Explore every episode of the podcast Your Marketing SUCKS with Kyle Milan
Dive into the complete episode list for Your Marketing SUCKS with Kyle Milan. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
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Title
Pub. Date
Duration
Talk Shop Ft. Doug Trout - The King Of Fabtech
03 Sep 2024
00:45:42
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.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://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
27 Aug 2024
00:22:14
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.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
MASTERING Industrial Pre-Show Tactics
25 Jun 2024
00:28:29
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.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://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
21 Jan 2022
00:18:11
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.
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://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/
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://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
20 Jan 2022
00:17:15
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.
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://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/
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Email Marketing for Industrial Manufacturing Companies
18 Jan 2022
00:13:26
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.
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://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/
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Technical Sales Engineer Account Based Marketing Strategy in 2022
13 Jan 2022
00:22:11
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)
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555Fr
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Your 2022 Guide For Change and Domination
11 Jan 2022
00:22:35
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.
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/
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
How To Get Your Technical Sales Engineer DREAM JOB
06 Jan 2022
00:21:22
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.
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
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://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
04 Jan 2022
00:16:03
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?
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 : https://www.youtube.com/kylemilan __________ 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://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 with MFG Tribe
30 Dec 2021
00:15:46
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?
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 : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Industrial Marketing for Manufacturers - Quickly Build Your Brand Awareness
16 Dec 2021
00:10:13
Have you been struggling to increase your industrial companies brand? In this episode, I cover the main areas for you to focus your attention on.
PERSONAL BRAND VS INDUSTRIAL COMPANY BRAND - Your personal brand is often overlooked and should also be focused on because it can be very powerful for your employer and yourself if you're ever looking to make a change down the road. Don't only associate yourself with the company. - Your companies competition: Google Search vs RFQ Competition - How are you different than your competitors from your marketing strategy, are you just doing the same thing as them? - How can you stand out and create noise/attention to your brand?
CREATE CONSISTENT CONTENT - Most companies in the industrial space aren't creating content consistently. - You have set a schedule and stick with it. - Have you partnered with an agency like MFG Tribe that knows your industry and how to stand out?
CONTENT CATEGORIES Written Content - Articles / Blogs - Case Studies - User Guides - Create 2-4 articles per month
Video Content - Create 2-4 videos per month - Create videos from your successful articles - Behind the scenes videos - Don't only create "corporate overview" videos - Videos about your services, products, categories, value proposition, case studies, industry content
USING LINKEDIN TO DRIVE YOUR BRAND - Best platform for marketing to industrial brands and companies - Allows you to reach your target customers easily - Remove boundaries for building your pipeline - Weekly strategy for LinkedIn can be found here: https://youtu.be/8-fotvNLG00
USE DATA - Help build your case for a strong content marketing strategy by proving that your traffic and revenue are down or not increasing as they should.
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://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/
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Technical Sales Engineer - Weekly Routine to DOMINATE in Your Industry
09 Dec 2021
00:13:47
It's easy for your week to "get away from you" when you're a technical sales engineer, in this episode, I cover how should break down your week into 3 distinct categories of time management.
Current Deals / Opportunities (25% of your week) - Don't get tunnel-vision on a sale in progress, even if you don't have a support team - Over-focusing on one deal can mean missing out on several others
Follow Up (25% of your week) - Deals are made with multiple contact follow-ups - Alternate your contact methods -- Emails -- Phone Calls -- Text Messages -- Personal Visits -- Snail Mail -- LinkedIn Messages
Hunting For New Business (50% of your week) - Always be filling the pipeline - New contacts can come from; Current Customers, The Unsold, LinkedIn, LinkedIn sales navigator - Create content on a consistent weekly basis
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://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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When to Use Paid Search in Industrial Marketing
18 Jun 2024
00:29:35
In this episode, I dive into the strategic use of paid search in industrial marketing. We discuss when it's appropriate to invest in paid search, from companies spending a few hundred dollars to those with budgets exceeding $50,000 per month.
Key points include the effectiveness of paid versus organic search, understanding search behavior, and the impact of Google's continuous scroll and AI system Gemini on search results. I also cover the importance of optimizing campaigns for quality scores, and how to use geofencing and retargeting to maximize reach and effectiveness.
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Small Business Marketing - 5 Steps to Grow Your Small BusinessToday
03 Dec 2021
00:13:51
If your small business marketing strategy isn't performing or if your small business isn't increasing revenue as you hoped for, in this episode, I cover 5 steps to get you going in the right direction.
Value The first step is to really determine if your small business is providing enough value to a company or person that it can grow and scale as much as you are expecting. Often times your small business can be a great side hustle, but not viable to hit the high-income levels you're expecting.
Niche Do you have a niche for your small business or do you serve everyone? Niching down is a great way to focus on being the thought leader and leading source to solve the problem with your service or product. Be careful though, I feel that you can be too niched down and cause yourself to be stuck in a box.
Cost and Pricing - Do you have your cost under control? - Are you still paying for subscriptions that you don't really need? - Stay on top of recurring expenses in your small business - Your pricing should reflect your work and expertise, sometimes you need to drastically increase your price
Your Team - Build your small business team to support your real needs - You don't have to fully replace yourself - Hire multi-skilled operators - Hire with intent for your employees to grow within your small business
Marketing - Do as much of it as you can yourself - Utilize free learning sources like YouTube to teach yourself everything you need to know - Outsource small jobs when necessary and use sources like UpWork and Fiverr
Examine your Sales - Audit your sales team's performance, if you have one - Hold your sales team accountable for KPI's that you set.
