Your Marketing SUCKS with Kyle Milan – Details, episodes & analysis

I'm reviving my show "Talk Shop," where I sit down with industry professionals and talk about all things manufacturing. I couldn’t think of a better guest to kick things off than Doug Trout, the man behind the scenes of Fabtech, one of the biggest manufacturing shows in North America. Doug is often referred to as the "Fabtech God," and for good reason—he’s got all the insider knowledge and connections you need to maximize your trade show experience. 

We talk about Fabtech’s move to Orlando this year, why pre-registration numbers are off the charts, and what you can expect from this year’s show. Doug shares some valuable insights on how to make the most out of attending, from getting attention at your booth to networking tips that actually work. We also dive into the latest industry trends, like the explosion of automation and robotics, and Doug’s predictions for the future of Fabtech in Orlando. 

Whether you’re an exhibitor or an attendee, you don’t want to miss this episode packed with tips and behind-the-scenes stories straight from one of the industry’s biggest trade shows.

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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

Challenges and Opportunities in B2B Industrial Companies

In this episode, I dive into how to turn challenges in industrial marketing into opportunities, especially for B2B companies. 

I start by highlighting the pervasive mindset issue within many industrial companies, where traditional approaches hinder marketing progress. I explain how to challenge this mindset by embracing differentiation in your marketing strategies. 

Next, I discuss resource constraints, whether human or financial, and the importance of working with niche-focused agencies that truly understand your industry. 

Lastly, I tackle the competitive landscape, emphasizing the need for content creation to stand out in crowded markets. 

Whether it’s video, written content, or other forms of media, producing relevant, valuable content is key to capturing attention and driving results in the industrial sector.

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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

Trade shows are back in full swing, especially heading into fall 2024. In this episode, we dive into how to dominate trade shows for our clients and ourselves. Alex and I discuss essential pre-show tactics to ensure your booth attracts maximum attention and capitalizes on leads.

For exhibitors, start with reviewing the exhibitor list to reconnect with past clients and identify potential new leads. Understand the layout and position yourself strategically. Collaborate with neighboring booths and monitor your competitors to maximize your reach.

If you're walking the show, planning is key. Create a list of target clients, map out your route to avoid unnecessary back-and-forth, and ensure efficient use of your time. Engage with exhibitors when they’re less busy and make meaningful connections.

Whether exhibiting or attending, pre-show marketing is crucial. Promote your presence on LinkedIn, create engaging content, and utilize email marketing to build anticipation. Salespeople should take an active role in this process, using personal outreach to enhance visibility.

Post-show, follow-up is vital. Pre-plan your follow-up strategy to ensure no leads slip through the cracks. Use your CRM to manage leads and maintain engagement, ensuring you convert connections into tangible business opportunities.

#TradeShowTips #IndustrialSales #MarketingStrategies

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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

Industrial Web Site Tips In 2022 For More Conversions
Your industrial or manufacturing company’s website may not be converting as many sales as it should be. Here are 4 key steps in order to turn your website into a critical driver in your sales funnel.

Step 1. Website Purpose
Your website is your always-on, the often first impression for viewers. It should put your company’s best foot forward, not simply “validate” it. The site tells the view/customer who you are, what you do, and why you do it. Doing this right can cost some money, but it does require regular attention as technology and tactics change and your website adapts to the times.

Step 2. On-Page SEO
Most companies don’t even know what they need to do in order to optimize their pages for search engines. Hovering over your website’s tab on a browser shows it’s a meta tag. Meta tags can be described as “info within the info”; optimizing them helps your site rank higher and pull in more of a share of the precious few web searches within your industry.

Step 3. Page Navigation.
Does your website’s user interface (UX) present the most important info in the best and most easily navigable way? Guide viewers to what you want them to see, but guide them gently. Optimize ease of use within your website so people can find what they’re looking for with little to no effort.

Step 4. Conversions/Booking Time.
Provide direct-contact booking with a representative; incorporate it into a calendar app to eliminate back-and-forth scheduling. Always get a prospect's contact info and a “how did you find us?” type of option to optimize where to adjust or focus on future prospects. Allow them to share as much info as possible, including documents and files.

