Moving Everything From Raw Meat To Hand Grenades!

Jay Schoenwaelder discusses how Dorner conveyor systems are being used to move everything from raw meat to hand grenades.  What an eye-opener!  Think about the challenges in marketing a set of solutions into 1,200 different industries.

From CAD Tools, to a worldwide network of specialized distributors to YouTube and FaceBook, Dorner is applying a rich, integrated set of tools to deliver their value proposition.

Jay Schoenwaelder talks about using Dorner converyor systems to move fast – move smart!

Speaking of “Move Fast.  Move Smart.” take a look at this:

Building Market Share With Market Research

Do you really know what your customers are thinking?  Do you know what they value?  Do you know which ones are complaining?  About what?

David Line, President of InfoSearch International discusses how market research combined with intelligent statistical analysis can be used to build market share.

David Line, President of InfoSearch International

Radio – A Whole New Ball Game

It’s happened to me again…  A whole chunk of my knowledge about sales and marketing just got blown up; has become utterly obsolete.  I’m specifically talking about radio.

For years, I “knew” that radio had very little if any potential in the world of B2B sales and marketing.  Sure it’s great for B2C, but that’s about it.  It’s an old, tired technology.  KA-BOOM! A whole new light bulb has turned on for me.  You’ll probably catch on faster than I did, but it’s quite clear to me now that RADIO! – in the context of the internet and social media – can solve the prospecting problem.

Yeah, you read that correctly, solve the prospecting problem.  The bane of us all!  Not to oversimplify, but the strategy basically boils down to replacing the cold call with a request (or should I say offer???) to appear as an expert guest on a radio show.  (Think about it…  It might take a few minutes for that thought to sink in.)

And it’s even more than the critically important job of establishing a relationship and credibility with an executive.  It’s also about creating a treasure-trove of really strong content for your web site, blog and e-mail campaigns; for the customer’s web site, blog and e-mail campaigns; for the radio station’s web site, blog and e-mail campaigns; for your business partners’ web sites, blogs and e-mail campaigns.  Talk about an SEO bump!  Might even get a show (or 2 or 3…) to go viral.

Click below to listen to an example.

CSIA Executive Director Bob Lowe 1/18/11

Consider the relationships getting established and strengthened throughout the conversation.  Consider that it’s posted not only here, but also on the Dreamland site and the CSIA site.  Consider the fact that the content is of interest to all current CSIA members, prospective CSIA members, CSIA Partner Members and customers of CSIA members.

Let the whole RADIO! concept roll around inside your brain for a while.  Then reach out to Dreamland Interactive.  Yep, I put my money where my mouth is and formed a new company with two partners to get out in front of this growing and way cool phenomenon.

Email here to book a future guest on Dreamland Radio.

Do You Listen To Your Customers?

Well, do ya’??? It’s so, so easy to say, “Of course! I’m not a silver-tongued devil, I’m a silver-eared devil.”

OK, let’s say you actually do listen intently after you ask a question.  Let’s also say you’re constantly alert for stray comments, body language and all the little nuances of customer communication.  With all that, is it possible for you to totally miss a massive buy signal?

Before you answer, “Yes, of course,” read this post.  (Then read the series.)  And don’t give me any baloney about how this example is B2C, or not your industry or some other load of self-righteous crapola.  This is a $24 Billion (with a “B”) company.  They continue to stiff a loyal, trying-desperately-to-be-helpful customer.  Their inattention would have driven this guy off if he weren’t on a mission to make a point.  The point?

Listen on the customer’s terms, knucklehead!

It’s obvious that the Publix corporate marketing team is oblivious to e-Rep and social media. Are you equally oblivious?

Think About It…

Dunbar 150 – Dreamland 45,000

Two colleagues and I have decided to profoundly change the way B2B sales is executed.  (Really… We did…)

It all started last November at a barbecue joint in Birmingham, AL.  (Read about our Dreamland experience.)  At the time, none of us knew the other two also had the Don Quixote gene, ever-ready to embark on a grand quest.  It’s been a fascinating ride so far, and the windmills keep getting interestinger and interestinger.

E-Rep – the electronic alter-ego of the “H” or Human Rep – is at the core of our vision.  We convinced a real, live client to buy in.  They’re paying us real, live money to build one.  More accurately, to build them a set of E-Reps; one for each of their H-Reps.  This train has left the station…

There are lots of reasons we think we can pull this off, one of the main ones being Dunbar’s Number.  Based on lots of anthropological data, Dunbar says a single person can maintain a stable relationship with at most 150 others.  We can’t prove it (yet), but we think a rudimentary E-Rep can maintain stable relationships with 45,000.

For just a moment, assume we’re not insane.  Assume it’s actually possible.  You could enter the business battleground backed by an army of 45,000.  Your competitor enters with 150.  The poor slob brought a knife to gunfight.

Might be worth your while to keep an eye on Dreamland Interactive.