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
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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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Technical Sales Engineer - Building Your Pipeline in 2022
30 Nov 2021
00:12:36
If you're a technical sales engineer and looking for new ways to build out your pipeline, in this episode I cover the core areas to provide massive growth.
Intent / Stages The stages of a technical sales engineer's pipeline should be simple, but often people complicate it too much. - Lead (a person at a company, not qualified yet) - Prospect (this lead has been qualified by a salesperson) - Quote Sent (pricing has been sent to the prospect) - Closing (this is where you follow up to close)
Existing Contacts Technical sales engineers should go after everyone you know and everyone that knows your company. - Current customers (the fastest way to quickly grow an account) - The Unsold (these are people that you've quoted over the past 3 years but never closed) - All other contacts (people you know, tradeshow contacts, email lists previously used, literally EVERYTHING your company has)
Hunting for New Contacts This is where a technical sales engineer goes out to hunt for new people at the top of your funnel. - LinkedIn (Sales Navigator) - ZoomInfo for data sourcing
Follow Up This is what separates the great sales engineers from the good ones: - Try different methods of contacting them (LinkedIn, email, phone, personal visit, cold visit, snail mail)
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
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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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5 Areas To Focus Your Industrial Marketing in 2022
23 Nov 2021
00:35:31
Where are you spending the majority of your marketing efforts? How did your 2021 end up based on the goals that you set? If you are looking to change things up, in this episode I cover the main 5 areas to focus your attention on with your Industrial Marketing strategy.
Core Areas to focus on:
Website / SEO - Your website should be updated to take advantage of the traffic you're getting. Focus on user experience and call to action - SEO is a long-term play, make sure that your on-page SEO is set up correctly so you're focusing on the right areas and begin increasing your rankings
Content Marketing - For Industrial companies, you need to focus on creating written and video content to stand out from your competition. Be consistent and develop a plan of action
Social Media - LinkedIn is the only platform you should be paying attention to, post 5 days per week with a mix of 80% content about your company and 20% about the industry.
CRM - You need to have a CRM system in place to help with follow-up and moving new opportunities through your pipeline.
Sales Process / Training - How robust is your sales process? Are there areas for improvement? Never stop learning, for the best technical sales training out there, check out Technical Sales University
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
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Technical Sales Presentation - Don't Show Up and Throw Up
16 Nov 2021
00:46:07
On today's LIVE we talk about the best methods when pitching people to deliver a solution instead of just throwing up your capabilities.
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
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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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Industrial Sales and Marketing: Adapting Your Strategies and Tactics
09 Nov 2021
00:28:37
Have you been adjusting your industrial sales and marketing strategies to focus on what's working today or are you still doing the traditional ways?
Come join me for this episode of "Industrial Growth" at 12pm CST!
Join me every week for 3 LIVE shows: Monday - Industrial Marketing Wednesday - Technical Sales Friday - Small Business and Side Hustle Marketing
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
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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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Did your technical sales pipeline take a massive hit once the covid lockdowns start and are you still struggling to get things back to "normal"? In this episode, I dive directly into what has proven to be the best tactics to continue driving new revenue opportunities even during these "not so normal" times.
Traditional Sales The traditional sales methods that have worked in the previous years were turned upside down for technical sales engineers and are no longer as effective as they used to be or can't be accomplished due to different rules/restrictions. - Face to Face - Trade Shows - Cold Calls - Cold Visits
Virtually Selling For those technical sales engineers and companies that promoted selling virtually, there wasn't much of a massive change like the rest of the industry. A lot of their potential customers were working remotely and couldn't be contacted doing the traditional technical sales methods. For a lot of our clients and friends in technical sales engineer positions, they thrived during these times because their competition was left on the heels of not knowing what they should do next.
LinkedIn has played a crucial role in the new way of selling as a technical sales engineer. There are some key steps below to follow so you aren't left doing what everyone else is doing wrong. - Optimize your profile - Build your network with decision-makers AND their circle of influence - Create content and post something 5 days per week, M-F - Engage with your network on a daily basis - Build relationships by commenting and sharing other peoples posts within your network
This may seem simple because it is...but 95% of technical sales engineers won't do it.
MFG Tribe TV : https://www.youtube.com/playlist?list=PLdmOG7sUsCQxpP555FrTQaYpzlkeaqp0j
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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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SEO for Manufacturers and Industrial Companies | How to Boost Google Positions
27 Oct 2021
00:14:28
Everyone talks about SEO but most industrial companies don't focus on the amount of potential traffic that can come from a strategic SEO strategy and execution.
The best tool out there to assist with this in my opinion is SEM Rush.
If your website content doesn’t match what users want to see or if your website simply doesn’t have enough content for the algorithms to determine whether it’s worthwhile for users, your rankings will drop and your website will be buried beneath your competitor’s websites.
We stay ahead of most companies by tracking the SEO volatility on a daily basis and react to the changes/effects immediately, instead of waiting for you to tell us.
3 STEPS AUDIT All SEO projects begin with a full digital health audit so we can understand the current state of your website (on-page) and your backlinks/referrals (off-page). – SEO Health Scoring; Keywords, Backlinks, Site Structure, Page Speed, Links, Titles & Meta, Alt Image text, Page Word Count, Duplicate Text, Errors / Warnings / Notices – Website design & UX
RESEARCH Perform comprehensive research on what the best keywords should be based on your services/products and compare the monthly search volume against it. Then assign a keyword phrase to each page of your website and begin analyzing the content for new copywriting.
IMPLEMENT After the SEO strategy is established, implement an efficient and aggressive process. Speed is the main driving force, and everything must begin immediately to start tracking the results.
– Website content optimized based on a new strategy and audit report – All errors from the audit report are corrected
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Technical Sales Engineer Prospecting for New Revenue in 2022
26 Oct 2021
00:11:19
In this episode, I share the top 5 places to find revenue opportunities for a technical sales engineer going into 2022. With covid affecting everyone in a technical sales engineer role, the old way of selling stopped working back in April of 2020 and companies have been scrambling to fill their pipelines back up after so much lack of activity for over 12 months.
The TOP 5 Areas:
CURRENT CUSTOMERS Your current customers are the lowest hanging fruit for a new revenue opportunity as a technical sales engineering. While most people say "yeah I know that" they typically don't put much of an effort into actually trying to upsell or get new projects from their current customers.
THE UNSOLD The unsold are people that you've quoted in the past but weren't able to close the deal for whatever reason. Most likely your employer has a database of multiple years worth of opportunities that weren't closed. - Reach back out to those people and see how things have been going - The project you quoted is most likely not active anymore so see if they have the time for a quick 10-minute conversation so you can see what they've been up to - Don't just take a co-worker's opinion if there's an opportunity or not, do your own research and make the call anyway.
CURRENT CUSTOMERS COMPETITORS - If you've been doing good work within an industry, company size, or other demographic, reach out to all of your current customers' competitors. In a technical sales engineer role, you don't typically offer exclusivity so all of the competitors of your customers are fair game to prospect to. - Oftentimes it's easier to get into a company by saying that you know their industry and have done great work for their competitors
LINKEDIN INDUSTRIES - Do reach on what industries your current customers are classified as - Search that industry and filter with geographic region, company size, etc - Build out a list of potential new customers - Expand into other industries and do the same as the above - Focus on connecting with people from with the "job function" that would be considered a decision-maker AND influencer category.
COMPETITORS CUSTOMERS - This is cheesy and some people frown upon it, but a quick way to build a prospect list could be by visiting your competitor's website and looking at their case studies and customer logos. Go into knowing that you most likely won't be able to convert that specific company but looking into those industries and companies like that can significantly help.
#industrialsales #technicalsales #salesengineer
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Industrial Video Marketing Guide in 2021
19 Oct 2021
00:14:00
Industrial video marketing is the best strategy to significantly boost your brand and drive a ton of new traffic into your pipeline. Video has been favored by all platforms and algorithms for the past 12-18 months because it has the most engagement!
My Industrial Video Marketing Guide in 2021 and 2022:
TOPIC SELECTION ----Category 1: Services and Products: Create a minimum of 1 video for each of your services or product categories that should be in the 3 min - 6 min video length range ----Category 2: Recruitment Videos: There is a massive labor shortage of people in the industrial/manufacturing space, creating videos that show the job titles that you're looking for and what it's like to have that job gives someone insight before they even apply. ----Category 3: Demonstrations: Demo your products or services showing people exactly what your value proposition is and how your solution applies to their problem. This is a great educational piece to teach your potential customers about why your solution is better than the rest. ----Category 4: Educational: People either want to be educated or entertained and identifying yourself as the subject matter expert by flooding the market with educational pieces is the first step in establishing trust in your and trust in your brand. This can also greatly help people for free thus creating some brand loyalty to you in the future.
DEVELOPMENT / PLANNING - Video length of 2 min - 7 min long - Hire a strategic agency like MFG Tribe to do a quarterly content strategy to stay within budget and get 10x the volume of content
VOLUME - For every single full-length video of 2 min - 7 min you get 1-3 Microcontent videos that are 60 seconds in length - MC videos should have subtitles - Square format meant for social media posting
DISTRIBUTION - Full-length videos hosted on either YouTube or Vimeo - Embed videos onto your website and every service/product category page - Post on LinkedIn company page(full video and MC videos) - Post on LinkedIn personal profile (full video and MC videos) - Email 1 or 2 of these videos to potential customers to "educate them", this should be on a monthly basis
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
LinkedIn Content Strategy 2021 | LinkedIn For Business | LinkedIn Marketing Tips
12 Oct 2021
00:13:17
How has your LinkedIn content strategy been working so far in 2021? If you didn't see the results you were expecting, then this episode has EVERYTHING that you need.
I break down our weekly LinkedIn strategy and exactly how we schedule the content at our Industrial Marketing Agency for our clients as well as our own content.
The Weekly LinkedIn Content Strategy - Post content 5x per week - Have a mix of content about YOU and content that plays to the "persona" of your audience - Share the content daily through your personal LinkedIn profile - Focus on a mix of video content and written content - Linked all graphics back to specific pages of your website
The above strategy has helped all of our clients dominate on LinkedIn and have a massive impression and engagement rate consistently every single month.
Be sure to check out all of my LinkedIn Strategy videos in my playlists and send me a connection request on LinkedIn!
Say Hi on Social: LinkedIn : https://www.linkedin.com/in/kylemilan/ Instagram: https://www.instagram.com/kylejmilan Facebook: https://www.facebook.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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Using Hubspot in Industrial Marketing
11 Jun 2024
00:43:17
In this episode, I discuss why HubSpot is the best CRM system for manufacturing and industrial companies and provide a deep dive into its functionalities. As a HubSpot Platinum partner, my agency, MFG Tribe, leverages HubSpot's robust features to enhance industrial marketing strategies. I explain how to properly utilize CRM systems, emphasizing the importance of custom fields, sequences, workflows, and detailed reporting to optimize sales and marketing processes. Additionally, I cover pricing tiers and integration options, helping you choose the right HubSpot package for your needs.