#industrialwebdesign #industrialwebsite #manufacturingwebsite
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Awesome Playlists :

Content Marketing & Social Media : 
 https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT

Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN

MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j

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Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/

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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

5 Steps to Becoming a TOP Technical Sales Engineer
If you’re in technical sales or aspiring to be, in this episode we’re going to break down the top five steps to be dominant in your industry.

Step 1. Assess your current vehicle. 
Is your current employer limiting your growth? 
- No matter all the company perks, if you are capped on commission, you will not grow. Do you have the needed support team? Weigh your needs against your current value.

Step 2. Commit to Learning. 
Learn the people side of sales; sales is 80% people skills, and 20% technical skills. 
- Decide the best approach for you to learn and train, train, and train! Just don’t show up and throw up at a pitch. Adapt to the changing circumstances and methods for selling.

Step 3. Prospecting.
Build a database of prospects that works for you. 
- LinkedIn Sales Navigator is an essential tool that can build you a list for such a small cost. You have to prioritize the prospecting, never put your sales funnel on pause, even if you think you are at full capacity.

Step 4. Commit to LinkedIn.
Create content and interact with your network on a daily basis. 
- 30 minutes a day should be spent prospecting your network, and 30 should be spent engaging with your existing network. 
- If you’re only using it to sell, people can tell and it’s not a good look. 

Step 5. Plan Your Week.
- Break your days/weeks out into sustainable routines for prospecting, sales, networking, and other valuable activities. 
- Make a focused power list of 3 to 5 things that includes existing opportunities and creating new ones.
- Schedule entire routines if you can, but at the least, put the important items into your calendar.

#salesengineer #salesengineertraining #industrialsales
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Subscribe For More Video Content :
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Awesome Playlists :

Content Marketing & Social Media: 
 https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT

Sales: https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN

MFG Tribe TV: https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j

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Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/

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Subscribe For More Video Content :
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LinkedIn : https://www.linkedin.com/in/kylemilan/
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__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

Want to increase your Email Marketing Strategy Impact for Industrial Manufacturing in 2022?

If you feel that your email marketing strategy has gotten a little stale, now is the time for an update. You should utilize these strategies to grow your industrial manufacturing company. In this episode, I’ll show you how to best utilize your email marketing strategy for industrial manufacturing sales for the new year.

Email practices you should avoid:

- Avoid cold message introductions
- Ugly design
- Impersonal blanket ads
- Lengthy texts and images
- Large contact list emails

The utilization of a CRM system can provide the email functions that you need to help grow your industrial manufacturing sales market. These CRM systems can provide customization, list creation and make it easy to send your email content to your market.

Here are some key steps in guiding your email marketing sales strategy for 2022: Step 1. Build your contact list and set up your automated CRMS system. This list can be contacts you’ve acquired over the years from: trade show contacts, website leads, and newsletter lists. Organize and categorize these contacts in your CRM system to tailor them to your specific contact categories.

Step 2. Create valuable content for your email. Your content marketing strategy is critical to pulling in sales. It should be thoughtful, personalized, and left-justified. Simplify your informative message and provide links to your content and your contact information in these emails. Provide value and avoid spamming your contacts list. You want your email to appear as it was personally sent.

Step 3. Be Consistent. Your email schedule should be consistent to prevent your market from getting stale. In order to provide consistency, utilize the schedule feature of your CRM system for your content. Schedule your emails at regular intervals (every 2-4 weeks) to provide relevant information like trade shows, product launches to plan the timing of your emails to your contact list.

#manufacturingemailmarketing #industrialadvertising #industrialmarketing
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Subscribe For More Video Content :
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Awesome Playlists :

Content Marketing & Social Media : 
 https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT

Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN

MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j

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Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/

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Subscribe For More Video Content :
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LinkedIn : https://www.linkedin.com/in/kylemilan/
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

Learn my pro tips on account based marketing for Technical Sales Engineers

You may not know how to apply account-based marketing to your technical sales engineering role. But, this can be an expert tactic to boost your success in your role.

Account-based marketing is going after a specific group of people. Your target market is more specific than broad generalizations. Account-based marketing involves researching and narrowing your marketing from a shotgun approach to a targeted, specific approach.

