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

- Show: [Manufacturing Happy Hour](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour)
- Published: 2020-09-18
- Length: 58m
- Page: https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-18-leveraging-data-to-stop-selling-naked-sales-marketing-game-changers-mini-series
- Listen: http://manufacturinghappyhour.com/gamechangers

## Summary

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.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-18-leveraging-data-to-stop-selling-naked-sales-marketing-game-changers-mini-series#t=0) Introduction and Panelist Bios
- [11:08](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-18-leveraging-data-to-stop-selling-naked-sales-marketing-game-changers-mini-series#t=668) Diagnosing 'Selling Naked' Symptoms
- [15:49](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-18-leveraging-data-to-stop-selling-naked-sales-marketing-game-changers-mini-series#t=949) The Failure of Feature-Focused Sales Training
- [30:10](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-18-leveraging-data-to-stop-selling-naked-sales-marketing-game-changers-mini-series#t=1810) One Change to Impact Sales: Customer Empathy
- [44:40](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-18-leveraging-data-to-stop-selling-naked-sales-marketing-game-changers-mini-series#t=2680) Leveraging Data: Transaction, Voice of Customer, and Top Performers
- [55:21](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-18-leveraging-data-to-stop-selling-naked-sales-marketing-game-changers-mini-series#t=3321) Closing Advice and Next Episode Preview

## Topics

- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)

## Most relevant to

early-stage companies

## Mentioned

- Your Brand Marketing (company)
- Lenara International (company)
- OTB Solutions (company)
- Rockwell Automation (company)
- Wizard Strategy (company)
- Felt Marketing (company)
- MFG Out Loud (product)
- Pragmatic Marketing (company)
- Microsoft Word (tool)

## Related episodes from other shows

- [Aligning the Sales and Marketing Tech Stack for Manufacturers w/ John Joyce](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2023-12-26-aligning-the-sales-and-marketing-tech-stack-for-manufacturers-w-john-joyce) (The Manufacturing Executive)
- [Finding the Fit: How the Seller and Buyer Can Work Together so Everyone Wins w/ Ian Altman](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2020-08-18-finding-the-fit-how-the-seller-and-buyer-can-work-together-so-everyone-wins-w-ia) (The Manufacturing Executive)
- [Timeless Sales Principals and Fundamentals w/ Mike Weinberg](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg) (The Manufacturing Executive)
- [Beyond What's in Our Brains: Introducing The Manufacturing Executive Show w/ Joe Sullivan](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2020-06-23-beyond-whats-in-our-brains-introducing-the-manufacturing-executive-show-w-joe-su) (The Manufacturing Executive)
- [5 Ways Manufacturers Can Level Up Their Marketing w/ Allison DeFord](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-11-30-5-ways-manufacturers-can-level-up-their-marketing-w-allison-deford) (The Manufacturing Executive)

## Citing this page

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