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Technical Sales Prospecting Tips | Increase Revenue With The Circle of Influence
28 Sep 2021
00:09:36
Do you ever run into any problems with your technical sales prospecting where you can't get anyone to respond to your pitch? Something that has been tried and true for the past decade is focusing on the circle of influence at the company you're trying to pitch to.
Too often salespeople only focus on the decision-maker, especially in technical sales prospecting, which can lead to roadblocks and a lot of time wasted just waiting for people to respond.
In this episode, I discuss exactly how to go around the decision-maker and focus on their circle of influence, which often includes; - People below them but still in the same department - Managers and Directors of other departments often have meetings with the decision-maker on other topics.
LinkedIn is a great tool at your disposal to quickly find your decision-makers circle of influence right within the company employee list. If you're looking for exactly what works and to fill up your technical sales pipeline quickly, then focus on the circle of influence. #salesprospecting #industrialsales #salesengineer
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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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How to Minimize Prospecting Dead Ends on LinkedIn
13 Jul 2021
00:13:17
How to Minimize Technical Sales Prospecting Dead Ends on LinkedIn
In my experience, LinkedIn is the best social platform and prospecting site for B2B companies. Why? For starters, it’s the only platform oriented around businesses and professional connections.
But even on LinkedIn, you can still hit roadblocks. This LinkedIn strategy will begin delivering concrete results within a month, and it will require less than two hours of your time per day. Here are the steps involved:
1. Build your network.
Currently, LinkedIn caps connections at 50-100 per week on LinkedIn. Whatever that ceiling is, make sure you reach it every single week. And be strategic. Maybe alternate the target job function from week to week in order to make your network more diverse.
Also, when sending out requests, make the message basic and go straight to the point.
What’s an example?
“We produce content relevant to your industry and I think you might get some value out of what we create. I look forward to connecting.”
2. Like and share your company page’s content.
Someone already went through the trouble of creating that content. Now all that you have to do is get it to the right people. And it’s as simple as liking it or sending it directly to someone who might benefit from it. And do note that the LinkedIn algorithm values shares higher than likes.
3. Engage with your network for 30 mins a day.
Most people you’re trying to sell to don’t get much engagement on your post. By engaging with those people on their content, they’re going to be more likely to respond when you reach out and want to chat. Nobody wants to get a connection and immediately be contacted with a sales pitch.
4. Send one piece of content your company has created to 75 people per day.
Again, don’t spent too much time writing lengthy messages. Keep it simple. An example is: “We just wrote these two articles and I think you might get some value out of them. Please let me know what you think.” Include the direct link. Cut and paste.
5. Ask connections if they have a need once those relationships are established.
After three or four weeks of working to improve these relationships, ask the people if they have any need for what you sell. Your goal is to contact 75 people per day. Write something like:
“Hey, I just want to know if you can spend 20 mins on a chat to see if you have a need for my company’s product, which will increase your efficiency, help you accomplish XYZ, etc. If you have a need, are you open to a call?”
This message shouldn’t exceed 2-3 sentences. Keep it brief.
6. Organize and record your data and contacts.
You can export connections and create columns to keep track of who you’ve sent things to. You can filter for “yes” and “no”, which will help you track efforts and measure your performance.
7. Be consistent.
If you dedicate yourself, you’ll have opportunities coming into your pipeline. Devote 30 days to this. Consistency and persistence make the difference.
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Awesome Playlists :
Content Marketing & Social Media : https://www.youtube.com/playlist?list=PLdmOG7sUsCQzCW9lipIVtEtGJUn-mliFT
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Industrial Marketing Isn't One Size Fits All
29 Jun 2021
00:12:46
Industrial Marketing Isn't One Size Fits All
If you’re a self-starter and you’re piecing together a marketing strategy for your industrial company, then good for you. There’s a lot of great content out there and if you’re trying to take advantage of it, you’re smart. But take a step back as you’re doing this and think through if the tips you’re seeing are the best for your company.
Simply put, industrial marketing isn’t one size fits all. While marketing strategies for the industrial and manufacturing sectors have the same pillars and areas to focus on, execution is going to look drastically different depending on what you do and who you do it for.
There are two general buckets for industrial: services and products. Who you are marketing to for services versus products can look completely different depending on where customers spend their time.
We here at MFG Tribe recommend you start by looking at five key areas of any marketing strategy:
1. The website
There is no point in spending on marketing if your website isn’t equipped to do what it’s supposed to do. It has to be able to handle traffic, channel people into your sales funnel, and get them to convert. It’s possible that your website needs some work. It’s possible, under some circumstances, that your website needs a ton of work.
But don’t think you need to automatically scrap your website and start from scratch just because it isn’t perfect. Spend some time making sure that your site is optimized with CTAs. Look at your main pages and make sure that they’re doing what they’re supposed to be doing. The website is always the starting point.
2. Content
You'll need a mix of written content and video content. Yes, video content is the most popular at the moment, but written is still incredibly important. And viewers are actually split 50/50 on whether they prefer video or written content, even if video tends to be easier for audiences to consume.
3. Getting Attention
So you’ve spent the money and time creating content. Now get it some attention. How you do that is going to depend on what it is that you do and how big your company is. You need to have an active social media presence. You have to be distributing it via email.