At MFG Tribe, we utilize the term ‘strategic marketing’ but it is essentially the same as account-based marketing. Our primary market is industrial companies and there are a lot of those around. Because we don’t work with our client’s competition, our target market narrows significantly.

In this episode, I’ll show you the benefits and downsides of using account-based marketing.

There are some downsides to using account-based marketing alone. You may miss significant opportunities, especially when you are only going after big companies, such as Fortune 500 companies. You should never put all your eggs in one basket.

You should cast the right net for your business and look to catch all of the following: whales, sharks, and fish. Account-based marketing doesn’t just mean going after the big companies, or the whales. Sometimes the smaller fish can close deals faster and even turn into a bigger shark or whale.

Do the research to determine your specific and targeted audience for your goods or services. Utilize several targets to really narrow your focus, such as sector, geography, revenue, and size.

Blend conventional (shotgun approach marketing) and account-based marketing with the following tips:

1. Parse your targeted audience into three categories:

a. Whales: provide a big impact but typically a slower sales cycle

b. Sharks: provide a moderate impact with a moderate sales cycle

c. Fish: provide a smaller impact but typically a faster sales cycle and an opportunity to grow into sharks or whales

2. Focus on omnipresence of being everywhere all at once. Maintain presence and consistency on multiple platforms such as direct contact, social media, website, and targeted ads. This is actually achievable in our current digital age. If everyone knows about you, your value proposition, and the benefits of your services, people would naturally come to you. Be super loud and share content frequently.

MFG Tribe is an expert in strategic marketing for industrial services. Our end goal is to build omnipresence for our customers so that their clients see them frequently.

How to put this to work:

Step 1: Identify leads

Step 2: Reverse engineer to find out what they are looking for and put this in your content

Step 3: Build a list of your account-based marketing targets (use LinkedIn to build your list)

Resources: zoominfo.com, linkedin.com, technicalsalesu.com

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Awesome Playlists :

Content Marketing & Social Media : 
 https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT

Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN

MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555Fr

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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

The new year is 3 days away, have you already started thinking about what you're going to do differently next year? Whether is in your personal life or business, don't wait to start becoming the best version of yourself to reach your goals.

In this episode, I cover the key areas that I personally have seen the most success in my journey to set massive goals and actually achieve them in a short amount of time.

#technicalsalesengineer #salesengineer #salesengineering

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Subscribe For More Video Content : https://www.youtube.com/kylemilan Awesome 

Playlists : 

Content Marketing & Social Media : https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT 

Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN 

MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j 

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Say Hi on Social: 

LinkedIn : https://www.linkedin.com/in/kylemilan/ 
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 __________ 

Connect For Business: 
MFG Tribe: https://mfgtribe.com 
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ 
Technical Sales University: https://training.technicalsalesu.com/enroll 
Tech Sales U on LinkedIn: https://www.linkedin.com/company/techsalesu/

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Subscribe For More Video Content :
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LinkedIn : https://www.linkedin.com/in/kylemilan/
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Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

Struggling to land your DREAM JOB in technical sales and make it the fulfilling career you’ve always wanted?

In this episode, we’re going to cover the main areas of focus and questions to ask yourself to make it in the industry:

How to Get Your Technical Sales Engineer Dream Job

Reflect on Your Current Role
Look at it from all angles; how much have you gotten out of your position in the last several years? Measure your progress over time and see if you’re on track to your income goal. There’s no wrong time to make a change, whether it be to a competitor or a different industry. The crucial question to ask yourself is this - “is this position that is going to get me to my goals?”

Assess Your Current Compensation
What is your realistic expectation for base pay with your experience and in your area? Do you have a revenue-based commission? Don’t let your commission plan get too complicated; even something as simple as 2% commission on revenue can compound over time. You should be paid for the money you convinced the customer to spend. What will eventually drive you to your goal is a revenue-based commission plan that allows you to be rewarded, boost your confidence, and go the extra mile for your employer and client.

