Ed Marsh - Keynote Speaker
543 views 6 years ago
www.EdMarshSpeaks.com Looking for the right speaker for your B2B audience? Want someone that's walked the talk who can discuss growing revenue amidst trends of disruptive technology and changing buyer behaviors? Check out Ed's compelling, inspiring and actionable keynotes.
Industrial manufacturers have a step-change growth opportunity. All they need to do is take the mindset and best practices that have made their production and operations world class, and apply those same techniques to revenue growth. Process engineering, continuous improvement, and rigorous measurement can be applied to manufacturing marketing and industrial sales just as effectively as to manufacturing. Digital marketing and B2B sales aren't black box mysteries. They need to be managed just like any other process. Systems work. That's what I explore in these brief videos - how industrial manufacturers can successfully apply their operational discipline to boost revenue growth. Topics I discuss include: - manufacturing marketing - how to increase industrial sales - industrial sales strategies - industrial sales tips - best industrial marketing - B2B sales - b2b lead generation - sales techniques - sales strategies - revenue growth - sales process - digital marketing - marketing for manufacturing - industrial marketing strategy - industrial marketing techniques - industrial marketing management - sales strategy - lead generation - marketing strategy - sales manager - sales optimization - how to improve sales - best sales techniques - strategies to increase sales - increase manufacturing sales - digital marketing for b2b - industrial marketing segmentation - b2b marketing strategies - industrial digital marketing - b2b digital marketing strategy - b2b sales funnel - b2b sales tips - how to sell industrial products - sales prospecting for b2b - key performance indicators - sales team performance - sales pipeline management - industrial growth strategies - sales team optimization - sales coaching - sales management - industry marketing - cold calling - b2b marketing - sales prospecting - sales candidate evaluation - sales team evaluations - recruiting and hiring sales Learn more at https://www.consiliumglobalbusinessadvisors.com and learn more about me at https://www.consiliumglobalbusinessadvisors.com/us/industrial-sales-consulting #IndustrialSales #IndustrialMarketing #ManufacturingMarketing #B2BSales #SalesEffectiveness #DigitalMarketing #IndustrialDigitalMarketing #InboundMarketingForManufacturers #CapitalEquipmentSales #MachinerySales
Ed Marsh is a founder, Army veteran, independent board director, manufacturing marketing expert, and industrial sales leader. He has marketed and sold millions of $ of B2B industrial manufacturing stuff worldwide. Each week on the Industrial Growth Institute, he chats with makers and thinkers, experts and specialists to gather innovative insights, recent trends, and tried & true best practices for B2B business growth. Each episode provides both actionable tips and theory, for everyone from owners and executive management through managers & directors to individual contributors - all in an enjoyable and energetic conversation format.
Industrial Sales is a specific subset of B2B Sales. It tends to be complex, long sell cycle and high dollar value, and many sales teams emphasize technical knowledge. But technical knowledge is often the least important aspect of industrial sales. Instead, superb tactical and strategic sales skills, business savvy, and the right mindset are critical. Companies may need to upgrade their teams, but there are often opportunities for improvement by implementing an effective sales process, selecting and training a sales methodology, creating sales playbooks, and establishing effective deal qualification standards. CRM and sales enablement are important tools that highlight the importance of integrating marketing and sales, and establishing marketing operations and sales operations functions. This playlist includes various videos that look at many aspects of industrial sales.
Industrial manufacturers typically rely on trade shows for most of their marketing. Buying habits have changed, and manufacturing marketing needs to as well. A robust program for industrial marketing includes: - marketing strategy - content marketing (also known as inbound marketing or digital marketing) - SEO - video marketing - public relations (PR) - product marketing - competitive marketing - conversational marketing - a full marketing tech stack - various website features including a knowledge base - brand marketing - paid ads (particularly on LinkedIn) - intent data and other data sources - marketing operations - sales enablement - partnerships (Nearbound) - trade shows - trade journal advertising - account based marketing / go-to-market - podcast and other media - social media marketing This is a complex undertaking, particularly because resources are often limited. Ed Marsh Consulting brings a robust framework to guide manufacturers in improving their manufacturing program using best practices from production and operations. It's called Overall Revenue Effectiveness™. Learn more here. https://www.edmarshconsulting.com/overall-revenue-effectiveness-to-help-manufacturers-improve-sales #ManufacturingMarketing #IndustrialMarketing #B2BMarketing #ContentMarketing #IndustrialContentMarketing #InboundMarketing #ContentMarketingForManufacturers #ProductManagent #StrategicPricing #StrategicCommunications #PublicRelations #MarketingAutomation #MarketingOperations #MarketingForManufacturers #IndustrialInboundMarketing #TradeShows #CompetitiveMarketing
A collection of video and podcast episodes that explore aspects of how to improve B2B Sales Recruiting and Hiring. After all, B2B Sales is in crisis. According to research: - turnover is high and costly - ≈ 40% of sales reps chronically miss quota - ≈ 40% of deals are ending in no decision - sell cycles are longer - forecasts are inaccurate Why is that happening? Culture, training, coaching, and changing markets all play a role. But there's a bigger factor at play. Hiring for sales is different and harder than for other roles. And common recruiting and hiring tools and techniques are much less effective. Research from Andy Miller shows that our common techniques are not accurately predictive of sales success. - Resumes are only 18% predictive - Traditional unstructured interviews are only 18% predictive - Behavioral and personality assessments are only 20 & 22% predictive respectively - Reference checks, EQ tests, and sales skills tests are only 23% predictive - IQ tests are only 51% predictive So we need better tools. A sales specific assessment with independently verified 91% predictive accuracy is enormously powerful. But the problem is bigger than just the tools. Many companies underestimate the cost of hiring mistakes, and they hesitate to replace reps and fill empty territories because the process is time consuming, unpleasant, and ultimately (because the tools aren't accurate) inconsistent. After all, sales skill follows a natural distribution like every other attribute. The majority are average! And only about 7% are 2nd or 3rd standard deviation above average talent. But isn't that who you're looking for? So what we need is.....an accurate, efficient, predictable process. That's what this playlist digs into. 1. Direct and indirect costs of B2B Sales Hiring mistakes 2. Creating an efficient and effective recruiting and hiring process 3. How to eliminate implicit bias while hiring top talent 4. The power of sales-specific candidate assessments 5. Common recruiting and hiring mistakes 6. Compliance with EEOC and #diversity best practices 7. Hiring talent from the top 7% of the pool 8. Improving onboarding, training and coaching That's a lot to cover, so I tackle it one video, one topic, and one expert at a time. This playlist is designed to provoke thoughts and answer questions for business owners and investors, board directors, executive management, sales leaders (e.g. VPs), sales managers, sales reps, BDRs, and talent management and HR folks. For more info check out resources to help improve performance and understand root causes of frustrations of existing sales teams, and to hire better candidates. https://www.consiliumglobalbusinessadvisors.com/sales-force-testing-to-optimize-industrial-sales #B2BSales #salesrecruiting #SalesHiring #SalesTalentManagement #SalesTesting #SalesSkillsTest #SalesSkills #Glassdoor #JobDescription #JobPosting #HowToHireBetterSalesReps #OMG #SalesCandidateAssessment #SalesAssessment #ObjectiveManagementGroup #SalesEvaluation #DISC #MyersBriggs #PredictiveIndex

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