of seeing the same mistakes happen. If you’re a technical sales engineer or you work in industrial sales marketing, take the time to mix it up.
You have no idea how much it will pay off when you invest in your own personal brand. And all it takes is pulling out your phone and creating some content. Document your journey as a sales engineer. Let people know what you’re working on. Let people know what you’re doing to push the ball forward. I’m so tired of seeing people give up and sit back because they’ve given up on improving themselves. It does not matter what industry you’re in.
salesengineering #technicalsales #salesengineer
Industrial Marketing: Paid Advertising vs Organic Content
Have you been considering paid ads versus organic content and wondering what’s best for your industrial marketing strategy?
Here at MFG Tribe, our marketing agency works with clients on a daily basis to figure out the best industrial marketing strategies for our clients. There’s so much to consider and it really comes down to short-term and long-term goals.
Some clients have more robust marketing teams and others don’t, so we make sure to start by meeting everyone where they’re at. The first thing you need is a clear idea of the difference between paid and organic options:
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Industrial Marketing with Paid Ads
Paid ads include a number of online tools from Google ads, such as search, re-targeting, display. There’s also display with YouTube, LinkedIn ads, and ads run on other social media platforms. -
Industrial Marketing with Organic Content
Then you have the “free” stuff. Organic content involves looking at on-page SEO and off-page SEO. Good SEO takes time and expertise, and it’s also poorly understood by most industrial companies.
There’s no one tool that always works best. That’s why it’s important to fully consider your options, know which one is best for your company, and also figure out if the best strategy is a combination of the two. Here are the main considerations you should be paying attention to:
You Can’t Guarantee a Linear Relationship with PPC Ad Campaigns
From 30,000 feet, my thinking is that if you don’t have to pay for traffic, then you shouldn’t. I also come from the position that paid ads should be strategic ads. It seems really simple, but a lot of people keep this old-fashioned belief that money in means value out.
But if you pay each time someone clicks on your ad and then that person doesn’t continue on to the rest of your site, you’ve missed out. And for these paid ads, the benefit tends to plateau at a certain point.
LinkedIn Allows Advertisers to Target Strategic Companies and Strategic Lists
If you are going the PPC route, you really need to make sure that every click is a good click. You want to target people that have the highest chance of actually becoming customers.
LinkedIn is the only platform where you can strategically target people and only show your display ad to those people. You can be charged up to around $15 per click, but you only get charged with that strategic person is enticed by your ad.
Companies Take Too Long Sticking to Strategies that Aren’t Working
If your company is using paid advertising, you may be getting a good return or a bad return. This is where my industrial marketing agency, MFG Tribe, comes in and creates a tailored content strategy for our clients. Most clients come in with bounce rates that are way too high. We get that paid ad spending down to the level with the highest value.
For organic content, we convince Google that you are a subject matter expert so you can climb in the search rankings. Many of our clients end up ranking first for their content. Organic content takes longer but has more lasting results.
industrialmarketing #bestindustrialmarketing #industrialmarketingstrategy
Overcoming Content Marketing Roadblocks in Industrial Marketing
In industrial, it’s all about who’s the loudest. You know that creating a steady stream of content is important, and you also know your competitors really aren't paying attention. Most people in your space are not even producing content on a regular basis. That gap is there.
All it takes to be a leader in your niche is to take that first step and commit to it. You’ve got to create to be seen. But if you haven’t taken the time to step back and learn those strategic content skills and habits then you may end up feeling stuck.
How can you overcome the roadblocks in your industrial content marketing strategy?
In this episode, I’ll show you how we keep our content rolling at MFG Tribe and help you answer the big questions:
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Looking at 2021, how should you plan your content?
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Where should you even start?
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How could you possibly produce that much quality content?
Here at MFG Tribe, there are some really important marketing trends that we pay attention to. And we don’t have a "one-size-fits-all" approach.
Our process for creating and planning content has three main steps:
Step 1. Video vs Written content.
The market is currently split roughly 50/50 between video and written content, with a slight bias towards video. That’s because videos tend to get a lot of engagement, and that’s something that Google search and social media algorithms are looking for. So we look at our client’s needs and help them determine what types of content they need.
Step 2. What is the Title?
There are two routes to take with this. You can either appease google search algorithms or you can simply focus on creating a valuable piece of content. If you favor appeasing Google search, then tools like SemRush and Ahrefs will tell you what search volumes you’re looking at. Will that common search guarantee value to a highly specialized person? No. But if you write it correctly then you can get some reach. It’s generally the best of both worlds.
Step 3. Content Multiplier.
You have to plan out a couple of months of content and you can’t put it down and come back to it later. Here at MFG Tribe, we plan out three months of content in advance and write 2-4 articles per month for each of our clients. How do we do that and keep it fresh? One thing we like to do is take one large piece of content and repurpose it. We’ll break it into a number of smaller pieces, or micro-content pieces. Microcontent can be teasers, lead-ins, and other short pieces of written and video content that are meant to be shared.
Roadblocks are normal, especially if your background isn’t in developing content strategies. Go through these steps, check out your competitors, and don’t get caught up in being a perfectionist.
The only way to create is to create. Get your content out there.
industrialmarketing #manufacturingmarketing #contentmarketing
How to Thrive in 2021 for Industrial Companies
A lot of industrial companies took a huge hit to their pipeline in 2020, how can you make the most out of 2021?
With all of the changes that happened to the "normal way" of doing things, many industrial sales and marketing people didn't know how to adapt and what to do "now".
In this episode I cover the main areas to focus on for 2021:
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Create Content
Content marketing is still the #1 method to generate brand awareness and new sales opportunities. Since the sales landscape has changed from a "direct sell" approach to more of a marketing-focused approach, content has to be the driving factor. -
Focus on LinkedIn
I've been pushing LinkedIn for the past 4 years and it is still proving to be a more effective pipeline builder vs all of the traditional (email, trade shows, cold calls, cold visits). BUT you have to execute the right strategy which I cover in a few videos below. -
Don't go back to traditional
Just because things are starting to go "back to normal" does not mean that your sales and marketing strategy should. You must focus on moving forward and using the content marketing and LinkedIn strategy that has been dominating for the past 2 years. When you add in a few of the "traditional" methods, your results will be insane and you will see an immediate benefit.
I talk about 5 tips you can implement today to start seeing results in your b2b sales. There are small changes you can use to see big results.
Sales is a numbers game, it's that simple. The more opportunities you have to close a deal, the more likely you are to close a deal.
Don't get caught up in your closing percentage or ratio, you can always optimize later...right now you need to create your muscle memory with the 5 tips that I'm providing.
Tip #1: Be active on social media
Tip #2: Comment and engage on social media
Tip #3: Go after previous prospects
Tip #4: Know your target demographic
Tip #5: Be consistently active
In Content Marketing Strategy part 2 of this series, we talk about:
- Where and when you should post content
- Why it matters.
Content creation is important because it means you're building up brand recognition, and you're promoting yourself as a business that's is a leader in your industry.
In this episode, I go in-depth into content creation for business and why it matters. I talk about -
- why you should create content
- what type of content should you make and
- who to target.
Part 2 will cover the last steps.
Content is king to increase brand awareness and drive new revenue opportunities for your business, but HOW DO YOU PICK TOPICS?
It's easy to quickly get exhausted on "what to talk about" if you're producing a lot of content. The goal of any content is to provide value to your target demographic, but what steps should you go through to create your content marketing strategy?
In this episode, I break down the simple approach of looking at two main categories for content:
- Value rich content
- SEO driven content
If you break your content strategy into two main buckets of either; High Value or High Search this can quickly reduce the stress of your content strategy.
Value Rich - This is content that will provide your target demographic with some great insight, education, or actionable and tangible tactics. The search volume might not be high, but you know that your audience will love it.
SEO Driven - This is content that has a high search volume but might be a little basic for your specific target. If the "decision-makers" for your service business are VP's and C-Level employees then basic content might not provide them with a ton of value...however it shows the search engines like Google that you are a subject matter expert.
Once you get over your content marketing topic hurdle, you will find it a lot easier to produce consistent quality content...just don't focus on perfection or you'll always be stuck.
Inbound marketing is a fancy marketing term people like to throw around, but what does it mean? I talk about the nuances of inbound marketing, and what businesses are actually doing when they say inbound marketing.
