Sales may not be on your resume, but it’s part of every marketer’s job. I came to a couple of conclusions early in my career that have served me well. We’re all selling something. The best salespeople solve problems. Salespeople get a bad rap. They’re punch lines, the butt of jokes, and typically reduced to […]
At this evolutionary moment in time, we’re all still figuring out how to do business. The pace of change has us a bit fatigued, and new challenges have us scratching our heads. One of the faster-moving trends in sales and marketing is the integration of E-commerce in industrial B2B sales. Everyone knew it was important. […]
Your dealers should be catalysts that propel your brand forward. Marketing and brand directors will likely nod along and say, “Absolutely, they should be. But they aren’t.” I’ve witnessed frustration on both sides of the fence between dealers and the manufacturers they represent. Like any relationship it requires effort from both parties. But dealers are required to serve many masters, so for better or worse the lion’s share of the effort in this relationship belongs to the manufacturer. Of course, the manufacturers also reap most of the rewards.
Heavy equipment and truck dealers manage a lot of competing priorities: Staffing, sales and marketing, evolving technology, and dealing with market forces. Brands often want to help, but many run into an obstacle that prevents them from making a difference. They just don’t understand the dealer’s business from the dealer’s perspective. Understanding that perspective means […]
Only one out of three independent dealers respond in a timely manner to an inbound lead generated from a brand’s marketing campaign. Let that sink in: 66% of inbound leads—your leads—end up in a digital black hole. Marketing campaigns get complicated when your brand sells through independent dealers. You put in a lot of time, […]
We all start the planning season, usually in the final stretch of the current year, with a B2B marketing version of New Year’s resolutions. This year will be different. I won’t fall into the same traps that have tripped me up in years past. Just like that treadmill in the corner collecting dust, we begin […]
As a marketing firm, we’re often asked to demonstrate ROI. And we should be. Our clients need to know that their marketing dollars are having a positive impact. But showing a clear return on investment is a team effort—a nimble dance between agency and client. Unfortunately, the ROI conversation often occurs way too late in […]
The exponential rate of change in today’s world is reflected in the kitchen and bath industry. Products, especially, are becoming more complex.
In 2018, Ten Pound Hammer took on the project of asking dealers in the custom kitchen and bath industry about the issue of training to determine dealer attitudes toward training and their most important training issues.
Over and over, dealers in the kitchen & bath industry express the need for quality training materials. Similar to a sales-and-marketing mindset, training materials must be engaging. And no matter what format they were commenting about, dealers agree that boring, confusing, or incomplete material is not helpful and therefore altogether unnecessary. Moreover, outdated materials created […]
Training helps professionals become better communicators, more effective managers, or more profitable salespeople. Training is the connection between your people, your products, and your customers that ensures a return on time and financial investment. Training is marketing. It is an extension of your brand. And it is critical to your success.
Training helps professionals become better communicators, more effective managers, or more profitable salespeople. Training ensures a return on time and financial investment as it links your people, your products, and your customers together.
So far we’ve smashed keyboards and PowerPoint projectors—with a 10-pound hammer, of course. This time we took out our frustration on a conferencing phone.