Optimize Your LinkedIn Profile
Use the same techniques to sell yourself, instead of just your company. Customize your profile headline to a relevant hook, for example, “Providing Corrugated Solutions to Medical and Aerospace Companies Throughout the US.” Itemize and highlight your career growth to spark interest. Having potential employers and clients coming to you instead of you searching for them is the ideal state.

Build Your LinkedIn Network
Identify and seek out your ideal employers from your target industry, and connect with the right people there such as CEOs, owners, VPs, sales, and marketing employees. Look at their circle of influence. Get to the point where your skills and connections are opening up opportunities - remember instead of selling your service, you are selling yourself.

Explore LinkedIn Jobs
If your LinkedIn profile is optimized, it will serve as your comprehensive resume. “Easy Apply” on some positions is a massive time saver - take advantage of it! On LinkedIn, employers are already looking for you while you are looking for them. If you’re engaging, networking, and sharing on the platform consistently, you will stand out to potential employers.

Directly Message and Engage
Don’t be afraid to connect with and directly message the CEOs, VPs, and anyone at the top of the company. Be strategic, don’t be engaging coldly without already having built out a persona and providing content of value. Remember the circles of influence.

#salesengineerjob #howtogetasalesengineerjob #salesengineer
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Subscribe For More Video Content :
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Awesome Playlists :

Content Marketing & Social Media : 
 https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT

Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN

MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j

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Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
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Subscribe For More Video Content :
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Facebook: https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll

Picking an Industrial Marketing Agency
Most industrial and manufacturing companies need outside help to really boost their marketing performance, there simply aren't enough people in the internal department to cover ALL of the needs. Have you ever tried to hire an agency and run into tons of roadblocks on their experience in your niche? That's exactly why I started MFG Tribe 6 years ago, to help those technical companies with a technical team of people that know EXACTLY what they do.

MARKETING TEAM
- Most industrial and manufacturing companies have a small team of less than 2
- Internal resources are limited because the department can't handle all aspects of marketing
- Determine what you can and can't do with your internal team

BUDGET
- What should your annual budget be?
- Minimum budget should be $5K per month and higher to see significant results
- Ideal budget should be $90K - $125K per year depending on how much you want to spend on advertising

THE WAY WE DO A DISCOVERY CALL
- Our initial call is simple, we want to know 3 main things
- What are you currently doing with your marketing?
- What are you looking to accomplish with your marketing?
- What's your monthly or annual budget to achieve this?

EXPERIENCE
- Work with someone that is focused on the industrial niche
- Don't just work with any type of B2B agency
- MFG Tribe is the most experienced and strategic in this niche
- Less time is spent onboarding you if they know your industry

STRATEGY
- Simple for Industrial companies
- Build up and continue efforts towards organic SEO
- Create content (video and articles)
- Focus on LinkedIn as the only social platform
- Distribute that content to strategic platforms (social, web, email, tradeshows, etc)

TIMELINE
- It should not take 3 months to start seeing activity
- Onboarding should only take a maximum of 30 days
- The faster they move, the quicker you get new opportunities
- We start producing content within 3 weeks of signing a contract with us

COMMUNICATION
- What's the main method of contacting your agency?
- We use Teamwork Projects to communicate ALL information to our clients
- We don't email anything, everything goes through the cloud-based software
- All history, files, approvals, messages, revisions, etc are located in a single place.

PERFORMANCE
- What KPI's are you tracking?
- What are your goals?
- Do you have a 30-60 minute call at the end of the month to review performance and discuss any strategy changes that are needed?


#industrialmarketing #manfuacturingmarketing #industrialmarketingagency
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Subscribe For More Video Content :
https://www.youtube.com/kylemilan

Awesome Playlists :

Content Marketing & Social Media : 
 https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT

Sales : https://www.youtube.com/playlist?list=PLdmOG7sUsCQyeRMYZVnHKbeYT7fjeGhvN

MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j

__________

Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram : https://www.instagram.com/kylejmilan
Facebook : https://www.facebook.com/KyleJMilan/

__________

Connect For Business:
MFG Tribe: https://mfg

__________
Subscribe For More Video Content :
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Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
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Facebook: https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://mfgtribe.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/
Technical Sales University: https://training.technicalsalesu.com/enroll