Kevin Keefe

Most manufacturers never really paid attention to marketing. Unlike B2C businesses who always seem like they’re running a sprint, you can sometimes think of manufacturers as those guys in a marathon prancing around to the tune of Lana Del Ray’s song, “Queen of Disaster” while everyone is playing “Eye of the Tiger.” Anyway, it goes like this: Got me spinning like a ballerina Feeling gangsta every time I see ya You’re the king And, baby, I’m the queen of disaster Disaster Sounds familiar, now? Maybe not if you haven’t been scrolling through social media, but anyway, it was famous in TikTok for some time and a lot of people created memes around that. Our point here is, most manufacturers often think that marketing is not necessary. After all, they’re not about glitz and glamor–they’re the tough guys in hard hats, getting their hands dirty maneuvering those heavy machineries or negotiating terms with suppliers. You can say that the industrial sector is devoid of emotional, attention-grabbing ad campaigns. However, the rise of digitalization has also given your competitors more avenues to reach new markets. The good news is–so are you. This means that the competition has indeed gotten tougher, but the opportunity for growth has also increased. So, how do you, as a traditional manufacturer, navigate this new terrain? Here’s where we come in. We have compiled 8 guiding principles for manufacturing marketing success that you can follow so you can keep up with the times and get ahead of the curve. https://hubs.la/Q02tm-YG0

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How do your sales reps approach account planning? Some sales leaders we speak with will admit they don’t have a great answer to this question. Over the years, working with #distributors, we’ve noticed a pattern – distributors growing faster than the market have an established process for account planning. During account reviews, managers will go through accounts with sales reps to figure out the best course of action for each prospect or customer. No two accounts are the same. But segmenting accounts by their "health" status and having a playbook for different scenarios makes things easier and helps #sales teams take control of every situation, whether an account is engaged or at risk of churning. In this post, we break down what we’ve seen work for the distributors we work with.

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I have written several articles for Thomas Insights about the aftermarket’s role in OEMs’ go-to-market strategies. The most recent article is Now Is the Time for a B2B Industrial Company to Focus on the Aftermarket. However, up until now, I have yet to give you a financial reason to invest your time, effort, and money into making your aftermarket program a strategic necessity. Understanding the strategic importance of aftermarket programs and how they can significantly impact your business is crucial; it’s a matter of survival in today’s competitive market.

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WHAT YOUR SALES REP WON’T TELL YOU ⁉️ When purchasing an aesthetics laser, sales reps may not always provide you with complete information. Here are some things they may not tell you: ‼️ Maintenance and Service Requirements Sales reps may not fully disclose the maintenance and service requirements of the laser device. It's important to understand the costs and frequency of maintenance, including calibration, replacement parts, and technical support. ‼️ Total Cost of Ownership Sales reps may focus on the initial purchase price of the laser but neglect to explain the total cost of ownership. This includes ongoing costs such as consumables, repairs, and software updates. Consider the long-term expenses before making a decision. ‼️ Treatment Effectiveness and Safety Sales reps may exaggerate the effectiveness and safety of the laser device. It's crucial to conduct your own research, read reviews, and consult with professionals who have experience with the specific laser you're considering. ‼️ Training and Education Requirements Sales reps might downplay the training and education required to operate the laser effectively. Adequate training is essential to ensure safe and successful treatments. Inquire about the training options available and associated costs. ‼️ Compatibility and Upgrades Sales reps may not disclose the compatibility of the laser with other devices or the availability of future upgrades. It's important to consider the scalability and potential for integration with existing systems or future advancements. ‼️ Warranty and Support Sales reps might not fully explain the warranty terms or the level of customer support provided by the manufacturer. Understand the warranty coverage, support availability, and potential costs for repairs or replacements. Please contact us to learn how we can support you in achieving your aesthetics and business goals. 👇 📍@cervello.laser 👨‍💻 www.cervellolaser.com 📧 info@cervellolaser.com ☎️ +1 (800) 941-1018 #cervello #cervellolaser

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[NEXT WEEK] Are you ready to master the next evolution of selling? Join us on 🗓 Tuesday, May 14 at 🕑 2pm ET for an exclusive webinar featuring Sandler's Executive Chairman, Dave Mattson. Be our guest and discover how to navigate today's complex buyer journey, integrate technology with sales, and develop strong sales leaders for a competitive edge. Don't get left behind in the evolving sales landscape. Register now: https://hubs.la/Q02vBYck0 #SandlerTraining #Technology #SalesSuccess

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What elements of your #LinkedIn page have the biggest impact on sales? @BillTeamCC covers all the bases in this episode of @SalesReinvented! #Sales #SalesReinvented #Connection #Communication https://bit.ly/3tcQTn2

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What is one effective strategy to motivate seasoned tenured salespeople to learn, adopt and sell new technology or service offerings that are new to them and potentially their client base? One question, two answers, four minutes with Vector Firm's Chris Peterson and Dave Sweeney from Advantech | A Division of The Cook & Boardman Group, LLC. Watch the video to see their answers. #sales #securityindustry #salestraining

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Looking to amp up your marketing through a content strategy? Check out Amplify by Annex.