If you sell a really cool product, then shooting a promotional video and posting it to Instagram is likely to get so much more engagement than shooting a promotional video when you offer a service. But that promotional video on a service could still do really well on LinkedIn. It’s those considerations at every step of the way that determine how good your strategy is and how successful it’s going to be.
4. Follow-Up
You have to continue to do this and follow up. If you have an opportunity, if someone asked you to send pricing for something, following up in different ways is extremely important.
5. Speed It Up
This is where advertising comes in, since organic content can take weeks or longer to begin delivering results. Be very strategic about your advertising. Make sure that you’re going after a specific group of accounts, types, personas, titles, etc.
If you want a little help from MFG Tribe, then you can give us a call, check out our channels, or reach out to me on LinkedIn. We do literally the exact same thing that I'm telling you to do right now because we know that's what works.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Best Practices of a Technical Sales Engineer
15 Jun 2021
00:17:23
Best Practices of a Technical Sales Engineer
Are you a technical sales professional or technical sales engineer? If you are, then we need to have a little heart-to-heart. And if you make it to the end of this video feeling like any of this resonated with you or could benefit someone you know, take the time to share it and subscribe.
In this episode, I’m going to cover the top practices you need to succeed in 2021 as a technical sales professional, as an industrial sales person, or anyone else in industrial sales marketing or manufacturing sales marketing.
I’m just going to start by naming them. Here they are:
1. Get out of your comfort zone.
Stop doing the same thing you’re doing if those methods don’t work. And challenge yourself to start producing content. Why is this so important? Focusing exclusively on trade shows does not work anymore. Just being passive does not work and never worked. If you’ve grown soft and lazy because you just sit and wait for a paycheck then don’t forget that you could soon be on the chopping block.
If I’m the owner of that company or leader of that sales team and I see the same low level performance and no initiative to improve it, then you’re getting cut. I’m just being realistic. Most of your managers are way too soft on you, and that’s not going to last forever. You need to look up and realize that you’re not getting anywhere fast with only the old methods. And that’s because so many more sales are coming from those online and social media connections.
2. Focus on LinkedIn as the prime spot for new industrial sales relationships.
It’s all about your personal brand. If your company isn’t producing content, then you have to produce content. And LinkedIn should be more important than anything. It’s where you can get the attention of the people you’re trying to get ahold of, and you can get that attention faster through LinkedIn than through any other means. It’s better than phone a call, email, or a cold visit. Plus you can use LinkedIn from anywhere.
3. Stop thinking about self improvement as something that you don’t have time for. You have time, but you just don’t want to do all that’s involved in making it a priority. I'm so tired of seeing the same mistakes happen. If you’re a technical sales engineer or you work in industrial sales marketing, take the time to mix it up.
You have no idea how much it will pay off when you invest in your own personal brand. And all it takes is pulling out your phone and creating some content. Document your journey as a sales engineer. Let people know what you’re working on. Let people know what you’re doing to push the ball forward. I’m so tired of seeing people give up and sit back because they’ve given up on improving themselves. It does not matter what industry you’re in.
#salesengineering #technicalsales #salesengineer
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Industrial Marketing: Paid Advertising vs Organic Content
08 Jun 2021
00:20:24
Industrial Marketing: Paid Advertising vs Organic Content
Have you been considering paid ads versus organic content and wondering what’s best for your industrial marketing strategy?
Here at MFG Tribe, our marketing agency works with clients on a daily basis to figure out the best industrial marketing strategies for our clients. There’s so much to consider and it really comes down to short-term and long-term goals.
Some clients have more robust marketing teams and others don’t, so we make sure to start by meeting everyone where they’re at. The first thing you need is a clear idea of the difference between paid and organic options:
1. Industrial Marketing with Paid Ads Paid ads include a number of online tools from Google ads, such as search, re-targeting, display. There’s also display with YouTube, LinkedIn ads, and ads run on other social media platforms.
2. Industrial Marketing with Organic Content Then you have the “free” stuff. Organic content involves looking at on-page SEO and off-page SEO. Good SEO takes time and expertise, and it’s also poorly understood by most industrial companies.
There’s no one tool that always works best. That’s why it’s important to fully consider your options, know which one is best for your company, and also figure out if the best strategy is a combination of the two. Here are the main considerations you should be paying attention to:
You Can’t Guarantee a Linear Relationship with PPC Ad Campaigns From 30,000 feet, my thinking is that if you don’t have to pay for traffic, then you shouldn’t. I also come from the position that paid ads should be strategic ads. It seems really simple, but a lot of people keep this old-fashioned belief that money in means value out.
But if you pay each time someone clicks on your ad and then that person doesn’t continue on to the rest of your site, you’ve missed out. And for these paid ads, the benefit tends to plateau at a certain point.
LinkedIn Allows Advertisers to Target Strategic Companies and Strategic Lists If you are going the PPC route, you really need to make sure that every click is a good click. You want to target people that have the highest chance of actually becoming customers.
LinkedIn is the only platform where you can strategically target people and only show your display ad to those people. You can be charged up to around $15 per click, but you only get charged with that strategic person is enticed by your ad.
Companies Take Too Long Sticking to Strategies that Aren’t Working If your company is using paid advertising, you may be getting a good return or a bad return. This is where my industrial marketing agency, MFG Tribe, comes in and creates a tailored content strategy for our clients. Most clients come in with bounce rates that are way too high. We get that paid ad spending down to the level with the highest value.
