by Sam Klaidman | Mar 13, 2023 | Growth
No matter your time horizon, aftermarket parts pricing policies and management offers industrial original equipment manufacturers (OEMs) the maximum leverage to improve margins and profit. For most OEMs, a significant piece of their total business comes from selling...
by Sam Klaidman | Feb 15, 2023 | Growth
This is why it is critical for your company and your customer-facing team to have earned the trust and respect of your prospects. Industrial products and services are complex. Using complex products results in numerous business outcomes. Some outcomes are not tangible...
by Sam Klaidman | Nov 8, 2022 | Growth
You should develop a list of KPIs you and your organization feel comfortable using. Whatever KPIs you choose should be able to explain how achieving a good outcome will help the company or your customers achieve its objectives. If you become the business KPI pioneer,...
by Sam Klaidman | Oct 5, 2022 | Growth
Segmentation is when companies divide prospects and customers into groups. If you are a metal-cutting job shop, you may split them into companies needing turned, milled, or welded parts. If you are the sales manager, you may divide your prospect list by region, state,...
by Sam Klaidman | Sep 27, 2022 | Growth
If you want to improve quality, cut costs, and get better outcomes, then you should read the book I just read about how to improve patient outcomes, cut medical expenses, and prevent many deaths in the surgery suite and the ICU. The book which changed my outlook on...
by Sam Klaidman | Sep 6, 2022 | Growth
When your employees or representatives interact with a customer or prospect, they leave an impression about your business. A brand is the memory of all these experiences. Training and then certifying all the people who create the memories is the best way to ensure...
