Customer retention tactics are critical to executing SMB manufacturing strategy. Are yours old school? If you are a decision maker for a small to medium-size manufacturing (SMB) business, congratulations! You survive and thrive in the industrial Internet of Things (IIoT) ecosystem. Chances are, you have a solid customer base comprised of companies who continue to… [Continue Reading]
Old School Customer Retention Tactics impede SMB Manufacturers
Social Influence and Business Development
The interrelationship between social influence and social selling reminds me of how internet marketing programs once were regarded by business owners. These programs were dismissed as the necessary “fluff”, “sprinkles on the cupcake” or business garnish a company had to indulge in to look “good”. The perceived value of these programs was siloed from the… [Continue Reading]
Smart Manufacturing and Visionary Leadership
In reading Paul Borawski’s Blog, as well as the results from the annual ASQ Outlook Survey, manufacturers anticipate growth in 2014, albeit down somewhat from 2012 and 2013 results. With revenue increases on the radar screen, that forecast isn’t necessarily being translated into investment in smart manufacturing to drive further growth and expansion. Why? “Despite the… [Continue Reading]
Your Solution’s Just another Pair of Shoes
I don’t know about you, but I own a lot of shoes. I don’t think it’s just a girl-thing either. I’ve purchased these shoes over the years because they matched up with the clothing I was wearing at the time. I bought many pairs for more formal occasions. There are the shoes I wear for… [Continue Reading]
Life with Engineers – How Much Logic Can One Tolerate?
As sales people, you know how much fun it is calling on technical folks. If you don’t know your stuff, the techies will toss you around like a couple of orca whales tossing their prey before they eventually decide to eat you alive for your lack of technical knowledge. So if you are “spieling the… [Continue Reading]
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