For organic content, we convince Google that you are a subject matter expert so you can climb in the search rankings. Many of our clients end up ranking first for their content. Organic content takes longer but has more lasting results.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Overcoming Content Marketing Roadblocks in Industrial Marketing
02 Jun 2021
00:17:41
Overcoming Content Marketing Roadblocks in Industrial Marketing In industrial, it’s all about who’s the loudest. You know that creating a steady stream of content is important, and you also know your competitors really aren't paying attention. Most people in your space are not even producing content on a regular basis. That gap is there.
All it takes to be a leader in your niche is to take that first step and commit to it. You’ve got to create to be seen. But if you haven’t taken the time to step back and learn those strategic content skills and habits then you may end up feeling stuck.
How can you overcome the roadblocks in your industrial content marketing strategy?
In this episode, I’ll show you how we keep our content rolling at MFG Tribe and help you answer the big questions:
- Looking at 2021, how should you plan your content?
- Where should you even start?
- How could you possibly produce that much quality content?
Here at MFG Tribe, there are some really important marketing trends that we pay attention to. And we don’t have a "one-size-fits-all" approach.
Our process for creating and planning content has three main steps:
Step 1. Video vs Written content. The market is currently split roughly 50/50 between video and written content, with a slight bias towards video. That’s because videos tend to get a lot of engagement, and that’s something that Google search and social media algorithms are looking for. So we look at our client’s needs and help them determine what types of content they need.
Step 2. What is the Title? There are two routes to take with this. You can either appease google search algorithms or you can simply focus on creating a valuable piece of content. If you favor appeasing Google search, then tools like SemRush and Ahrefs will tell you what search volumes you’re looking at. Will that common search guarantee value to a highly specialized person? No. But if you write it correctly then you can get some reach. It’s generally the best of both worlds.
Step 3. Content Multiplier. You have to plan out a couple of months of content and you can’t put it down and come back to it later. Here at MFG Tribe, we plan out three months of content in advance and write 2-4 articles per month for each of our clients. How do we do that and keep it fresh? One thing we like to do is take one large piece of content and repurpose it. We’ll break it into a number of smaller pieces, or micro-content pieces. Microcontent can be teasers, lead-ins, and other short pieces of written and video content that are meant to be shared.
Roadblocks are normal, especially if your background isn’t in developing content strategies. Go through these steps, check out your competitors, and don’t get caught up in being a perfectionist.
The only way to create is to create. Get your content out there.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
How to Thrive in 2021 for Industrial Companies
25 May 2021
00:13:45
How to Thrive in 2021 for Industrial Companies A lot of industrial companies took a huge hit to their pipeline in 2020, how can you make the most out of 2021?
With all of the changes that happened to the "normal way" of doing things, many industrial sales and marketing people didn't know how to adapt and what to do "now".
In this episode I cover the main areas to focus on for 2021:
- Create Content Content marketing is still the #1 method to generate brand awareness and new sales opportunities. Since the sales landscape has changed from a "direct sell" approach to more of a marketing-focused approach, content has to be the driving factor.
- Focus on LinkedIn I've been pushing LinkedIn for the past 4 years and it is still proving to be a more effective pipeline builder vs all of the traditional (email, trade shows, cold calls, cold visits). BUT you have to execute the right strategy which I cover in a few videos below.
- Don't go back to traditional Just because things are starting to go "back to normal" does not mean that your sales and marketing strategy should. You must focus on moving forward and using the content marketing and LinkedIn strategy that has been dominating for the past 2 years. When you add in a few of the "traditional" methods, your results will be insane and you will see an immediate benefit.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
5 Tips to Increase your Technical Sales Today
12 Apr 2021
00:10:26
I talk about 5 tips you can implement today to start seeing results in your b2b sales. There are small changes you can use to see big results.
Sales is a numbers game, it's that simple. The more opportunities you have to close a deal, the more likely you are to close a deal.
Don't get caught up in your closing percentage or ratio, you can always optimize later...right now you need to create your muscle memory with the 5 tips that I'm providing.
Tip #1: Be active on social media
Tip #2: Comment and engage on social media
Tip #3: Go after previous prospects
Tip #4: Know your target demographic
Tip #5: Be consistently active
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Content Marketing Strategy For Industrial Companies: Part 2
06 Apr 2021
00:07:16
In Content Marketing Strategy part 2 of this series, we talk about: - Where and when you should post content - Why it matters.
Content creation is important because it means you're building up brand recognition, and you're promoting yourself as a business that's is a leader in your industry.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Content Marketing Strategy for Industrial Companies: Part 1
30 Mar 2021
00:09:49
In this episode, I go in-depth into content creation for business and why it matters. I talk about - - why you should create content - what type of content should you make and - who to target.
Part 2 will cover the last steps.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Presenting New Ideas to Traditional Thinkers in Industrial Marketing
04 Jun 2024
00:24:35
Struggling with traditional marketing mindsets and getting pushback? In this episode, I outline the four steps I've been using over the last eight years to deliver real results. The challenge with traditional thinkers in manufacturing is breaking through their old-school methods. From referral-based marketing to relying on outdated directories, the landscape has drastically changed.
Step one is identifying the problem. Whether in business or personal life, recognizing an issue is crucial. Step two involves creating a full strategy, not just random ideas. Come prepared with a plan based on research and industry trends. Step three is citing credible sources, using insights from industry experts like MFG Tribe. Lastly, step four is leveraging data. Data doesn't lie, and it’s essential for proving what works and what doesn’t.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Content Marketing Strategy: How To Pick Your Topics
23 Mar 2021
00:06:11
Content is king to increase brand awareness and drive new revenue opportunities for your business, but HOW DO YOU PICK TOPICS?
