Insights
Tariffs Are Today’s Headline—But Main Street Is Tomorrow’s Movement
Tariffs are shaking up pricing and supply chains—but the real opportunity is how brands lead, serve, and stay. Learn why companies embracing a Main Street mindset will be the ones that win hearts, minds, and market share in 2025.
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The Evolving Role of Sales in the Modern Industrial Manufacturing Organization
If you’ve been in a sales position at an industrial manufacturer for any length of time, changes to your role have likely been the [...]
What’s In Your Database?
Databases are only as good as their content. Yet, many times the contents of a database can be surprising. For some manufacturers the biggest [...]
3 Ways AI Can Translate Marketing Speak Into a Language Every Exec Understands
I like to use idiomatic expressions with my kids. A few simple words can convey wisdom and provoke thought about important things. Take for [...]
4 Ways Manufacturers Can Meet the Rising Expectations of Private Equity
Given the continued rapid growth pattern of the private equity market (recently reaching a 3-year sum of $608B in capital), it has become even [...]
What Business Are You Really In? Ask Your End Users
As Theodore Levitt pointed out in 1960, railroads stopped growing because they assumed themselves to be in the railroad business rather than in the [...]
Simplify Your Sales Message to Help Prospects Understand the Value of Your Offer
Hypothetically speaking, let’s say you’ve got fifteen minutes to talk to your biggest prospect next week at a conference in Atlanta. You’ve been hawking [...]
The Answer Is Yes. Amazon Will Disrupt Your Industry Too
A looming challenge for your distributors could be a rare chance to gain a competitive advantage for your brand. The Baader-Meinhof phenomenon, or frequency [...]