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Will AI replace Outside Sales Reps? Are is it a value add for your customers and a tool for those reps? We think you need to ask: what value are your reps providing their customers? Listen & subscribe to Around The Horn In Wholesale Distribution wherever you get your podcasts. #AI #AIForBusiness #OutsideSales #SalesRep #B2BPodcast

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What is the LIMP threshold and how do i get a raise #getaraise #getpromoted #corporateamerica #manager Get the template for this and more here - https://lnkd.in/ezg5Y8JD (clickable link in my bio) #Sales #salestips #salesleader #salesleadertips #ceo #owner #salesemails #salesscripts #prospecting #ae #sdr

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Manufacturers, are you ready to take your lead generation to new heights? My latest post reveals 5 powerful strategies to supercharge your manufacturing lead generation efforts. From understanding the importance of inbound marketing to leveraging generative AI and mastering organic SEO, you'll gain valuable insights to optimize your entire lead gen process. Don't miss out on these insights and actionable tips to drive sustainable growth for your business. Manufacturing Lead Generation: 5 Strategies to Accelerate Your Sales Pipeline https://buff.ly/49P0oYZ #manufacturingleadgeneration #industrialmarketing

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Are you a manufacturer looking to escape price wars? Discover how to stand out in a competitive market by implementing marketing strategies that showcase your unique culture, capabilities, and value. Start by understanding your target audience, then craft compelling brand messaging and leverage digital tools for effective communication. Building trust-based relationships with your prospects is more crucial than ever. These steps can help manufacturers not only survive but thrive in a rapidly changing landscape. Elevate your brand and gain the edge you need. Read the full article here. #PriceWars #Manufacturing #MarketingStrategy #Branding #ContentMarketing #StrategiesForSuccess

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🚀 Calling All Sales Professionals! 🚀 Are you ready to take your sales career to unprecedented heights? With the new FTC rule banning noncompete clauses, the time has never been better to explore new opportunities. Join EmeritusDX, where innovation meets appreciation and your growth is in your hands! 🌟 Why EmeritusDX? Here's why you should make the move: ✅ Ever-Growing Product Line: We're continually enhancing our offerings with innovative testing procedures, ensuring client satisfaction and appreciation that drives your success. ✅ Your Accounts, Always Yours: At EmeritusDX, we respect your hard work. Your accounts stay yours, forever, allowing you to build lasting relationships and ongoing rewards. ✅ Top-Tier Commissions: We offer some of the most competitive commission rates in the industry. We value your dedication and believe your earnings should reflect your efforts. ✅ TC/PC Split Options: We support a technical and professional component (TC/PC) split model that benefits both you and your clients by emphasizing the value of in-house pathology services. ✅ Career Freedom and Growth: With the FTC's new rule, you're free to move without constraints. Grow with a company that's expanding and innovating daily, offering limitless opportunities for your career. ✅ Territories Available: Some territories are still open – act fast to secure your spot in a growing team! Step into a role where your talents are truly valued and your professional growth is guaranteed. At EmeritusDX, we're not just a team; we're pioneers redefining the sales landscape. 🚀 👉 Ready to unlock new career possibilities? Reach out directly or visit our careers page today. Let's discuss how your future can thrive with EmeritusDX! #SalesCareers #FTCRuleChange #NoNoncompetes #TopTierCommissions #EmeritusDX #CareerGrowth #SalesJobs #KPA

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🚀 Calling All Sales Professionals! 🚀 Are you ready to take your sales career to unprecedented heights? With the new FTC rule banning noncompete clauses, the time has never been better to explore new opportunities. Join EmeritusDX, where innovation meets appreciation and your growth is in your hands! 🌟 Why EmeritusDX? Here's why you should make the move: ✅ Ever-Growing Product Line: We're continually enhancing our offerings with innovative testing procedures, ensuring client satisfaction and appreciation that drives your success. ✅ Your Accounts, Always Yours: At EmeritusDX, we respect your hard work. Your accounts stay yours, forever, allowing you to build lasting relationships and ongoing rewards. ✅ Top-Tier Commissions: We offer some of the most competitive commission rates in the industry. We value your dedication and believe your earnings should reflect your efforts. ✅ TC/PC Split Options: We support a technical and professional component (TC/PC) split model that benefits both you and your clients by emphasizing the value of in-house pathology services. ✅ Career Freedom and Growth: With the FTC's new rule, you're free to move without constraints. Grow with a company that's expanding and innovating daily, offering limitless opportunities for your career. ✅ Territories Available: Some territories are still open – act fast to secure your spot in a growing team! Step into a role where your talents are truly valued and your professional growth is guaranteed. At EmeritusDX, we're not just a team; we're pioneers redefining the sales landscape. 🚀 👉 Ready to unlock new career possibilities? Reach out directly or visit our careers page today. Let's discuss how your future can thrive with EmeritusDX! #SalesCareers #FTCRuleChange #NoNoncompetes #TopTierCommissions #EmeritusDX #CareerGrowth #SalesJobs #KPA

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