Is LinkedIn Sales Navigator Worth It for Manufacturing Sales Teams?
What is the real problem with LinkedIn prospecting in manufacturing? Short answer: Reps prospect on...
The Sales Process Paradox: Why Too Much Process Kills Sales Teams, But Sales Teams Die Without It
What is the Sales Process Paradox? Too much process kills teams, too little process kills revenue....
Why B2B Manufacturing Sales Cycles Drag (and How RevOps Can Actually Shorten Them)
In manufacturing, sales cycles often stretch to 6–12 months—sometimes even longer—due to...
The Day I Punched Eric Clapton (and What It Taught Me About Sales Reps Who Say ‘F the CRM’)
When I was a kid, I punched a boy named Eric Clapton in the face. Not that Eric Clapton,...
The Art and Science of Marketing in B2B Manufacturing
The buying process in B2B manufacturing has transformed. Buyers are more informed, more demanding,...