In this episode of 'Flowing Sales,' we dive deep into the critical components of a successful partnership between manufacturers and their reps. Our guest, RJ Evans, a seasoned professional who has lived on both sides of the fence, shares invaluable insights from their extensive experience. Discover why communication, beyond just reports, is essential for fostering strong relationships. Learn about the importance of providing a complete package that includes technical expertise and customer service, and why intangibles play a significant role in driving reps to push products. Hear stories of success and failure, and find out what it takes to become a manufacturer’s emotional favorite. Whether you’re a manufacturer looking to improve your rep partnerships or a rep seeking better relationships with manufacturers, this episode is packed with practical advice and strategies. Don’t miss out on these expert tips that could transform your approach to business relationships in the manufacturing industry. Subscribe for more insightful discussions and hit the notification bell to stay updated with our latest episodes!

Welcome to the Flowing Sales Podcast! In this episode, we're diving deep into the booming renewables industry. Our guest, Rudy Wodrich, an expert from Siemens, shares invaluable insights on making solar projects successful, particularly focusing on utility-scale and community solar projects. We'll explore: The top 10 considerations for solar projects using inverters Real-world studies and data to ensure maximum ROI Avoiding common pitfalls like noise pollution and inefficiencies The importance of grid standards, warranties, and bankability Practical tips for field maintenance, scalability, and flexibility Domestic content implications and maximizing tax credits Don't miss this opportunity to learn from a seasoned professional and enhance your solar project strategy. Be sure to like, comment, and subscribe for more expert insights on increasing sales efficiency in the renewables industry.

Join us in this riveting podcast episode where John Chapin, a seasoned sales expert with a rich background in improv and public speaking, delves into how improv skills can dramatically enhance your sales performance. Discover the crucial role of scripting in sales, learn from real-world scenarios, and gain actionable strategies to elevate your sales game. Whether you're new to sales or a seasoned professional, this episode offers invaluable insights into preparing effectively, handling objections with confidence, and mastering the art of sales through disciplined practice and preparation. Tune in to transform your sales approach and achieve new heights in your career with guidance from one of the industry's best.

John's book: https://www.amazon.com/Sales-Encyclopedia-Comprehensive-How-Selling/dp/0971968411

Johns website: completeselling.com

John's email: [email protected]

Join us for a deep dive into the world of manufacturing sales with Coach Chris, a seasoned sales manager and coach with over three decades of experience in the electrical manufacturing industry. In this insightful episode, Chris shares his journey from overcoming personal adversity to becoming a transformative figure in sales coaching. He provides actionable strategies and wisdom gained from his extensive career, focusing on how to build resilient, efficient, and successful sales teams in the manufacturing sector. Whether you're a new sales rep or a seasoned manager, Chris's approaches to sales training and customer engagement will equip you with the tools to excel in this competitive field. Tune in to learn how to leverage his unique insights for operational excellence and strategic sales success in your organization.

Chris's LinkedIn Profile: https://www.linkedin.com/in/chrisewald/

Coaching Website: https://intensitymethod.com/

Welcome to another episode of Flowing Sales, where we dive deep into the dynamics of sales operations within the manufacturing sector. Today, we are thrilled to host Dave Kurlan, a seasoned expert in sales consultancy and the author of a best-selling book on sales tactics. Dave brings decades of experience in evolving sales roles from generalized to specialized functions, particularly in manufacturing and rep firms. In this episode, Dave shares invaluable insights from his article "Do You

Have Woodpeckers in Your Sales Organization?" discussing the crucial differences between 'hunters' and 'farmers' in sales teams, and which strategies help enhance their performance. He also critiques the modern approach of using junior reps for prospecting and scheduling, explaining why it might be hindering rather than helping your sales team's effectiveness. Dave will outline how properly assessing and aligning sales team roles based on competencies rather than just sales figures can lead to significant improvements in efficiency and revenue.

Whether you're struggling with flat sales or looking to optimize your sales force, Dave's expertise will guide you towards actionable solutions. Don't forget to check out the links to Dave's blog and book in our show notes for more depth on these topics. Join us to gain a competitive edge in your sales operations and ensure your team not only meets but exceeds their targets.

Dave Kurlan's Blog: https://kurlan.me/SalesBlog

Free Assessment Tool is https://stats.objectivemanagement.com/1DKPodcast

Dave's Email: [email protected]

Baseline Selling Book: https://amzn.to/2UZvWG6

Dave Kurlan on LinkedIn: https://www.linkedin.com/in/davekurlan/

Dave Kurlan on X: https://twitter.com/KurlanAssoc

Explore critical insights for manufacturers and representatives in this in-depth interview focused on the evolving landscape of industrialized construction. In our discussion with Nolan Brown from ADL Ventures, we learn about how manufacturers can adapt and thrive by leveraging new technologies and strategies in construction, transportation, and energy sectors. Discover practical tips for incorporating energy efficiency into your operations and how to align your products with emerging market demands. This discussion will arm manufacturers and reps with the knowledge to strategically navigate the industry’s shift towards more sustainable and efficient practices.

