Hardware Podcasts

Leveraging Data to Stop Selling Naked | Sales & Marketing Game Changers Mini-Series | Ep. 2 of 4

Manufacturing Happy Hour · 18 Sept 2020 · 58m

What this episode covers

In this panel discussion, host Alison Deford and experts Mark Roberts, Ben Baker, Ray, Mark Mitchell, and Chris Luecke discuss how B2B manufacturers can stop 'selling naked' by leveraging data and customer empathy. The group identifies that sales teams are often untrained, focused on features rather than outcomes, and disconnected from marketing, leading to stalled revenue. They propose specific solutions including value proposition audits, analyzing transaction data to identify top performer traits, and aligning sales and marketing compensation to improve lead quality and conversion.

Most relevant to

early-stage companies

Topics

Mentioned

Companies
Your Brand Marketing, Lenara International, OTB Solutions, Rockwell Automation, Wizard Strategy, Felt Marketing, Pragmatic Marketing
Products
MFG Out Loud
Tools
Microsoft Word

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