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Posted by IndustrySelect
Using email as a method of prospecting to industrial companies can be challenging. Over 75% of prospecting emails are ignored or deleted without being read. This type of treatment can be avoided simply by attempting to establish a real relationship with your prospect. Here's how.



Posted by IndustrySelect
In order to integrate IndustrySelect with the most commonly used CRMs among our userbase, we recently turned to our thousands of customers in industrial sales, marketing, and business development to find out what CRM they used to manage interactions with their industrial clients. The results of the survey were very revealing, and we thought we would share these results with you today.

Posted by IndustrySelect
Time-tested companies are restructuring, new entities are emerging to capitalize on new opportunities and others are either downsizing or folding altogether.



Companies need to pay close attention to what others in their field are doing in order to stay ahead in this complex game.

Posted by IndustrySelect
"Where can I find more like you?"



We've all said it, whether in reference to a star employee or reliable vendor. And most of us have said this about our customers. Where do we generate more B2B leads that possess the same set of needs for our products and services as do our best customers? We know they are out there, but how do we find them?



It is (and literally can be) the million-dollar question.
Posted by IndustrySelect
You might have a strong sales pitch, a quality product and a competitive price, but sales might elude you until you find the right audience for your message.



Identifying new opportunities for growth is often a matter of figuring out who needs the products or services you're selling.



Read on to learn how.
Posted by IndustrySelect
The HVAC industry is poised to become a $367.5 billion market by 2030. Although this sector is currently feeling the effects of COVID-19, there is a promising future for refrigeration and heating equipment manufacturers.



Marketing your products and services to these manufacturers is a viable strategy, but it's important to understand the unique opportunities and challenges linked to COVID-19.
Posted by IndustrySelect
Despite the overwhelming majority of manufacturing companies being privately held, it does not mean that they are not part of a corporate family. For our purposes, family does not refer to ownership by people who are related to each other. We are referring to parent companies that acquire and retain smaller businesses, usually in a related field.



Understanding company hierarchy can give you an advantage in generating sales in the manufacturing sector.

Posted by IndustrySelect
Knowing the latest information on a manufacturing company can help make introductions a seamless affair.



As a salesperson, you should be educated on your prospects and able to speak comfortably about any current events that may affect their operations.



The more you know about their business, the more confidence they will have in your ability to help them reach more customers.
Posted by IndustrySelect
COVID-19 has created an unprecedented situation for manufacturers, and many have seen their priorities shift as they engaged their crisis response plans over the past few months.



These plans might include changes in leadership, so a different person may be making purchase decisions - especially if you're offering a product or service that supports a manufacturers crisis response.



Your research process should explore how COVID-19 impacts leads, how priorities might be changing, whether or not new competitors have emerged and what kind of emergency response plans the manufacturer is likely to adopt.



These are the challenges executives are currently facing, so understanding their situation is crucial in order to empathize with and sell to them effectively.



Posted by IndustrySelect
Manufacturers are going through significant changes as a result of the COVID-19 pandemic. While some struggle to stay in businesses, others are shifting production to focus on essential products.



Proper research is more important now more than ever before when reaching out to prospects. Executive contacts might change as manufacturers restructure existing processes, and you need to understand how the current situation is affecting a prospect to identify relevant pain points and explain how your products or services can help.



Posted by IndustrySelect
Businesses are facing an increasingly intricate vendor ecosystem. Products like IT solutions, tools and machinery, and even business services are undergoing significant changes as new digital features appear, making these products more complex to research.



In fact, the process is so complex that for 80% of businesses, the B2B buying process takes more time than it used to. As a result, the B2B buying process is starting to prioritizing research.



Salespeople can help by adopting an approach known as prescriptive selling.
Posted by John M. Coe
We've all had similar experiences -- email or call a customer or prospect only to be met with a bounced email or wrong number voice message.



Obviously something has changed, and the question becomes not only where he/she went, but what else has changed?



If you were working from your company's database or an outside list, the thought might also have crossed your mind: Hmm, wonder how many of these records are also wrong?
Posted by IndustrySelect
COVID-19 has forced businesses to practice remote working and telecommuting. In many states, economies are reigniting, which means that some employees will be allowed to go back to the office for at least part-time work. However, many companies are maintaining work-from-home policies out of caution.



Remote working may be practical for some occupations, but for sales teams it is exceedingly difficult to be deprived of face-to-face interaction.



Posted by IndustrySelect
As the progression of COVID-19 slows down, more than 30 states are looking into reopening their economy progressively. However, reopening will create a unique set of challenges for businesses that need to keep employees safe and keep up with official guidelines and regulations that might change in the near future.



As such, cleaning is going to be a top priority. If you offer sanitizing services or provide sanitizing products, the U.S. manufacturing sector is an industry to focus on.
Posted by IndustrySelect
The coronavirus crisis has created a new status quo almost overnight. As a marketer, being reactive is more important now than ever, and there is a dire need to find a new communication style that suits your brand and audience as well as the current situation we're facing.



Email marketing is still a relevant and reliable way to connect with your audience, but you need to rethink your content strategy, find the right tone to discuss current events, connect with leads in meaningful ways and avoid cliches.
Posted by IndustrySelect
The COVID-19 outbreak is affecting every facet of life and business, forcing industries like manufacturing to upend their usual processes and adapt to this new dynamic. While some manufacturing sectors are increasing production, others are shutting down indefinitely. We're also seeing some manufacturers shifting production toward essential medical supplies.



Between shutdowns and drastic changes in demand, manufacturers are facing an uncertain situation.



Posted by IndustrySelect
If you're used to making your pitch on the shop floor and closing the deal with a firm handshake, social distancing may have you at a loss. You can still find effective ways to approach your prospects.