It's easy to quickly get exhausted on "what to talk about" if you're producing a lot of content. The goal of any content is to provide value to your target demographic, but what steps should you go through to create your content marketing strategy?
In this episode, I break down the simple approach of looking at two main categories for content: - Value rich content - SEO driven content
If you break your content strategy into two main buckets of either; High Value or High Search this can quickly reduce the stress of your content strategy.
Value Rich - This is content that will provide your target demographic with some great insight, education, or actionable and tangible tactics. The search volume might not be high, but you know that your audience will love it.
SEO Driven - This is content that has a high search volume but might be a little basic for your specific target. If the "decision-makers" for your service business are VP's and C-Level employees then basic content might not provide them with a ton of value...however it shows the search engines like Google that you are a subject matter expert.
Once you get over your content marketing topic hurdle, you will find it a lot easier to produce consistent quality content...just don't focus on perfection or you'll always be stuck.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Inbound Industrial Marketing Strategy For Lead Generation
16 Mar 2021
00:10:44
Inbound marketing is a fancy marketing term people like to throw around, but what does it mean? I talk about the nuances of inbound marketing, and what businesses are actually doing when they say inbound marketing.
Inbound Marketing focuses on drawing people into your pipeline and drawing them towards your brand.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
How to Increase LinkedIn Company Page Followers?
09 Mar 2021
00:14:56
If your LinkedIn company page isn't getting the traction you want, there are a few things you can do better to get more page views.
__________ To get all of the best strategies, check out my LinkedIn full course with over 15 lessons and 2 hours of 100% new and original content: https://training.technicalsalesu.com/linkedin __________ I go over the way LinkedIn business pages work, how they should work, how to share on LinkedIn, how to increase LinkedIn company page followers, how to increase LinkedIn company page engagement, and what you can do to LinkedIn company page optimization.
Unless you are running paid ads on LinkedIn, the only way to increase your page followers is by increase your number of personal connections and then sharing content. Before this, you also should give focus on LinkedIn page optimization.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
6 Steps to DOMINATE Industrial Marketing
02 Mar 2021
00:16:45
If you're a company that does industrial services or B2B, your industrial marketing or B2B Marketing needs a different plan than if you were a dentist or a lawyer. B2B Marketing strategies and B2C Marketing strategies are not the same.
The marketing agencies that work for anyone and everyone don't know how to tailor advertising for industrial marketing is because most of the time they don't have a lot of experience doing it.
If you work in these industries, then this is exactly what I'm focusing on: - Machining - Metals - Plastics: Injection Molding, Rotational Molding - Secondary Services: Assembly, Welding, Pad Printing, Etc - Distribution - Industrial Automation - Packaging / Corrugated - Electronics, Mechanical Engineering, Industrial Software
Here are the steps we go through: ( Digital Marketing for Industry Business / Digital Marketing for B2B Business )
Step 1 - WEBSITE: Review the website to determine how good/bad it is. If the website isn't optimized then you want to fix any minor issues before you try and drive a ton of traffic to it.
Step 2 - SEO: How are you currently ranking on Google? How good/bad are your organic rankings? There are many minor fixes for SEO that can happen quickly to allow Google to begin re-indexing you. SEO is a long-term game and high rankings don't happen overnight, it's best to fix it so you can start rebuilding the rankings.
Step 3 - CURRENT MARKETING: What are your current marketing efforts? How many resources do you have? Some of our clients have internal resources that can be utilized instead of paying our agency team to do it. We can develop the strategy and review their work but this allows you to use some of your current overhead and reduce the outsourced expense.
Step 4 - CONTENT MARKETING: Are you currently doing any content marketing efforts? When is the last time that an article or video was published? Our solution is to manage all of your written content for you from creation to posting and distribution.
Step 5 - DISTRIBUTION: How are you currently distributing your content? The most efficient and organic method for a manufacturing or industrial services company is to focus on LinkedIn. Most of your current prospects and customers can be found and engaged with on LinkedIn. We manage your company presence while also teaching your sales team exactly how to execute and turn LinkedIn into a prospecting machine!
Step 6 - VIDEO MARKETING: Do you have a current video marketing strategy? Do you have any new videos that you can publish? We come on-site quarterly and video enough content for 12 videos that are distributed through social media, your website, and YouTube for organic search rankings.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Industrial Web Design Process - Working With An Agency
23 Feb 2021
00:12:54
If you're paying an agency or freelancer to redesign your website, it can be confusing if you don't know why they're doing things.
I go over what to say to your agency to get the best website without additional fees.
Outlining the website design process and why each step matters, I walk through the best ways to ask for what you want and get it without hassle.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
LinkedIn Advertising Tutorial - Tips and Tricks
16 Feb 2021
00:18:18
LinkedIn is a great tool for marketers and salespeople, even before you touch the platform as a space to buy ads. We discuss what types of advertising work best on LinkedIn, and how to use them to your advantage.
LinkedIn ads can help your business reach a powerful professional audience. In addition to sharper targeting options, the platform made the switch to objective-based advertising.
That means by LinkedIn Advertising advertisers can now run campaigns around clearly defined goals, such as brand awareness, lead generation, or engagement.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Technical Sales Engineer : How To Make $300K Per Year
09 Feb 2021
00:10:17
Are you already in industrial or manufacturing sales and trying to make more money? Did you know that it is really possible to make over $300K per year if you have the right compensation structure?
