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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