Inbound Marketing focuses on drawing people into your pipeline and drawing them towards your brand.
If your LinkedIn company page isn't getting the traction you want, there are a few things you can do better to get more page views.
__________
To get all of the best strategies, check out my LinkedIn full course with over 15 lessons and 2 hours of 100% new and original content: https://training.technicalsalesu.com/linkedin
__________
I go over the way LinkedIn business pages work, how they should work, how to share on LinkedIn, how to increase LinkedIn company page followers, how to increase LinkedIn company page engagement, and what you can do to LinkedIn company page optimization.
Unless you are running paid ads on LinkedIn, the only way to increase your page followers is by increase your number of personal connections and then sharing content. Before this, you also should give focus on LinkedIn page optimization.
If you're a company that does industrial services or B2B, your industrial marketing or B2B Marketing needs a different plan than if you were a dentist or a lawyer. B2B Marketing strategies and B2C Marketing strategies are not the same.
The marketing agencies that work for anyone and everyone don't know how to tailor advertising for industrial marketing is because most of the time they don't have a lot of experience doing it.
If you work in these industries, then this is exactly what I'm focusing on:
- Machining
- Metals
- Plastics: Injection Molding, Rotational Molding
- Secondary Services: Assembly, Welding, Pad Printing, Etc
- Distribution
- Industrial Automation
- Packaging / Corrugated
- Electronics, Mechanical Engineering, Industrial Software
Here are the steps we go through: ( Digital Marketing for Industry Business / Digital Marketing for B2B Business )
Step 1 - WEBSITE: Review the website to determine how good/bad it is. If the website isn't optimized then you want to fix any minor issues before you try and drive a ton of traffic to it.
Step 2 - SEO: How are you currently ranking on Google? How good/bad are your organic rankings? There are many minor fixes for SEO that can happen quickly to allow Google to begin re-indexing you. SEO is a long-term game and high rankings don't happen overnight, it's best to fix it so you can start rebuilding the rankings.
Step 3 - CURRENT MARKETING: What are your current marketing efforts? How many resources do you have? Some of our clients have internal resources that can be utilized instead of paying our agency team to do it. We can develop the strategy and review their work but this allows you to use some of your current overhead and reduce the outsourced expense.
Step 4 - CONTENT MARKETING: Are you currently doing any content marketing efforts? When is the last time that an article or video was published? Our solution is to manage all of your written content for you from creation to posting and distribution.
Step 5 - DISTRIBUTION: How are you currently distributing your content? The most efficient and organic method for a manufacturing or industrial services company is to focus on LinkedIn. Most of your current prospects and customers can be found and engaged with on LinkedIn. We manage your company presence while also teaching your sales team exactly how to execute and turn LinkedIn into a prospecting machine!
Step 6 - VIDEO MARKETING: Do you have a current video marketing strategy? Do you have any new videos that you can publish? We come on-site quarterly and video enough content for 12 videos that are distributed through social media, your website, and YouTube for organic search rankings.
If you're paying an agency or freelancer to redesign your website, it can be confusing if you don't know why they're doing things.
I go over what to say to your agency to get the best website without additional fees.
Outlining the website design process and why each step matters, I walk through the best ways to ask for what you want and get it without hassle.
LinkedIn is a great tool for marketers and salespeople, even before you touch the platform as a space to buy ads. We discuss what types of advertising work best on LinkedIn, and how to use them to your advantage.
LinkedIn ads can help your business reach a powerful professional audience. In addition to sharper targeting options, the platform made the switch to objective-based advertising.
That means by LinkedIn Advertising advertisers can now run campaigns around clearly defined goals, such as brand awareness, lead generation, or engagement.
Are you already in industrial or manufacturing sales and trying to make more money?
Did you know that it is really possible to make over $300K per year if you have the right compensation structure?
Check out my new Technical Sales University, the only online course specifically designed to teach you how to sell Technical Services and Products: https://training.technicalsalesu.com/enroll
I spent over 10 years in injection molding sales and have numerous friends in the industrial/manufacturing industry making well over $300K per year.
This industry has a LOT of complacency in it because SOME of the older generations is typically satisfied with their compensation and aren't as hungry as new industry salespeople.
This leaves a HUGE opportunity for either anyone new to the industry or a hungrier generation.
The first step is to make sure that the "vehicle" (the company you work for) has you set up for success:
- You should be making between $75K - $110K as a base salary
- You should have a commission plan
- Your commission plan should be based on sales revenue, not total profit
- Commission should be between 1%-3% and last a minimum of 2-3 years on any new business/programs.
Financial compensation is the best driver for any salespeople, so your company needs to be leading with a carrot and rewarding you appropriately.
If you're a small business, it can be hard to keep all your plates spinning in the air at once. Marketing and advertising for small businesses are different than it is for large businesses, because you're likely managing a lot more moving parts, and have less to spend on marketing.
In this video, Kyle goes over the best tips for keeping your marketing moving forward and keeping sales coming into your pipeline so you have the revenue to spend.
If you're a sales engineer, you've experienced or seen someone else experience being ghosted by a potential client.
Check out my new Technical Sales University, the only online course specifically designed to teach you how to sell Technical Services and Products: https://training.technicalsalesu.com/enroll
I talk about how you should deal with potential clients, and how good relationship management keeps leads hot and prospects interested.
Managing your potentials means making sure your focus is on people that are good fits for your company. If you're chasing down potential clients that won't sign, you'll be ghosted a lot more often than if you only followed up with people that were likely to close.
I talk about my process for setting goals, and how I try to think about them.
Goals have to be right for you, and for the part of life, you're in. Don't set them too high or you'll never reach them, but it's important to also not set them so low that you never have to work for them.
The process that I use has helped me achieve everything that I have accomplished over the past 20 years.
If you're interested in building your small business and growing it to the point where you won't need to work your full-time job, this video is for you. I talk about my own experiences with starting my business, and how I turned a side hustle into my full-time job.
If you're passionate about your side hustle, you'll be working on it here and there, or maybe more often, depending on how much time you can devote to it. I go over the best ways to make it a real business as soon as possible, with the minimum cost.
Working through endless task lists is one of the most depressing things to do in your daily job. For some project management jobs, their lives revolve around task management...
When I was listening to Andy Frisella's Podcast: MFCEO Project I learned about his "Power List" and it has been the most efficient way for me to prioritize my day.
Here's how it works:
- Create a list of 5 critical tasks to be completed
- These tasks include both your personal life and work life, however, you do not put anything on this list that is already part of your normal routine. Example: Do not put "workout" if you have been working out every day and it's already part of your routine.
*THIS IS MEANT FOR THINGS YOU ARE NOT ALREADY DOING ON A DAILY BASIS***
- Once you complete your tasks, scratch them off the list
- Once all tasks are done, put a checkmark next to the day
The idea behind this "win the day" mentality is to boost positive reinforcement and take micro bites out of your "to-do list" and increase productivity.
Here's How I use it:
- Every day I keep 1-2 of those spots on the list for my own things. Whether that has to do with Business Development activities or CEO activities, I do not let my team control all 5.
- My team is then given 3-4 spots for them to assign me "CRITICAL TASKS" that have to get completed on that day.
It works amazing.
If you don't have optimized SEO (search engine optimization) on your business' website, you're not doing everything you can to drive new customers to find you. I walk through the basics of starting to look at your SEO to see where you stand, and how to take steps to make it better.
If you're not sure where to start or not sure where your SEO is, this video will walk you through doing a basic audit of your website to see your SEO rankings. MFG Tribe offers an SEO audit where we give you a report on your SEO and your traffic, and point out where we would make improvements.
What is Digital Marketing and How Should You use it?
If you're either new to industrial marketing or looking for some help, this video is for you as I breakdown the difference in traditional vs digital marketing for industrial companies.
I go over the difference between digital marketing and traditional marketing, and what makes digital marketing more effective. I also talk about the best ways to use digital marketing for your business.
By using digital marketing you get quantifiable data to support your campaigns vs traditional marketing you don't have any data to support the spend.
What's your style for pitching to customers?
Do you make the mistakes of SHOW up and THROW up?
What is SHOW up and THROW up: This is when you start a presentation off by "Throwing up" all of your information onto the potential client.
You start pitching all of your services, capabilities, value proposition, etc.
Do you know,
How to give the perfect pitch?
How to give a pitch presentation?