Check out my new Technical Sales University, the only online course specifically designed to teach you how to sell Technical Services and Products: https://training.technicalsalesu.com/enroll
I spent over 10 years in injection molding sales and have numerous friends in the industrial/manufacturing industry making well over $300K per year.
This industry has a LOT of complacency in it because SOME of the older generations is typically satisfied with their compensation and aren't as hungry as new industry salespeople.
This leaves a HUGE opportunity for either anyone new to the industry or a hungrier generation.
The first step is to make sure that the "vehicle" (the company you work for) has you set up for success: - You should be making between $75K - $110K as a base salary - You should have a commission plan - Your commission plan should be based on sales revenue, not total profit - Commission should be between 1%-3% and last a minimum of 2-3 years on any new business/programs.
Financial compensation is the best driver for any salespeople, so your company needs to be leading with a carrot and rewarding you appropriately.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
How to Squeeze Every Dollar out of your Marketing Spend
02 Feb 2021
00:19:12
If you're a small business, it can be hard to keep all your plates spinning in the air at once. Marketing and advertising for small businesses are different than it is for large businesses, because you're likely managing a lot more moving parts, and have less to spend on marketing.
In this video, Kyle goes over the best tips for keeping your marketing moving forward and keeping sales coming into your pipeline so you have the revenue to spend.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
How to Close More Deals in Technical Sales
26 Jan 2021
00:17:06
If you're a sales engineer, you've experienced or seen someone else experience being ghosted by a potential client.
Check out my new Technical Sales University, the only online course specifically designed to teach you how to sell Technical Services and Products: https://training.technicalsalesu.com/enroll
I talk about how you should deal with potential clients, and how good relationship management keeps leads hot and prospects interested.
Managing your potentials means making sure your focus is on people that are good fits for your company. If you're chasing down potential clients that won't sign, you'll be ghosted a lot more often than if you only followed up with people that were likely to close.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Setting Goals and Achieving Everything
19 Jan 2021
00:12:35
I talk about my process for setting goals, and how I try to think about them.
Goals have to be right for you, and for the part of life, you're in. Don't set them too high or you'll never reach them, but it's important to also not set them so low that you never have to work for them.
The process that I use has helped me achieve everything that I have accomplished over the past 20 years.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Integrating Social Media into Manufacturing Sales Strategies
28 May 2024
00:37:07
Are you using LinkedIn the wrong way for industrial sales? In this episode, we'll show you how we grew our LinkedIn presence and how you can too. I'm Kyle Milan, CEO of MFG Tribe, and I'm joined by my Sales Manager Alex Brown to discuss industrial sales and manufacturing sales strategies. Our channel has over 1,500 videos covering these topics, and we go live twice a month to talk about industrial manufacturing sales.
Today's focus is on integrating social media into manufacturing sales with five key strategies. We'll cover these points, answer your questions, and share actionable tips you can implement today. Remember, building a LinkedIn routine is crucial—time-blocking daily interactions, sending out connection requests, creating engaging content, and consistently interacting with your network will set you up for success.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
How to Start Your Own Business
12 Jan 2021
00:14:24
If you're interested in building your small business and growing it to the point where you won't need to work your full-time job, this video is for you. I talk about my own experiences with starting my business, and how I turned a side hustle into my full-time job.
If you're passionate about your side hustle, you'll be working on it here and there, or maybe more often, depending on how much time you can devote to it. I go over the best ways to make it a real business as soon as possible, with the minimum cost.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Time Management for Industrial Sales and Marketing
05 Jan 2021
00:06:29
Working through endless task lists is one of the most depressing things to do in your daily job. For some project management jobs, their lives revolve around task management...
When I was listening to Andy Frisella's Podcast: MFCEO Project I learned about his "Power List" and it has been the most efficient way for me to prioritize my day.
Here's how it works: - Create a list of 5 critical tasks to be completed - These tasks include both your personal life and work life, however, you do not put anything on this list that is already part of your normal routine. Example: Do not put "workout" if you have been working out every day and it's already part of your routine. *****THIS IS MEANT FOR THINGS YOU ARE NOT ALREADY DOING ON A DAILY BASIS***** - Once you complete your tasks, scratch them off the list - Once all tasks are done, put a checkmark next to the day
The idea behind this "win the day" mentality is to boost positive reinforcement and take micro bites out of your "to-do list" and increase productivity.
Here's How I use it: - Every day I keep 1-2 of those spots on the list for my own things. Whether that has to do with Business Development activities or CEO activities, I do not let my team control all 5. - My team is then given 3-4 spots for them to assign me "CRITICAL TASKS" that have to get completed on that day.
It works amazing.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll
Understanding SEO for Industrial Marketing
29 Dec 2020
00:12:17
If you don't have optimized SEO (search engine optimization) on your business' website, you're not doing everything you can to drive new customers to find you. I walk through the basics of starting to look at your SEO to see where you stand, and how to take steps to make it better.
If you're not sure where to start or not sure where your SEO is, this video will walk you through doing a basic audit of your website to see your SEO rankings. MFG Tribe offers an SEO audit where we give you a report on your SEO and your traffic, and point out where we would make improvements.
__________ Subscribe For More Video Content : https://www.youtube.com/kylemilan __________ 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://mfgtribe.com MFG Tribe on LinkedIn: https://www.linkedin.com/company/mfgtribe/ Technical Sales University: https://training.technicalsalesu.com/enroll