Nolan Browne: https://www.linkedin.com/in/nolbro/

ADL Ventures: https://www.adlventures.com/

In this insightful episode, we dive into the unique challenges and opportunities faced by smaller, localized rep firms with our guest, Micah Moseley. Our guest shares a compelling narrative of building a successful business by leveraging the advantages of operating in a more confined market space. Learn about the strategic benefits of being deeply integrated into local networks, the ability to offer unparalleled service due to proximity, and how maintaining a smaller scope of operations can lead to significant growth and development. Conversely, we also explore the limitations and hurdles that come with a more focused territory, including market saturation and the balance of expanding product lines within a tight-knit community. This episode is a must-watch for rep firms aiming to maximize their impact in local markets, as well as for any business looking to understand the intricacies of operating efficiently on a smaller scale. Get ready for actionable insights on fostering close customer relationships, diversifying business within your reach, and the critical role of team synergy in achieving sustained success.

In this episode of "Flowing Sales," we sit with Dr. Jeffrey Magee, a seasoned leader in sales and leadership development with over 30 years of experience. Dr. Magee, the force behind Professional Performance Magazine and the author of 32 books, discusses innovative strategies for manufacturing sales reps and leaders aiming to enhance their sales performance.

Dr. Magee shares practical insights from his extensive work with C-suite executives, global businesses, and military generals, focusing on increasing organizational effectiveness. He emphasizes the importance of embracing both fundamental and advanced sales techniques to stay ahead in the competitive manufacturing sector.

Listeners will learn about the concept of whole-person selling, which advocates for maximizing existing customer relationships before seeking new ones. Dr. Magee also touches on how to effectively use technology and AI to supplement, not replace, human sales efforts.

This episode is a must-listen for manufacturing sales professionals at any career stage. Dr. Magee offers actionable advice and strategies for achieving sales excellence. Tune in to gain valuable insights from one of the industry's most respected figures.

Dr. Magee's website: https://jeffreymagee.com/

Dr. Jeffrey Magee on LinkedIn: https://www.linkedin.com/in/drjeffspeaks/

Professional Performance Magazine: https://professionalperformancemagazine.com/

In this episode of Flowing Sales, Natalie Henley from digital marketing agency Volume9 shares her expertise on driving value from social media for manufacturing companies. She recently gave a keynote on this topic at a major industry conference.

Natalie tackles the challenge of attributing sales value to social media efforts beyond just last-click attribution. She provides tips on measuring brand awareness, engagement, and relationship building from social media.

She dispels the myth that social media is only for consumer brands, emphasizing the importance of understanding where your target manufacturing audience is active online. Natalie gives guidance on creating an effective content strategy tailored to platforms like LinkedIn and Facebook.

Beyond just posting, she discusses encouraging engagement through responding to comments and leveraging direct messages. Natalie recommends tools for content calendars, design, advertising and more.

She also covers getting organizational buy-in for social media, from establishing guidelines to fostering a culture of employee participation.

Whether you're new to social media or want to improve your manufacturing sales efforts, this episode offers practical, real-world advice from Natalie's extensive experience.

Free Templates from Volume9: https://www.v9digital.com/templates/

Natalie Henley on LinkedIn: https://www.linkedin.com/in/optimization/

In the highly competitive and relationship-driven world of manufacturing sales, success often boils down to one's ability to navigate challenges, forge connections, and maintain a positive mindset. This candid interview with Adam, a thriving sales rep, offers a rare glimpse into the trials, triumphs, and hard-earned wisdom that have propelled his career.

From his early days as a newcomer facing rejection and the industry's infamous "old man's club" mentality, Adam shares his journey of perseverance and the pivotal moment that prevented him from quitting. Discover the viral sales secrets he's mastered, including the power of consistency, cultivating a solutions-oriented approach, and leveraging tools like custom spreadsheets to streamline processes and add value.

But Adam's insights extend far beyond just closing deals. He candidly discusses the challenges of striking a healthy work-life balance, especially with a growing family, and how a personal tragedy reshaped his priorities. Learn the practical strategies he's implemented to be present for his wife and three daughters while still excelling professionally.

As a passionate advocate for nurturing the next generation of sales talent, Adam offers a behind-the-scenes look at his innovative training sessions for new reps. From cold-calling tips to navigating emotional lows, his mentorship is a masterclass in paying it forward and fostering a supportive community.

Whether you're a seasoned sales veteran or just starting your journey, this insightful conversation is brimming with actionable advice, relatable experiences, and the kind of authentic storytelling that inspires personal and professional growth. Prepare to be entertained, enlightened, and motivated to approach your sales career with renewed vigor and a positive, solution-oriented mindset.

Follow Adam on LinkedIn: https://www.linkedin.com/in/adam-schutz-les/