In fact, as a B2B rep, you could find yourself busier than ever.
Posted by IndustrySelect
Manufacturing in the age of COVID-19 means walking a tightrope. If a facility is deemed "non-essential," what happens to the workers? On the other hand, if a facility is deemed "essential," how can employers ensure the health and safety of their employees? How do they fill the critical staffing gaps between "business as usual" and "business at hyper speed"?



As a staffing agency, it's your job to provide the facts and potential solutions for both the essential and non-essential manufacturers to help stabilize operations. With the right information on their environment (challenges, needs and more), you can properly assist manufacturers and establish a partnership that is mutually beneficial.
Posted by IndustrySelect
As coronavirus continues to reshape the U.S. manufacturing sector at breakneck speed, sales and business development executives are left wondering which industries are most likely to need their goods and services. Multiple economic reports point to a contracting manufacturing sector, yet some industries are busier than ever.



This article will explore some of the potential growth industries as the nation's industrial sector transforms into a coronavirus-fighting machine, gleaning some key insights from the latest reports on manufacturing. These are the manufacturers that may potentially need services such as staffing, software, financial, transportation, janitorial/maintenance and more.

Posted by IndustrySelect
If your business is going to succeed in the manufacturing market, you need to have the right business development approaches in place.



Of course, tackling business development in the manufacturing market is easier said than done. There is a variety of factors that you have to pay attention to when appealing to this market.



Business development, sales, marketing ... what's the difference, anyway?



It's important to note that today, many roles that are technically sales or marketing roles are now "business development" positions, rebranded for a variety of reasons.
Posted by IndustrySelect
For B2B salespeople in the manufacturing market, experiencing rejection from a prospect is rough. A simple "sorry, we can't move forward with this offer" from a prospect can equate to week's worth of lost time and effort for the seller.



So, how should you handle rejection from a potential prospect? In the fifth and final part of our series Common Objections in B2B Sales & How to Overcome Them we're tackling the sticky issue of rejection.



Fortunately, there are several easy steps you can take to make handling rejection in sales a more straightforward process.
Posted by IndustrySelect
Ask any B2B salesperson or marketer what the hardest part of selling a product or service is, and there's a good chance they'll answer, "clients who don't want to pay for it." There are few more frustrating responses than "Well, I really appreciate your time and what you're trying to do, but I'm having trouble justifying the price."



Fortunately, there are several proven ways for salespeople and marketers to close deals - even with reluctant clients.



Read on to learn our favorite ways of overcoming objections from B2B clients when it comes to price.
Posted by IndustrySelect
As 2019 ends and 2020 begins, it's a busy time for salespeople and marketers targeting manufacturers. The October-December rush inspired by Manufacturing Day is winding down, and professionals are designing and improving new sales techniques for the next major sales cycle.



If you want to outpace the competition, you'll need to be on the cutting edge of the market. Here are five B2B sales strategies that can help you get more customers in 2020.
Posted by IndustrySelect
Twitter is a rich resource for those looking to connect and build relationships with U.S. manufacturing companies. Today, we're covering some top manufacturing Twitter accounts worth following for sales, marketing and business development professionals targeting prospects in manufacturing.
Posted by IndustrySelect
Welcome to Part Three of our "Perfect the Pitch" series, where we cover how to craft the perfect sales pitch from start to finish.



In our first two parts, we went over how to tell if a pitch isn't working and how to write a sales pitch that will convert prospects into clients.



Today, we'll be laying out our best tips and tricks for how you can close deals. This guide will cover five essential elements of any closing that you can use to secure lucrative contracts with high-profile manufacturers.
Posted by IndustrySelect
In the first part of our "Perfect the Pitch" series, we covered how salespeople and marketers in the manufacturing industry can identify when a pitch isn't working. We gave you some tips for understanding what manufacturers are looking for in a pitch and the best times to pitch to manufacturers.



Today, we're going to be taking this series one step further by covering how you can write a sales pitch that will convert prospects into clients.



We'll be covering six vital elements every successful sales pitch targeted towards manufacturers needs to account for.

Posted by IndustrySelect
For salespeople, the perfect sales pitch is the holy grail. It may not exist, but it's certainly worth searching for. The right pitch can drastically increase a salesperson's success rate.



However, developing a great sales pitch isn't always easy - particularly for salespeople in the manufacturing market.



In Part One of our "Perfecting the Pitch" series, we'll be covering how to know if your pitch isn't working - and the first steps you should take when going back to the drawing board.
Posted by IndustrySelect
In manufacturing, the clients most in need of an upgrade are often also the clients most resistant to change.



Resistant clients (particularly those with small or medium-sized operations) are a recurring barrier for sellers in the manufacturing industry.



The amount of capital required to purchase new manufacturing technologies and machines can be daunting for clients, particularly those with an "if it ain't broke, don't fix it" mentality.



Today, we'll be covering how you can identify potentially tricky clients and build their confidence in your services.
Posted by Kati McDermith- Training Coordinator for MNI
MNI will be at Fabtech this year in Chicago at McCormick Place Nov 11-14 booth A5974



Since I will be manning the MNI booth at FABTECH 2019, I thought I would write a little on the benefits of attending a trade show.



It's obvious that trade shows are the place for you to network with others in your field. Trade shows are also the best arena to gain more industry knowledge, discover new vendors, gather leads, and see the newest advances in technology.



Here are my top 5 reasons for attending a trade show.

Posted by IndustrySelect
For any B2B business leader, finding new clients consistently is a must. This article by IndustrySelect covers the ins and outs of B2B telemarketing and email marketing to help you know which to use.




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