Practical thinking on B2B sales, pipeline building, and revenue operations — written for industrial and manufacturing businesses.
Most industrial companies do not know they have a pipeline problem until they need growth. Here is how to diagnose referral dependency before it becomes a crisis.
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Ideal Customer Profile is not a marketing concept. For manufacturing companies, a precise ICP is the difference between a 30% and a 70% conversion rate on proposals.
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When to hire your first salesperson, what to pay them, and how to set targets that produce pipeline, not just activity.
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