How to give a business pitch?
How to pitch investors?
How to start a pitch?
How to start a pitch meeting?
If you are confused about these issues then please watch the full video - How to Give the Perfect Pitch.
Sales presentation tips -
- Have a conversation, don't give a presentation
- Ask questions to learn about their pain points
- Be able to "think on your feet" and present relevant information based on their "pain points".
- Don't read off of your slides, have limited information to keep them looking at you instead of the screen.
My sales presentation style is not common however it is the most authentic.
I don't go into any meeting with a script or laid out plan, I just have a conversation. Listen to their problems and then present how my service can provide them with a solution.
By doing the above, you will improve the chances of closing your current opportunities and future ones.
I talk about my process for setting goals, and how I try to think about them. I have used this method to achieve about 95% of all of my success in life, both personally and professionally.
Goals have to be right for you, and for the part of life you're in. Don't set them too high or you'll never reach them, but it's important to also not set them so low that you never have to work for them.
Are you looking to setup up your content marketing strategy? Are you struggling to stand out in the sea of your competitors?
If you're in manufacturing or industrial services/products then this video is a perfect fit for you because we work with some of the largest industrial brands in the world on their marketing every day.
These tips and strategy are not just based on theory, it's based on the past 4 years of working exclusively with the industrial sector to increase brand awareness using the latest digital marketing strategies and over 15 years of Manufacturing Marketing experience previous to THAT!
The best way for Manufacturing and Industrial companies to stand out is by using fast-paced eye-grabbing Videos...
BUT where companies fail is by only making 1 video.
At the agency I own (MFG Tribe), we create 11 micro-videos for our clients with the new "Corporate Overview" style video as the main anchor.
We then manage the distribution of these 12 videos over 3 months by utilizing; Social Media, Email Marketing, PPC Ads & Organic YouTube.
By creating 11 micro-videos from 45 seconds to 2.5 minutes long, we are able to push the brand awareness campaigns harder and increase exposure drastically over a short period of time.
In Manufacturing & Industrial, there are so many services and products offered that most companies fail drastically in their marketing efforts, stand out and be consistent with your content to push new traffic into your pipeline.
A lot of salespeople use LinkedIn as a database for finding contact information, but it can be used for much more than that but following our strategy for Growing Your Business on LinkedIn.
We focus on building out connections and creating a small community for yourself so everything you post is seen by the right people, and you're creating brand awareness for yourself.
If you're trying to market your business, you might be doing a few things wrong. We go over the top 5 biggest reasons your marketing isn't as effective as it could be, and what you can do to make it better.
Don't shy away because you don't think you have the resources or the knowledge. You have to start somewhere, especially if you don't have much of a budget to invest right now. Doing something is better than doing nothing because Brand Awareness takes time to penetrate your industry.
There is a huge misconception around how much marketing will/should cost. Too often companies throw a dart on the board and guess what their budget should be. If your budget is small then you need to match your expectations to how much activity/effort you get in return. Get pricing and free strategies from multiple agencies that understand your industry, then determine what you're comfortable with from there and probably add 20% to that number.
Where is the attention of your potential customers? Are they reading newspapers, magazines, active on social, going to trade shows, etc. If you're marketing in the wrong places then it doesn't matter how good your content is...it will NEVER BE SEEN by the right people.
This will be a slow race, you have to be consistent even if you aren't getting traction right away. There will be some pieces of content that get traction faster, but your content marketing strategy needs to continue and start posting regularly scheduled content every week. The algorithms are looking for consistency to determine your ranking potential including on social media.
If you know you need to get your business onto social media, but you're not sure which ones are the best for your industry, this video is for you. I break down the different social media platforms, and what the uses, strengths, and weaknesses are for each one.
Social Media can be a powerful tool, but only if you use it right and are mindful of what content you put on yours.
If you're hiring a marketing firm to handle some aspect of your business, whether it's design, web development, social media, or anything else, you should know what you're really paying for vs. what you're getting.
Sure, you can always find someone to do a job cheaper, but in the end, you really get what you pay for. The people willing to offer services far below market value are usually cutting corners, and often through the use of offshore or overseas labor. This usually means large drawbacks on the quality of service which is transferred over to the customer (meaning you).