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://milanmedia.com
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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://milanmedia.com
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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://milanmedia.com
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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://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
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://milanmedia.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://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
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://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
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://milanmedia.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://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
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://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll