Industrial Growth Institute Podcast Por Ed Marsh Consulting arte de portada

Industrial Growth Institute

Industrial Growth Institute

De: Ed Marsh Consulting
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Ed Marsh is a founder, Army veteran, independent board director, manufacturing marketing expert, and industrial sales leader. He has marketed and sold millions of $ of B2B industrial manufacturing stuff worldwide. Each week on the Industrial Growth Institute, he chats with makers and thinkers, experts and specialists to gather innovative insights, recent trends, and tried & true best practices for B2B business growth. Each episode provides both actionable tips and theory, for everyone from owners and executive management through managers & directors to individual contributors - all in an enjoyable and energetic conversation format.Copyright 2024-2025 All rights reserved. Economía Gestión Gestión y Liderazgo Marketing Marketing y Ventas
Episodios
  • Busting Myths and Dropping Truths About B2B Industrial Sales with Derek Baer

    Busting Myths and Dropping Truths About B2B Industrial Sales with Derek Baer
    Aug 27 2025

    B2B sales in 2025 is confusing.

    On the one hand, it's just the same as it's been for years. We need to connect with buyers, build trust, and guide them through decisions.

    On the other hand, it's a completely different beast.

    That's why Derek Baer is in the studio this week, for a free-wheeling, no-holes-barred discussion and debate on sales topics.

    It's time to get comfortable being uncomfortable!

    We talk:

    • Whether to track "quotes" as a metric
    • Whether anyone can be trained to sell successfully
    • Accelerators (kickers) in sales compensation
    • Whether we should hire for technical/industry knowledge, and more.

    And the conversation is blunt. "Tell them to f$%k!ng apply" Derek says at one point!

    Summary

    Derek Baer brings a new format to the studio this week, debating and discussing B2B sales topics. He and Ed disagree about various aspects of sales, and agree about others. Topics include:

    • the importance of tracking quotes
    • the compatibility of salespeople with complex B2B sales
    • qualities that make a great sales rep
    • role of sales decks - significance of accelerators in compensation plans
    • how to manage underperformers and disrupters within sales teams.

    The conversation emphasizes the need for continuous improvement and investment in sales skills, drawing parallels between sales and other professional pursuits.

    Chapters

    00:00 Introduction to Sales Metrics and Tracking Quotes 09:04 The Compatibility of Salespeople in Complex B2B Sales 15:56 Defining Traits of a Great Sales Rep 23:24 The Role of Pitch Decks in Sales 27:29 Understanding Sales Accelerators and Compensation Plans 29:53 Explaining Sales Compensation to the Team 32:42 Managing Underperformers in Sales Teams 35:45 The Impact of Team Dynamics on Performance 41:19 Investing in Sales Skills for Long-Term Success Resources

    Check out Derek's Sales Training website.

    LinkedIn: Derek Baer and Ed Marsh

    Twitter: Ed Marsh

    Instagram: Derek Baer and Ed Marsh

    YouTube: @EdMarsh

    Show Transcript

    Insanity is Doing the Same Things and Expecting Different Results By Einstein's definition, most industrial sales teams are insane. Buyers, their behavior, and AI have changed so much, and yet most teams are operating much the way they have for years. Derek's straight talk deliveres an important message - so does Ed's recent paper on changes in industrial sales and marketing.

    Read more from Ed's recent paper on these critical changes.
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    46 m
  • Tips on How to Build an Effective Industrial Sales and Marketing Website in an AI World with Joe Jerome

    Tips on How to Build an Effective Industrial Sales and Marketing Website in an AI World with Joe Jerome
    Aug 20 2025

    If you haven't asked yourself how to build a B2B website in the new post AI world, you're site is probably underperforming.

    Not only has technology advanced, but buyer expectations for features, UX, navigation, and utility have changed. More importantly, the goal of your site has changed as buyer behaviors and search have changed. Today a site works mostly at the bottom of the funnel - the decision stage.

    So your top of the funnel marketing must be accomplished using different tools and approaches.

    Joe Jerome brings years of design and development experience, and a keen sense of what your industrial marketing website needs to accomplish.

    Chapters

    00:00 Introduction to Website Strategy for B2B 05:54 Aligning Website Goals with Business Objectives 12:27 The Impact of AI on Website Design 25:50 Continuous Website Evolution vs. Episodic Projects 32:42 Balancing Aesthetics and Functionality in Design 39:38 SEO and Migration Management 44:54 The Role of Websites in the Sales Process 46:29 Understanding User Behavior on Websites 57:49 The Evolution of Website Forms 01:02:37 Empowering Marketing Teams with Website Control 01:05:51 When to Redo Your Website Resources

    Check out Joe's Brand Builder Solutions website.

    LinkedIn: Joe Jerome and Ed Marsh

    Twitter: Ed Marsh

    Instagram: Ed Marsh

    YouTube: @JoeJerome and @EdMarsh

    Show Transcript

    The Website is NOT the Only Thing That Has to Change! AI, Google Search, SEO, buying teams, buying journeys - it's all changing. Quickly. Yes, listen to Joe's tips on how to update your website, but beyond that, there's work to do on the rest of your manufacturing marketing, your industrial sales, and more. That's what I discuss in this guide.

    Read more from Ed's recent paper on these critical changes.
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    1 h y 11 m
  • Unlocking Machinery Revenue Opportunities for OEMs Who Embrace the Used Machinery Market with Matt Smith

    Unlocking Machinery Revenue Opportunities for OEMs Who Embrace the Used Machinery Market with Matt Smith
    Aug 13 2025

    If you're a machinery OEM you probably would like to ignore used machines. They're a hassle. For customers who own them, you have to provide support as components become obsolete and tribal knowledge dwindles.

    When you compete against yourself, that's particularly frustrating, especially when it seems like buyers are just trying to save a few bucks and don't care about the hard work of R&D and improvement that you've invested in.

    But buyers may see it differently, and Matt Smith draws on years of deep insight in global used machinery markets to explain why it's an entirely rational (not cheap) decision for some buyers in some situations, and why OEMs may cost themselves years of profitable new machinery and after-market sales by ignoring used machines.

    Stop ignoring and scoffing at used machines, and consider incorporating them into your overall offering using some of Matt's recommendations.

    Chapters

    00:00 Introduction to the Challenge of Self-Competition 04:03 Understanding Global Asset Optimization 10:17 The Dynamics of the Used Machinery Market 19:23 Leveraging Lead Time and Flexibility 24:08 The Role of OEMs in the Used Machinery Market 31:48 Navigating Capital Investment Decisions 40:09 The Importance of Risk Management in Equipment Purchases 46:05 Conclusion and Key Takeaways Resources

    Check out Matt's website and other recommended used machinery resources:

    AOTCO Surface Finishing Asset Industry Resources Mentioned in the Episode: Investment Recovery Association EquipNet BidSpotter LabX Surplus Solutions Surplus Sherpa

    LinkedIn: Matt Smith and Ed Marsh

    Twitter: Ed Marsh

    Instagram: Ed Marsh

    YouTube: @EdMarsh

    Show Transcript

    Rethinking Our Market Attitudes and Assumptions Recognizing the potential of used machines as a business benefit rather than a threat is just one example of how we should adjust our market assumptions. Buyer habits and expectations are changing, just as AI is shifting how buyers search and consider complex decisions.

    Read more from Ed's recent paper on these critical changes.
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    55 m
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