Often thought of as the slow-moving giants of the business world, industrial manufacturers have paved the way for much of the connected business operations we embrace today. In the 1800s, water and steam powered machines aided workers and gave birth to Industry 1.0. During Industry…Continue reading Embracing Technology to Decrease Customer Effort

We all know what it is like to walk into someone else’s kitchen. We see the cupboards and the drawers but have no idea what might be lying inside. A task as simple as making coffee is hampered by our ability to find the coffee, the spoon, the cups, the sugar…it seems nothing is…Continue reading Identifying Customer Bottlenecks

Industrial manufacturers have the unique position of selling both to distributors and directly to end customers. The sales team must treat each of these relationships differently and be prepared to address the distinct needs, challenges, and goals of each of these customer groups.…Continue reading Thinking Through the Next Sale

As an industrial manufacturer, how much have you invested in building a buyer persona? As customers come to expect improved, customer-centric buying experiences, an accurate and robust buyer persona becomes increasingly important. However, only 44 percent of B2B marketers are…Continue reading Knowing Your B2B Customer